Director, Sales Operations

Forming Our Future together

FormFactor, Inc. (NASDAQ: FORM), is a leading provider of essential test and measurement technologies along the full semiconductor product life cycle — from characterization, modeling, reliability, and design de-bug, to qualification and production test. Semiconductor companies rely upon FormFactor’s products and services to accelerate profitability by optimizing device performance and advancing yield knowledge. The company serves customers through its network of facilities in Asia, Europe, and North America.

Rooted in our core values — Focus on the Customer, Ownership & Accountability, Respectfully & Effectively Communicate, and Motivate & Develop People — we foster an environment where diverse perspectives are not only welcomed but celebrated. Everyone can make an impact here. Whether it's improving products, supporting customers, or positively influencing peers and the community, the contributions of our people matter.

Shift:

The regular hours for this position are day shift.

Job Description:

Position Overview:

The Director of Sales Operations is a strategic, data‑driven leader responsible for enabling the performance, scalability, and effectiveness of a global semiconductor sales organization. This role oversees a multidisciplinary team of business analysts and systems admins who manage sales processes, tools, analytics, and enablement. The Director also leads the Deal Desk function and oversees a Learning Management System (LMS), ensuring high‑quality training for internal sales teams and external distributors.

This leader partners closely with Sales, Marketing, Finance, Product Line Management, Supply Chain, IT, and Channel teams to ensure the organization is equipped with the systems, insights, and training needed to drive design‑in success, accelerate revenue, and support long‑term growth.

Key Responsibilities:

Sales Operations Leadership

• Lead, mentor, and develop a high‑performing team of business analysts and systems admins supporting semiconductor‑specific sales processes, systems, and analytics.
• Define and execute a long‑term sales operations strategy that supports design wins to revenue conversion, channel performance, and global account growth.
• Drive continuous improvement across sales workflows, forecasting accuracy, pipeline management, and performance reporting.

Sales Processes, Tools & Systems

• Own the design, implementation, and optimization of sales tools and technologies (e.g., Salesforce, CPQ, demand‑planning integrations, analytics platforms).
• Partner closely with IT to evaluate and implement emerging technologies—including AI‑driven automation, predictive analytics, and workflow intelligence—to increase sales productivity and operational efficiency.
• Develop a forward‑looking technology roadmap aligned with semiconductor industry requirements such as long design‑in cycles, complex BOM structures, and multi‑tier channel visibility.
• Champion the adoption of AI and automation to streamline quoting, opportunity management, distributor POS/POS‑inventory data ingestion, and forecasting accuracy.

Reporting, Analytics & Forecasting

• Lead the development of reports, dashboards, and analytics that support revenue forecasting, design‑win tracking, pipeline visibility, and sales performance insights across direct and channel sales.
• Use AI and advanced analytics to enhance predictive forecasting—incorporating design win conversion rates, distributor inventory trends, backlog health, and market demand signals.
• Build and maintain analytics frameworks that support SIOP (Sales, Inventory & Operations Planning), ensuring tight alignment between Sales, Supply Chain, Operations, and Product Line Management.
• Provide executive‑level insights that help the business navigate semiconductor‑specific challenges such as supply constraints, allocation cycles, lead‑time volatility, and regional demand shifts.
• Establish data governance standards to ensure accuracy and consistency across global sales, channel, and operational reporting.

Sales Enablement & Learning Management System

• Oversee the LMS, ensuring it delivers high‑quality, role‑specific training for internal sales teams and external distributors.
• Develop and maintain training programs covering product knowledge, sales processes and selling skills.
• Partner with Product Marketing, Engineering, and Channel teams to ensure training content is technically accurate, aligned with product roadmaps, and supports distributor readiness.
• Track training completion, certification, and effectiveness metrics to ensure consistent enablement across global sales and channel partners.

Deal Desk Oversight

• Lead the Deal Desk team responsible for pricing governance, deal structuring, discounting compliance, and contract support.
• Establish clear approval workflows and pricing guardrails that balance competitiveness with margin protection.

Customer Service Order Management

• Leads the Customer Service Order Entry team responsible for accurately capturing, validating, and processing customer purchase orders.
• Oversees daily workflow, monitors service levels, and ensures timely, error‑free order throughput.
• Ensures compliance with pricing, contractual terms, internal controls, and data‑quality standards.
• Resolves order‑related escalations and partners closely with Sales, Supply Chain, Logistics, and Finance to remove bottlenecks and support on-time delivery.
• Drives continuous improvement initiatives to enhance order accuracy, customer experience, and operational efficiency.

Cross‑Functional Collaboration

• Work closely with peer groups in Sales Operations, Commercial leadership, Finance and Operations, looking for process improvement opportunities.  
• Partner with Marketing on lead management, funnel optimization, and campaign performance tracking—especially for new product introductions and demand‑creation programs.
• Collaborate with Product Line Management, Supply Chain, and Channel teams to ensure alignment on product launches, distributor enablement, and SIOP planning.

Success Profile:

The ideal candidate is

• A strategic thinker who can translate semiconductor business dynamics into scalable operational frameworks and project roadmap.
• A process‑driven leader who thrives in complex, fast‑moving environments.
• A strong communicator who builds trust across teams and levels.
• A data‑driven decision‑maker with a passion for continuous improvement.
• A champion of sales productivity, enablement, and operational rigor.

Skills:

Backlog Management, Collaboration, Communication, Customer Relationship Management (CRM), Deal Desk, Enterprise Resource Planning (ERP), Implement Training Programs, Leadership, Lead Times, Learning Management Systems (LMS), Manufacturing, Oracle, Salesforce Administration, Salesforce CPQ, Salesforce Lightning, Sales Operations, Semiconductors, Team-Building

Education & Experience:

Minimum of 12+ years of relevant experience in leadership roles, with a Bachelor’s degree; or 10 years and a Master’s degree; or a PhD with 8 years experience; or equivalent experience | Required

Pay Range:

$165,100.00 - $216,720.00

Pay Range Explained:

This role in Sacramento, California pays between $165,100.00 and $216,720.00 per year, depending on your experience, skills, and background. Pay may vary in other locations. We offer a full benefits package, including medical, dental, vision, life insurance, disability coverage, a 401(k) with company match, employee stock purchase plan (ESPP), and paid time off. You’ll also be eligible for quarterly profit-sharing bonuses and flexible spending or savings accounts.

Equal Employment Opportunity Statement

FormFactor is an equal opportunity employer. FormFactor complies with all national, state, and local laws that seek to promote equal opportunities for any applicant or employee without regard to age, race, color, gender, gender identity/expression, national origin, sexual orientation, religion, disability, marital status, pregnancy or related condition, military service, or any other legally protected characteristics. These protections apply to all aspects of employment, including but not limited to, recruitment, hiring, training, promotions, and compensation.