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:

Job Description:

Position Overview:

The Director of Sales Operations is a strategic, datadriven 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 highquality 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 designin success, accelerate revenue, and support longterm growth.

Key Responsibilities:

Sales Operations Leadership

• Lead, mentor, and develop a highperforming team of business analysts and systems admins supporting semiconductorspecific sales processes, systems, and analytics.
• Define and execute a longterm 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, demandplanning integrations, analytics platforms).
• Partner closely with IT to evaluate and implement emerging technologies-including AIdriven automation, predictive analytics, and workflow intelligence-to increase sales productivity and operational efficiency.
• Develop a forwardlooking technology roadmap aligned with semiconductor industry requirements such as long designin cycles, complex BOM structures, and multitier channel visibility.
• Champion the adoption of AI and automation to streamline quoting, opportunity management, distributor POS/POSinventory data ingestion, and forecasting accuracy.

Reporting, Analytics & Forecasting

• Lead the development of reports, dashboards, and analytics that support revenue forecasting, designwin 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 executivelevel insights that help the business navigate semiconductorspecific challenges such as supply constraints, allocation cycles, leadtime 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 highquality, rolespecific 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, errorfree order throughput.
• Ensures compliance with pricing, contractual terms, internal controls, and dataquality standards.
• Resolves orderrelated 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.

CrossFunctional 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 demandcreation 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 processdriven leader who thrives in complex, fastmoving environments.
• A strong communicator who builds trust across teams and levels.
• A datadriven decisionmaker with a passion for continuous improvement.
• A champion of sales productivity, enablement, and operational rigor.

Skills:

Education & Experience:

Pay Range:

Pay Range Explained:

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.