Director, Sales Operations

Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics. At Inovalon, we believe that when our customers are successful in their missions, healthcare improves. Therefore, we focus on empowering them with data-driven solutions. And the momentum is building.

Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs. Through our mission-based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve.

The Director, Sales Operations is responsible for providing routinized operational support for all sales, sales leadership and executive functions essential to stable and predictable sales execution. This includes monthly, quarterly, annual, and as-needed facilitation, preparation and communication of analysis, and key business performance metrics.   In addition, the role will provide matrix leadership and support for multiple internal stakeholders.  In sum, the Director, Sales Operations will create capacity for our sales and leadership teams while driving predictable and stable operational performance.  This role will support our Data Insights/Solutions Business Unit specifically.  

Duties and Responsibilities

• Collaborate with the executive, finance and sales leadership teams to establish and communicate clear business performance expectations for all sales and related support resources. Examples include Monthly, Quarterly and Annual Bookings objectives at the business, team and individual levels;
• Lead the Sales Operations team of team of Managers and Analysts. Ensure all duties are executed on schedule and with high-quality;
• Provide real-time as well as proactive metrics and analysis for business performance. Coach the sales leadership team to leverage these and other metrics with processes for inspecting business performance against these expectations;
• Establish and share an operating calendar with a set of core, routine deliverables. Lead the consolidation and timely delivery of high-quality deliverables associated with this calendar;
• Provide additional analysis, financial or key initiative interpretation to the leadership team for certain reports and deliverables;
• Leverage data to identify trends and areas of risk. Provide guidance on mitigation actions.  Similarly, identify opportunities for upside;
• Identify opportunities to improve business operational and sales performance. Discuss and prioritize with leadership and key stakeholders;
• Lead initiatives, projects and “just-do-it” efforts to improve operational and sales performance. Own and be fully accountable for these projects and assigned action plans.  Coordinate cross-functional business resources in support of these efforts.  Provide proactive, regular updates on your progress to leadership and key stakeholders;
• Lead, coordinate and orchestrate the annual planning cycle for the CRO’s staff. This includes Bookings, Headcount and Revenue AOPs, MQL and Funnel Sufficiency analytics, Variable Compensation plan design and deployment and annual territory updates;
• Establish metrics for and improve Sales Order Quality (reduce defects in Order Forms, reduce rejected Orders, reduce cycle time for generation and approvals on complex Order Forms);
• Work closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities;
• Administer sales compensation plan. Establish sales compensation program rules, policies, and procedures;
• Maintain compliance with Inovalon’s policies, procedures and mission statement;
• Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position;
• Ability to evaluate the TAM and refine the GTM Strategy
• Determine Coverage and Headcount to achieve sales plan
• Analysis to Create Equity Territory, Account Segmentation, Develop Quotas & Rates by role
•  Build out a Commission Structure
• Create Rules of Engagement
• As needed provide Salesforce CRM updates and enhancement where necessary
• Documentation and train sales on new process enhancements
• Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Company;
• Uphold responsibi