Senior Sales Operations Manager

Job Description

Job Description

About Definitive Healthcare:

At Definitive Healthcare (NASDAQ: DH), we're passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact.

Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011.

We're also a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In's 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.

We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

About the Role

Definitive Healthcare empowers organizations across the healthcare ecosystem with intelligence that drives better decisions. As our Senior Sales Operations Manager, you'll play a central role in ensuring our go‑to‑market teams operate with the same level of clarity and precision we deliver to our customers. You'll lead the strategy, systems, and insights that enable our sales organization to scale effectively, execute with discipline, and deliver exceptional value.

This is a strategic role for someone who excels at turning data into direction, building scalable processes, and guiding teams through growth and change.

What You'll Do

Lead Sales Strategy & Planning

• Own the development of forecasting models, territory design, and quota methodologies that support our long‑term growth.
• Partner closely with Sales Leadership to evaluate performance trends, segment opportunities, and shape strategic decisions.
• Drive annual and quarterly planning cycles with clear, data‑backed recommendations that align teams and resources.

Build and Optimize Scalable Sales Processes

• Architect end‑to‑end sales processes that support consistency, efficiency, and operational rigor across the organization.
• Identify friction points in the sales cycle and implement improvements that accelerate deal velocity and enhance the customer experience.
• Ensure process documentation, playbooks, and enablement materials are current, accessible, and aligned with best practices.

Own Systems & Tools Excellence

• Serve as the strategic owner of Salesforce and the broader sales tech stack, ensuring systems are optimized for scale, usability, and data integrity.
• Partner with RevOps, IT, and Enablement to drive system enhancements, integrations, and adoption initiatives.
• Champion data governance and operational discipline across the GTM organization.

Deliver High‑Impact Reporting & Insights

• Build and maintain dashboards that provide visibility into pipeline health, performance metrics, and key KPIs.
• Translate complex data into clear, actionable insights for Sales, Marketing, Finance, and Executive Leadership.
• Establish reporting standards that support transparency, alignment, and confident decision‑making.

Drive Cross‑Functional Alignment

• Collaborate closely with Marketing, Customer Success, Finance, and Product to ensure seamless execution across the customer lifecycle.
• Support go‑to‑market initiatives—including new product launches, pricing changes, and market expansion—with operational readiness and performance tracking.
• Act as a trusted advisor to senior leadership, offering clarity, structure, and strategic perspective in a dynamic environment.

What You'll Bring

• Proven experience mapping sales or customer journeys and designing scalable, end‑to‑end processes that improve efficiency and clarity.
• Strong analytical skills with hands‑on experience building dashboards, interpreting sales performance data, and driving insights that influence strategy.
• Deep proficiency with CRM and GTM systems, especially Salesforce, and familiarity with adjacent tools such as Zendesk, Intercom, Pendo, Gainsight, or similar platforms.
• Demonstrated ability to lead cross‑functional initiatives and manage stakeholders across Sales, Marketing, Customer Success, Finance, and Product.
• Track record of owning complex projects from concept through implementation, delivering measurable operational improvements.
• Excellent communication skills with the ability to translate data, processes, and technical concepts into clear, actionable guidance for diverse audiences.

Preferred Qualifications

• Experience implementing automation, routing logic, or workflow optimization within sales or revenue operations.
• Familiarity with customer feedback systems, closed‑loop processes, and how they inform GTM strategy.
• Working knowledge of SQL or BI tools such as Sigma, Tableau, or Power BI.
• Background in a high‑growth SaaS, data‑driven, or service‑oriented environment where processes and systems evolve rapidly.
• Experience supporting or partnering with Customer Success or CX teams to align sales and post‑sale motions.

What Success Looks Like

• Streamlined, well‑documented sales processes that reduce friction, improve execution, and support a consistent customer journey from first touch through renewal.
• Improved sales performance metrics, including forecast accuracy, pipeline visibility, sales efficiency, and adherence to SLAs.
• A reliable, data‑driven feedback loop that informs product, process, and operational improvements across the GTM organization.
• Strong cross‑functional alignment, with Sales, Marketing, Customer Success, and Product operating from shared insights, shared systems, and shared goals.
• Highly enabled sales teams equipped with the tools, training, and insights they need to perform at a high level.
• Scalable, well‑governed systems and workflows that support Definitive Healthcare's growth and ensure operational excellence as the business expands.

Compensation and Benefits

The salary range for this position is $98,000 – $182,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications.

Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company's 401(k) plan with employer contribution.

Why we love Definitive, and why you will too!

• Industry leading products
• Work hard, and have fun doing it
• Incredibly fast growth means limitless opportunity
• Flexible and dynamic culture
• Work alongside some of the most talented and dedicated teammates
• Definitive Cares, our community service group, gives all of us a chance to give back
• Competitive benefits package including great healthcare benefits and a 401(k) match

What our Employees are saying about us on Glassdoor:

"Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed."

-Business Development Manager

"Great team. Amazing growth. Employees are treated very well."

-Research Analyst

"I have waited 36 years to work at a dream job for a dream company and I am so happy to have finally got there."

-Profile Analyst

If you don't fit all of these qualifications, but believe you're still a great fit, feel free to apply and tell us why in your cover letter.

If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.

Definitive Hiring Philosophy

Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you're interested in working in a fast growing, exciting working environment – we encourage you to apply!

Privacy
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Please note: All communications regarding the hiring process at Definitive Healthcare will come directly from one of our corporate recruiters or coordinators using an @definitivehc.com email address. We do not advertise open roles on Facebook and will never request money transfers or ask candidates to purchase equipment with a promise of reimbursement. If you receive any suspicious communication, please contact View email address on ziprecruiter.com to verify your status in the application process.