Role SummaryThe Sales Operations Leader is the operational backbone of the sales organization, owning the strategy, execution, and continuous improvement of sales enablement, sales operations, and the systems that support a national field sales team. This role has end-to-end ownership of Salesforce.com administration and architecture, sales incentive compensation design and administration, forecasting and pipeline management, territory and quota planning, and the enablement programs that ensure sales are equipped to perform. This is a highly cross-functional leadership role reporting into the CFO, with regular visibility to the SVP of Health System Sales and executive team.
Essential FunctionsSales Operations & Systems- Own the strategy, roadmap, and administration of Salesforce.com (or equivalent CRM), ensuring data integrity, scalability, and alignment with sales process
- Evaluate, select, and manage the broader sales tech stack (CPQ, forecasting tools, conversation intelligence, sales engagement platforms, data enrichment tools) and vendor relationships for high scalability and flexibility
- Design and maintain sales reporting, dashboards, and analytics that provide leadership with accurate, real-time visibility into pipeline, forecast, and performance
- Lead territory design, account segmentation, and capacity planning in partnership with sales leadership and finance
- Manage the annual and quarterly sales planning cycles, including quota setting and territory assignment
Sales Incentive Compensation- Design, model, and administer the sales incentive compensation plan(s) in partnership with Finance, HR/Total Rewards, and Legal
- Ensure compensation plans align to company revenue priorities and drive desired sales behaviors
- Own the commission calculation and ensure good process for approvals and payout accuracy, including dispute resolution and audit controls
- Conduct ongoing plan effectiveness analysis and recommend adjustments based on performance data and market benchmarks
Sales Enablement- Build and lead the sales enablement function, including onboarding/ramp programs, ongoing training, playbooks, and certification programs for a national field sales team
- Partner with Product Marketing and Product to ensure sales team has current, effective messaging, collateral, and competitive positioning
- Develop and maintain a sales methodology and process framework (e.g., MEDDICC, Challenger, Command of the Message, or equivalent) and drive adoption across the field
- Measure enablement effectiveness through ramp time, win rates, and quota attainment metrics
- Work closely with the Marketing team to identify and manage marketing lead attribution and funnel management processes
Leadership & Cross-Functional Partnership- Build, lead, and develop a team of sales operations, enablement, and compensation professionals
- Serve as a strategic partner to Sales leadership and Finance teams, translating business priorities into operational plans
- Partner closely with Finance, HR, Marketing, Customer Success, and IT/Data teams to ensure alignment across the revenue engine
- Present regularly to executive leadership on sales performance, productivity metrics, and operational initiatives
Required Qualifications- 10+ years of progressive experience in sales operations, sales strategy, or revenue operations, including 5+ years in a leadership role
- Proven experience supporting a national or multi-region field sales organization in a B2B enterprise SaaS environment, with health system sales background a plus.
- Deep, hands-on expertise administering and architecting Salesforce.com at scale (certifications a plus)
- Direct experience designing and administering sales incentive compensation plans, including commission calculation and plan modeling
- Demonstrated success building or scaling a sales enablement function
- Strong analytical and financial modeling skills, with fluency in Excel/Google Sheets and BI tools (Tableau, Looker, Power BI, or similar)
- Experience with sales compensation management systems (e.g., Xactly, CaptivateIQ, Spiff, or Varicent) is strongly preferred
- Excellent executive communication and presentation skills; comfortable presenting to C-suite and board-level audiences
- Bachelor's degree required; MBA or equivalent experience a plus
Preferred Qualifications- Experience in a high-growth, PE- or VC-backed SaaS company
- Familiarity with CPQ, forecasting platforms, and sales engagement tools (Outreach, Salesloft, Clari, etc.)
- Experience supporting both direct and channel/partner sales motions
- Background in change management for large, distributed sales teams
Benefits and Perks We Offer:- The opportunity to work on products that impact the health of millions of people.
- Generous paid-time off
- Stock incentive plans
- Medical/Dental/Vision, Disability + Life Insurance
- One Medical membership
- Parental Leave
- 401k Matching
- Learning and Development stipend
Work Experience & Location Requirements- This role is a remote position with expected travel. See above for more details on travel expectations.
- Prolonged periods of sitting and working at a computer
- Must be able to perform job duties with or without reasonable accommodation
$172,000 - $241,000 a year
Compensation for this role is determined using a tiered market-based compensation structure. Salary ranges are established based on geographic labor market data and may vary depending on the employee's work location, experience, skills, and qualifications.
Tier 1: $215,900 to $241,300
Tier 2: $194, 310 to $217,170
Tier 3: $172,720 to $193,040
