Senior Manager, Sales Operations

Role Overview

The Senior Manager, Sales Operations is a senior individual contributor responsible for maximizing the effectiveness and efficiency of Natera’s field sales organization across all business units. This is a cross–business unit role supporting field sales teams in Oncology, Women’s Health, and Organ Health.

The role owns core sales operations design and analysis, including sales compensation support, goal setting, territory design, incentive analysis, and automation design. This individual partners closely with Sales Leadership, Sales Analytics, Finance, and technical teams to design data-backed solutions that drive profitable growth and scalable execution.

 

Key Responsibilities

Sales Compensation, Goals & Incentives

• Support the design and ongoing optimization of sales compensation plans for field sales teams across all business units
   

• Ensure compensation structures align sales behavior with company objectives, including profitable growth
   

• Partner with Sales Leadership and Finance on goal setting and quota deployment
   

• Support commission payout processes by validating data inputs and incentive logic
   

• Design and evaluate SPIFFs and incentive programs, including ROI analysis relative to other commercial investments
   

Sales Insights & Strategic Analysis

• Independently access and analyze sales data using SQL, Excel, and BI tools to deliver actionable insights
   

• Answer strategic questions such as:
   

  • Time to full productivity for new sales representatives
     

  • Effectiveness and ROI of incentive programs and sales initiatives
     

• Develop analytical models and frameworks to support investment, coverage, and productivity decisions
   

• Translate complex analyses into clear, business-relevant recommendations for sales leadership
   

Territory Design & Coverage

• Own territory design and coverage models for field sales teams across all business units
   

• Define and maintain target data sources in partnership with sales leaders
   

• Ensure equitable territory distribution and ongoing compliance with territory frameworks
   

• Adjust territories based on performance data, market changes, and organizational needs
   

Automation & Workflow Design

• Design end-to-end operational workflows and logic to improve efficiency and scalability
   

• Use SQL and Excel to build backend logic and analytical foundations for automation initiatives
   

• Partner with technical and analytics teams to operationalize automation designs
   

• Lead design and analysis for automation initiatives including:
   

  • President’s Club (P Club) qualification and tracking
     

  • Oncology goal-setting workflows
     

  • Salesforce call logging and activity tracking
     

• Evaluate and operationalize AI-enabled tools developed by other teams or vendors to accelerate repeatable work
   

Cross-Functional Partnership & Governance

• Partner closely with Sales Leadership, Sales Analytics, Finance, and technical teams
   

• Provide clear documentation and logic for compensation, incentive, territory, and automation designs
   

• Support change management for new processes and tools through clear communication and data-backed rationale
   

Immediate / Near-Term Priorities

• Automation of President’s Club qualification and tracking
   

• Oncology goal-setting automation
   

• Improvements to Salesforce call logging and activity workflows
   

• Evaluation and rollout of AI-enabled tools to improve Sales Operations efficiency
   

Qualifications

• 7+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, or a related analytical role
   

• Strong hands-on experience querying data using SQL
   

• Advanced Excel / spreadsheet modeling skills
   

• Experience working with BI or reporting tools (e.g., Qlik or similar)