Commercial Sales Operations, Principal - Stellarus

Commercial Sales Operations, Principal

The Commercial Sales Operations, Principal – Stellarus is the functional owner of sales systems, data integrity, forecasting, and operational rigor across the revenue organization. Reporting to the Senior Director, Commercial Operations, this role ensures that Stellarus' sales organization operates with clarity, consistency, and trusted data as the company scales.

This role partners closely with Sales Development, Sales Leadership, Marketing, Finance, and Product to design and maintain the infrastructure, processes, and analytical frameworks that enable predictable growth. The Commercial Sales Operations, Principal - Stellarus balances strategic leadership with hands on execution, owning both the operational foundations and the insights that support effective, data driven decision making.

Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow—personally, professionally, and financially. We are looking for leaders who are energized by building high-performing teams, driving outcomes with integrity, and fostering continuous learning.

Responsibilities

In this role, you will:

Sales Operations Strategy & Governance

• Own sales operations strategy and governance across the revenue organization, ensuring consistency, clarity, and scalability as the business grows
• Establish and maintain standardized sales definitions, rules of engagement, SLAs, and operating cadences across Sales, Sales Development, and Marketing
• Serve as the primary point of accountability for sales operational rigor, partnering with sales leadership to align execution to revenue goals

CRM, Workflow, & Data Integrity Ownership

• Own CRM architecture, data integrity, and governance, ensuring Salesforce and related systems accurately reflect sales activity, pipeline progression, and forecast readiness
• Lead auditing and remediation of routing logic, lifecycle stages, field mapping, and data quality issues in partnership with data and systems stakeholders
• Design and maintain scalable workflows for lead management, opportunity progression, and partner-sourced pipeline

BDR / SDR Operations Enablement (in Partnership with Sales Development)

• Partner closely with Sales Development leadership to operationalize BDR/SDR motions, including routing, SLAs, campaign progression, and reporting
• Support onboarding and enablement for BDRs, SDRs, and AEs on CRM usage, reporting expectations, and operating standards
• Ensure sales development activity is measurable, transparent, and aligned to pipeline and revenue goals

Forecasting, Planning, & Performance Management

• Own sales forecasting methodologies, pipeline modeling, and performance tracking in partnership with Sales Leadership and Finance
• Support annual and quarterly planning processes, including quota support, territory models, and capacity planning
• Improve forecast accuracy and pipeline predictability through disciplined analytics and operational controls

Analytics, Reporting, & Executive Insights

• Design and maintain dashboards and reporting that provide clear visibility into pipeline health, conversion rates, speed to lead, and sales productivity
• Translate data into actionable insights for sales leaders, identifying risks, growth opportunities, and process improvements
• Support executive and board-level reporting with trusted, repeatable sales performance metrics

Sales Process Optimization & Deal Support

• Continuously assess and optimize the end-to-end lead to revenue process to improve efficiency, conversion, and speed
• Partner with Legal, Finance, and Deal Desk stakeholders to streamline deal workflows and improve close readiness
• Support quarter end execution through disciplined pipeline inspection, escalation management, and reporting

Cross Functional Partnership

• Function as a strategic partner to Sales, Sales Development, Marketing, Finance, Product, and Legal
• Align operational execution across functions to support go-to market initiatives and enterprise healthcare sales requirements
• Foster a culture of accountability, data driven decision making, and continuous improvement across the revenue organization

Qualifications

In this role, you will need:

Your Knowledge and Experience

• Requires a bachelor's degree in business, analytics, technology, or equivalent experience
• Requires 10 years of experience in sales operations, revenue operations, or commercial operations roles within SaaS, enterprise technology, or healthcare ‑ focused organizations
• Requires proven experience owning and optimizing CRM systems (Salesforce and/or HubSpot), including data governance, routing logic, lifecycle stages, and reporting
• Requires strong expertise in pipeline analytics, forecasting, pipeline velocity, and sales performance KPIs, with experience improving forecast accuracy and predictability
• Requires experience partnering cross ‑ functionally with Sales, Sales Development, Marketing, Finance, Legal, and Deal Desk teams to streamline deal cycles and improve operational efficiency
• Requires ability to operate as a trusted advisor to senior sales leadership, balancing strategic insight with hands ‑ on operational execution
• Experience supporting enterprise and/or healthcare technology sales organizations, including complex buying environments and regulated markets, strongly preferred

About Us

About Stellarus and the Ascendiun Family of Companies

Stellarus, launched in January 2025, is designed to scale innovative healthcare solutions that support customers in creating a health care experience deserving of their family, friends, and neighbors. Stellarus is part of a family of organizations that is overseen by a nonprofit corporate entity named Ascendiun. The Ascendiun Family of Companies also includes Blue Shield of California and its subsidiary, Blue Shield of California Promise Health Plan and Altais, a clinical services company.

Stellarus' vision is to empower its customers to create a healthcare experience that is worthy of their family, friends, and neighbors. Stellarus' objective is to offer innovative, modern, scalable solutions that challenge the health care status quo. This very closely aligns with Blue Shield of California's vision by using innovation to improve quality, affordability, and experience for members.

To achieve our mission, we foster an environment where all employees can thrive and contribute fully to address the needs of the various communities we serve. We are committed to creating and maintaining a supportive workplace that upholds our values and advances our goals.

Our Values:

At Stellarus, our core values of agility, trust, drive, courage and service shape our approach to developing innovative product offerings.

Our Workplace Model:

We believe in fostering a workplace environment that balances purposeful in-person collaboration with flexibility - providing clear expectations while respecting the diverse needs of our workforce. Our workplace model is designed around intentional in-person interaction, collaboration, connection, creativity and flexibility:

• For most teams, this means coming into the office two days per week.
• Employees living more than 50 miles from an office location, out of state employees, and employees in certain member-facing roles should work with their manager to determine in-office time based on business need.
• For employees with medical conditions that may impact their ability to work in-office, we are committed to engaging in an interactive process and providing reasonable accommodations to ensure their work environment is conducive to their success and well-being.

The Company reserves the right to require more presence in the office based on business needs, and requirements are subject to change with periodic reviews.

Physical Requirements:

Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.

Please click here for further physical requirement detail.

Equal Employment Opportunity:

External hires must pass a background check/drug screen. Qualified applicants with arrest records and/or conviction records will be considered for employment in a manner consistent with Federal, State and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or disability status and any other classification protected by Federal, State and local laws.