Job DescriptionYour Role The Commercial Sales Operations, Principal - Stellarus is the functional owner of sales systems, data integrity, forecasting, and operational rigor across the revenue organization. Reporting to the Senior Director, Commercial Operations, this role ensures that Stellarus' sales organization operates with clarity, consistency, and trusted data as the company scales.
This role partners closely with Sales Development, Sales Leadership, Marketing, Finance, and Product to design and maintain the infrastructure, processes, and analytical frameworks that enable predictable growth. The Commercial Sales Operations, Principal - Stellarus balances strategic leadership with hands on execution, owning both the operational foundations and the insights that support effective, data driven decision making.
ResponsibilitiesYour Work In this role, you will:
Sales Operations Strategy & Governance- Own sales operations strategy and governance across the revenue organization, ensuring consistency, clarity, and scalability as the business grows
- Establish and maintain standardized sales definitions, rules of engagement, SLAs, and operating cadences across Sales, Sales Development, and Marketing
- Serve as the primary point of accountability for sales operational rigor, partnering with sales leadership to align execution to revenue goals
CRM, Workflow, & Data Integrity Ownership- Own CRM architecture, data integrity, and governance, ensuring Salesforce and related systems accurately reflect sales activity, pipeline progression, and forecast readiness
- Lead auditing and remediation of routing logic, lifecycle stages, field mapping, and data quality issues in partnership with data and systems stakeholders
- Design and maintain scalable workflows for lead management, opportunity progression, and partner-sourced pipeline
BDR / SDR Operations Enablement (in Partnership with Sales Development)- Partner closely with Sales Development leadership to operationalize BDR/SDR motions, including routing, SLAs, campaign progression, and reporting
- Support onboarding and enablement for BDRs, SDRs, and AEs on CRM usage, reporting expectations, and operating standards
- Ensure sales development activity is measurable, transparent, and aligned to pipeline and revenue goals
Forecasting, Planning, & Performance Management- Own sales forecasting methodologies, pipeline modeling, and performance tracking in partnership with Sales Leadership and Finance
- Support annual and quarterly planning processes, including quota support, territory models, and capacity planning
- Improve forecast accuracy and pipeline predictability through disciplined analytics and operational controls
Analytics, Reporting, & Executive Insights- Design and maintain dashboards and reporting that provide clear visibility into pipeline health, conversion rates, speed to lead, and sales productivity
- Translate data into actionable insights for sales leaders, identifying risks, growth opportunities, and process improvements
- Support executive and board-level reporting with trusted, repeatable sales performance metrics
Sales Process Optimization & Deal Support- Continuously assess and optimize the end-to-end lead to revenue process to improve efficiency, conversion, and speed
- Partner with Legal, Finance, and Deal Desk stakeholders to streamline deal workflows and improve close readiness
- Support quarter end execution through disciplined pipeline inspection, escalation management, and reporting
Cross Functional Partnership- Function as a strategic partner to Sales, Sales Development, Marketing, Finance, Product, and Legal
- Align operational execution across functions to support go-to market initiatives and enterprise healthcare sales requirements
- Foster a culture of accountability, data driven decision making, and continuous improvement across the revenue organization
QualificationsYour Knowledge and Experience - Requires a bachelor's degree in business, analytics, technology, or equivalent experience
- Requires 10 years of experience in sales operations, revenue operations, or commercial operations roles within SaaS, enterprise technology, or healthcare-focused organizations
- Requires proven experience owning and optimizing CRM systems (Salesforce and/or HubSpot), including data governance, routing logic, lifecycle stages, and reporting
- Requires strong expertise in pipeline analytics, forecasting, pipeline velocity, and sales performance KPIs, with experience improving forecast accuracy and predictability
- Requires experience partnering cross-functionally with Sales, Sales Development, Marketing, Finance, Legal, and Deal Desk teams to streamline deal cycles and improve operational efficiency
- Requires ability to operate as a trusted advisor to senior sales leadership, balancing strategic insight with hands-on operational execution
- Experience supporting enterprise and/or healthcare technology sales organizations, including complex buying environments and regulated markets, strongly preferred
Physical Requirements:Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.
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