Location: Philadelphia, PA (HQ) - hybrid preferred; remote considered for the right candidateROLE OVERVIEWAs Director, Sales Operations & Analytics, you will own the operating rhythm and the numbers that sales leadership uses to run the business, and you will hold the organization to them. You will turn pipeline and forecast data into clear calls on where we will land, where deals are at risk and what leaders need to do about it, while aligning reporting across HealthVerity and Symphony Health into one set of numbers. You will work closely with the Leader of Sales Operations and partner with sales leaders, Finance, and Marketing across our all sales verticals. This is a hands-on role for an analytical operator with the credibility to challenge sales leaders and the drive to help a growing sales organization plan, forecast and perform with discipline.
KEY RESPONSIBILITIES- Own sales analytics, including pipeline, revenue and bookings, win/loss, renewal, and plan-to-goal reporting, keep leaders working from one set of numbers and turn the analysis into recommendations on trends, risks and opportunities for sales and executive leadership
- Own the forecast: run the forecasting process across pipeline yield, sales leader call and bottoms-up models, challenge leader commits against pipeline evidence and be accountable for forecast accuracy
- Run the sales operating cadence: lead weekly pipeline and forecast calls and deal reviews, make sure data is current ahead of each call and drive sales leaders to close out submissions and action items
- Deliver monthly sales leader scorecards covering win rate, renewal rate, pipeline coverage and stage conversion, and lead the review with each leader on gaps, root causes and next actions
- Maintain and enhance dashboards and automated metric pipelines, and streamline duplicate reports and manual trackers across HealthVerity and Symphony Health, with each critical report documented and backed up
- Reconcile bookings and revenue reporting with Finance every month
- Lead annual planning mechanics, including quota setting, territory design and incentive compensation modeling, in partnership with Finance, so that comp plans reward the behaviors that drive revenue
- Set and enforce pipeline standards, including stage definitions, exit criteria and Salesforce data hygiene, escalate gaps to sales leadership and partner with business systems on reporting requirements and enhancements
- Guide and develop Sales Operations team members, and partner with Marketing, Finance, and the Proposals team on revenue and pipeline insights
QUALIFICATIONSRequired- 7+ years of experience in sales operations, revenue operations or sales analytics, including partnering directly with senior sales leaders
- Demonstrated ownership of sales forecasting and pipeline reporting, including managing, refining, or building forecast models and tracking forecast accuracy
- Strong SQL skills and hands-on experience building dashboards in a BI tool such as QuickSight, Tableau, or Power BI
- Working knowledge of Salesforce reporting and data structures, and the ability to partner with admins and business systems teams on changes
- Experience running a sales operating cadence, such as deal reviews, pipeline calls, and forecast meetings, and holding sales leaders accountable to their forecast and pipeline commitments
- Strong communication skills, with the ability to explain the numbers clearly to sales leaders and executives
- Ability to align reporting from more than one system, and to work through ambiguity in a fast-growing company
- Hands-on experience with quota setting, territory planning and incentive compensation modeling
- Bachelor's degree
Preferred- Experience with incentive compensation plan (ICP) design and administration, including quota setting, payout modeling, and commission calculations
- Background in pharma commercial, RWD/E, or healthcare data sales environments
- People management experience, or experience leading projects and mentoring analysts
- Python or a similar language for data transformation and metric automation, and experience with a data platform such as Databricks
- Salesforce Admin certification or hands-on Salesforce administration experience
- Advanced degree (MBA or related field)
Base salary for the role is commensurate with experience and can range between $140,000 - 175,000 + annual bonus opportunity.
Hiring LocationsOur main office is located in Center City, Philadelphia, where we operate on a hybrid model with in-office work required three days a week for local employees. We believe collaboration is most effective when teams come together, which is why we prioritize hiring in the Philadelphia area.
For certain roles, we also hire from
hub locations-regions where we have an established presence with multiple team members working remotely. While these employees primarily work from home, we bring them together in person at least once a year for team-building, collaboration, and strategic planning.
Due to tax and labor regulations, we can only hire from specific states. Remote work is supported in the following key hub locations and approved states:
Hub Locations:- Philadelphia, Pennsylvania
- Boston, Massachusetts
- New York City, New York
- Baltimore, Maryland
- Washington, D.C.
- Charlotte, North Carolina
- Raleigh-Durham, North Carolina
- Atlanta, Georgia
- Chicago, Illinois
Approved States for Remote Work:CT, DE, FL, GA, IL, IN, MA, MD, MI, NC, NJ, NY, OH, PA, TN, and VA.
