Director, Sales Operations

Role

We are seeking a highly analytical and commercially minded Director, Sales Operations to lead core sales operations functions across forecasting, pipeline management, GTM analytics, CRM governance, sales process design, and planning.

This role will serve as a strategic operating partner to Sales, Finance, Customer Success, Marketing, Product, and Executive Leadership. The ideal candidate has experience supporting enterprise B2B sales teams in a high-growth SaaS or healthcare technology environment and can move seamlessly between executive-level strategy and hands-on execution.

**This role is fully remote within the US**

What You’ll Do

• Sales Operating Rhythm & Forecasting
• Own and improve the sales operating cadence, including forecast calls, pipeline reviews, opportunity inspection, and executive revenue reporting.
• Partner with Sales Leadership to drive forecast accuracy, pipeline discipline, deal progression, and accountability across the sales organization.
• Develop forecasting models that incorporate stage progression, historical conversion rates, deal inputs, sales cycle timing, and rep-level performance.
• Translate commercial performance data into clear narratives for leadership meetings, board materials, and strategic planning discussions.
• Pipeline Management & Sales Process
• Define, document, and enforce sales process standards, including opportunity stage definitions, exit criteria, required fields, close date hygiene, and pipeline governance.
• Monitor pipeline health by segment, product, seller, source, and stage to identify gaps in coverage, quality, and execution.
• Drive cross-functional alignment around lead handoffs, opportunity creation, sales-to-CS transitions, renewals, expansions, and customer lifecycle visibility.
• GTM Analytics & Commercial Insights
• Build and maintain core sales performance reporting, including bookings, pipeline generation, conversion, win rate, sales cycle, average deal size, rep productivity, quota attainment, and pipeline coverage.
• Partner with Finance and Commercial Strategy on annual planning, quota setting, capacity modeling, bookings targets, and revenue forecasting.
• Create scalable dashboards and reporting packages for sales leaders, individual contributors, and executive stakeholders.
• CRM Governance & Systems Enablement
• Serve as a business owner for Salesforce sales processes, partnering with GTM Systems to ensure CRM configuration supports the commercial motion.
• Define business requirements for Salesforce enhancements, dashboards, automations, data quality controls, approval workflows, and sales productivity tools.
• Drive CRM adoption and data hygiene through clear expectations, enablement, reporting, and accountability.
• Planning & Cross-Functional Execution
• Support territory design, account segmentation, quota modeling, sales capacity planning, and coverage strategy.
• Partner with Deal Desk, Finance, Legal, Marketing, Customer Success, and Product to improve end-to-end commercial execution.
• Bring structure to ambiguous business problems, drive stakeholder alignment, and translate strategy into scalable operating processes.

What You Bring

• 10+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, GTM Strategy, Business Operations, Finance, or a similarly analytical operating role.
• Experience directly supporting enterprise B2B sales teams, preferably in SaaS, healthcare technology, data, AI, or revenue cycle management.
• Strong command of Salesforce, including opportunity management, pipeline reporting, dashboards, forecasting, sales stages, and CRM governance.
• Advanced analytical skills with deep proficiency in Excel or Google Sheets; experience building models for forecasting, capacity planning, pipeline conversion, quota planning, and sales productivity.