Director, Sales Operations

Role Overview

• Own and improve the sales operating cadence, including forecast calls, pipeline reviews, opportunity inspection, and executive revenue reporting.
• Partner with Sales Leadership to drive forecast accuracy, pipeline discipline, deal progression, and accountability across the sales organization.
• Develop forecasting models that incorporate stage progression, historical conversion rates, deal inputs, sales cycle timing, and rep-level performance.
• Translate commercial performance data into clear narratives for leadership meetings, board materials, and strategic planning discussions.
• Define, document, and enforce sales process standards, including opportunity stage definitions, exit criteria, required fields, close date hygiene, and pipeline governance.
• Monitor pipeline health by segment, product, seller, source, and stage to identify gaps in coverage, quality, and execution.
• Drive cross-functional alignment around lead handoffs, opportunity creation, sales-to-CS transitions, renewals, expansions, and customer lifecycle visibility.
• Build and maintain core sales performance reporting, including bookings, pipeline generation, conversion, win rate, sales cycle, average deal size, rep productivity, quota attainment, and pipeline coverage.
• Partner with Finance and Commercial Strategy on annual planning, quota setting, capacity modeling, bookings targets, and revenue forecasting.
• Create scalable dashboards and reporting packages for sales leaders, individual contributors, and executive stakeholders.
• Serve as a business owner for Salesforce sales processes, partnering with GTM Systems to ensure CRM configuration supports the commercial motion.
• Define business requirements for Salesforce enhancements, dashboards, automations, data quality controls, approval workflows, and sales productivity tools.
• Drive CRM adoption and data hygiene through clear expectations, enablement, reporting, and accountability.
• Support territory design, account segmentation, quota modeling, sales capacity planning, and coverage strategy.
• Partner with Deal Desk, Finance, Legal, Marketing, Customer Success, and Product to improve end-to-end commercial execution.
• Bring structure to ambiguous business problems, drive stakeholder alignment, and translate strategy into scalable operating processes.

Requirements

• 10+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, GTM Strategy, Business Operations, Finance, or a similarly analytical operating role.
• Experience directly supporting enterprise B2B sales teams, preferably in SaaS, healthcare technology, data, AI, or revenue cycle management.
• Strong command of Salesforce, including opportunity management, pipeline reporting, dashboards, forecasting, sales stages, and CRM governance.
• Advanced analytical skills with deep proficiency in Excel or Google Sheets; experience building models for forecasting, capacity planning, pipeline conversion, quota planning, and sales productivity.
• Demonstrated ability to build executive-ready reporting and translate complex data into clear business insights.
• Strong understanding of enterprise sales processes, including pipeline generation, qualification, forecasting, deal inspection, renewals, expansions, and sales-to-CS handoffs.
• Exceptional attention to detail and a high bar for data quality, process discipline, and operational rigor.
• Strong communication and stakeholder management skills, with the ability to influence cross-functional partners and executive stakeholders.

Benefits

• Medical, Dental & Vision – Comprehensive plans with leading insurance providers, covering 75% of your premiums, depending on the plan.
• Paid Parental Leave – Generous paid leave to support families through birth or adoption: Up to 12 weeks for parents.
• Remote-First Team – Work from anywhere in the U.S.
• Unlimited PTO & 10 Holidays – So you can relax and recharge.
• 401(k) with Traditional & Roth Options – Tax-advantaged retirement savings through Fidelity with a 4% match.
• Minimal Bureaucracy – A fast-moving, high-impact environment where you can focus on what matters.
• Incredible Teammates! – Work alongside smart, supportive, and mission-driven colleagues.