Director of Sales Operations - RFP / Proposal Management, Enterprise Software

Confidential Company  •  San Diego, CA

11 - 15 years experience  •  Software

$125K - $163K ($100K - $130K base + 25%)
Posted on 12/01/17 by Kanani Masterson
San Diego, CA
11 - 15 years experience
$125K - $163K
($100K - $130K base + 25%)
Posted on 12/01/17 by Kanani Masterson

JOB #:  17110202-P


Thriving, Pre-IPO “Social Good” Technology Company is hiring a new Director of Sales Operations and RFP’s / Proposals. They have significant VC Funding and several multi-million dollar contracts in place with commercial and government customers. Typical sales cycles are several months long, with complex processes involving 200+ page RFPs to win multi-year deals in the $1-10M range. This is an ideal role for someone who has experienceworking with major Fortune 100 and/or government customers with complicated sales processes that require top level strategy as well as attention to detail. 

Their differentiated SaaS product suite is designed to address challenges facing governments and large corporations, including security, accessibility, cost, and sustainability. As Director of Sales Operations, you will report to the VP of Sales and manage a small team of bid managers and proposal/RFP writers. You’ll also work closely with multiple internal teams and earn their respect to get their collaboration on proposals. Strategically, you will review potential customers and pipeline to determine viability of deals. 

This is a fit for a strong Sales Leader who loves challenges, can herd cats, and wants to make a difference to the bottom line of a growing company and, at the same time, better the world! 


To apply, send your resume for confidential review to Kanani Masterson ( This is a fulltime position based in San Diego, CA. Please read qualifications carefully and only apply if you meet key criteria.

Job Duties: 

? Manage small team working on proposal/RFP process from strategy through publishing 

? Hire and manage current and future Sales Operations staff including Technical Writers

? Oversee aspects of CRM management (Salesforce) and reporting including activity and pipeline reporting

?Work with Marketing to implement campaigns and sales collateral

? Data analysis of market trends, sales performance, and strategic targets

? Ensure that digital tools and style guides are in place to support the development of digital documentation that meet current market expectations

? Review proposal pricing, get CFO sign off, ensure pricing is positioned for success

? Review legal sections of contracts with legal team

? Be an advisor to other Directors; Focus on sales enablement, reporting and analytics, and strategy and planning

? Be a strong advocate to ensure customer requirements are implemented as promised and delivered on time to top quality standards

? Provide recommendations and take actions based on strategic objectives, forecast, or performance metrics

? Enhance sales productivity by enabling the team to work smarter by simplifying processes, evaluating new tools/apps, and providing easy access to information and resources needed to close sales

Salary Range and Bonus Potential: 

$100,000  to $125,000 (bonuses starting at 25% of base)

• Performance bonuses / commissions 


• Comprehensive health benefits (medical, dental, vision)

• Casual and supportive environment. 

• 401K 

Job Requirements: 

? Must have 10+ years' experience in Sales Operations or related function, preferably in enterprise software sales environment, government sales, healthcare, or other complex, long-runway sales environment. 

? Must have worked in position managing teams selling multimillion dollar products or services. Ideally enterprise software

? A minimum of seven (7) years of successful management experience over teams creating complex proposals and RFPs.  

? Demonstrable knowledge of writing and editing documents with specified formats, with the inclusion of appropriate text, tables, charts, graphics, indexes, and appendices.

? Successful track record of working withsales and technical / operational resources to develop and write content

? Talented and proactive “Cat Herder”: Track record in driving change and removing hurdles in fast growth organizations by working cross-functionally with Product, Operations, and Engineering

?Experience working in startups or emerging organizations preferred. Understanding of how to manage up and down, and build and grow a successful and sustainable team.

? Exceptional people and communication skills; Ability to explain the problems at hand, and more importantly, how to solve them; ability to solve problems creatively.

? Current, hands-on expertise with all phases of the sales cycle along with a deep understanding of sales management issues. 

? Working knowledge of Google Drive, MS Office and Project, and graphics packages.

Educational Requirements: 

• Bachelor's degree or master’s degree in Business, English, or related field from accredited college or university or equivalent experience, is preferred.

KEYWORDS: director of sales, sales operations, proposals, proposal manager, rfp, government, healthcare, insurance, SaaS, PaaS, software, Sales Director, Writer, sales manager, proposal director, director of business development, enterprise software sales, enterprise sales business development

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