Vice President of Sales Operations

Job Description

The Vice President, Sales Operations is a key member of the executive leadership team responsible for optimizing the performance, efficiency, and execution of the organization's sales function. Reporting directly to the President, this executive will lead all aspects of sales operations, including forecasting, pipeline governance, performance management, sales analytics, territory planning, CRM strategy, process optimization, sales enablement, and cross-functional alignment.

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This role is not responsible for carrying an individual sales quota, maintaining a book of business, or directly managing customer accounts. Instead, the VP of Sales Operations will serve as the operational leader of the sales organization, ensuring a disciplined, data-driven approach to sales execution while enabling a seasoned sales team to achieve corporate growth objectives.

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The VP will partner closely with Marketing, Finance, Operations, Service Delivery, Human Resources, and Executive Leadership to drive accountability, improve productivity, enhance forecasting accuracy, and establish scalable processes that support sustainable revenue growth.

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Key Responsibilities:

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Sales Operations Leadership

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• Lead the day-to-day operational management of the sales organization.
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• Establish and maintain sales operating rhythms, governance structures, and accountability frameworks.
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• Develop and optimize sales processes, workflows, methodologies, and best practices.
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• Ensure alignment of sales activities with corporate objectives and strategic growth initiatives.
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• Identify operational inefficiencies and implement solutions that improve sales productivity and execution.
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Forecasting, Pipeline Management & Revenue Planning

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• Own and administer the organization's forecasting processes and revenue reporting cadence.
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• Conduct regular pipeline reviews with sales leadership and individual contributors.
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• Ensure pipeline integrity, opportunity hygiene, and consistent CRM utilization.
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• Analyze pipeline trends, conversion rates, sales velocity, and forecast accuracy.
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• Develop action plans to address pipeline gaps and improve overall sales effectiveness.
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• Provide executive leadership with accurate performance reporting and business insights.
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Sales Performance & Analytics

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• Establish, track, and report on key sales performance indicators, including:
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1. Revenue attainment
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2. Pipeline coverage
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3. Forecast accuracy
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4. Win rates
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5. Conversion rates
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6. Average deal size
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7. Sales cycle duration
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8. Sales activity metrics
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9. Territory performance
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10. Sales productivity measures
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• Develop executive dashboards and reporting tools that support data-driven decision-making.
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• Leverage analytics to identify trends, opportunities, and areas requiring corrective action.
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CRM & Sales Technology Management

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• Serve as executive owner of CRM and sales technology platforms.
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• Ensure accurate and timely data entry, reporting, and system adoption.
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• Evaluate and implement technology solutions that improve visibility, efficiency, and performance.
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• Partner with IT and business leaders to enhance reporting, automation, and workflow capabilities.
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• Establish data governance standards and reporting consistency across the sales organization.
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Sales Process & Enablement

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• Partner with Marketing and Service Delivery to ensure sales teams have effective tools, resources, and support materials.
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• Oversee proposal management, RFP processes, and sales support activities.
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• Maintain governance around pricing discipline, margin expectations, and sales approval processes.
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• Own the development and maintenance of sales playbooks, methodologies, and standard operating procedures.
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• Implement onboarding, training, and continuous improvement initiatives that enhance team effectiveness.
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Required Qualifications

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• Bachelor’s degree in business, or a related field.
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• Minimum of 10 years of progressive experience with at least 7 years in senior sales operations, revenue operations, commercial operations, or sales leadership roles.
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• Demonstrated success managing sales operations within Healthcare IT, Managed Services, Technology Services, Cloud Services, or related industries.
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• Extensive experience with forecasting, pipeline governance, CRM administration, performance analytics, and sales process optimization.
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• Strong understanding of revenue operations, sales reporting, and commercial performance management.
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• Proven ability to lead high-performing teams through data-driven decision-making and operational discipline.
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• Advanced analytical, communication, and executive presentation skills.
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• Experience implementing and managing CRM platforms and sales performance technologies.
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Preferred Qualifications

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• MBA or related advanced degree.
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• Experience leading Sales Operations, Revenue Operations (RevOps), or Commercial Operations functions.
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• Experience supporting enterprise technology or healthcare technology sales organizations.
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• Experience designing compensation plans, territory frameworks, and performance management systems.
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• Experience leading geographically distributed teams.
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• Familiarity with healthcare IT market dynamics and operational challenges.
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Key Competencies

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• Sales Operations Leadership
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• Forecasting & Revenue Planning
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• Pipeline Governance
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• CRM & Technology Optimization
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• Performance Analytics
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• KPI Management
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• Process Improvement
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• Revenue Operations
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• Cross-Functional Leadership
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• Change Management
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• Executive Communication
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• Team Development
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• Strategic Planning
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• Data-Driven Decision Making
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Travel: 15–25% as needed to support team leadership, business planning, operational reviews, and strategic initiatives.