Director, Sales Strategy & Operations

Our mission: eliminating every barrier to mental health.

Spring Health is a global mental health company on a mission to eliminate every barrier to mental health. We're building a world where getting support is simple, personal, and built around the person, so care can continue through every job, move, health plan, and life stage.
Our AI-native platform helps us deliver personalized support across self-guided tools, coaching, therapy, medication management, and specialty care. With outcomes independently validated by JAMA Network Open and the Validation Institute, Spring Health reaches more than 170 million people worldwide through leading employers, health plans, and partners.
As an AI-native company, we believe technology should expand the reach, quality, and humanity of care. Every Spring Health team member is expected to use AI tools thoughtfully, apply human judgment to AI outputs, and keep building AI fluency in ways that support their role and our mission.

Reporting to the Senior Director of Revenue Strategy & Operations, the Director of Sales Strategy & Operations is the strategic and operational engine of our pre-sales go-to-market motion. This individual will own annual and Long Range Planning (LRP) for our Sales team and oversee a team of analysts who are deeply embedded with our segment leaders and serve as “full-stack” strategic and operations partners to support with business reviews, and AI-powered workflows to increase productivity.

What makes this role distinct is its mandate as the AI orchestration layer of our AI-native Revenue Operations organization - this leader will architect how people, processes, data, and AI agents work together to drive productivity at scale and in support of our Sales goals. This is a full time, remote position on our team. Quarterly travel is required for team/company events or meetings.

What you’ll do:

• Lead annual and long-range planning LRP end-to-end for the Sales organization — from capacity modeling and quota design to territory architecture and headcount alignment — translating company growth targets into executable GTM plans.

• Drive rigorous forecast cadence and scenario planning, partnering with Finance, Revenue Leadership and cross-functional teams to deliver predictable revenue outcomes and clear business visibility to the executive team.

• Architect and own a portfolio of strategic projects and cross-functional initiatives, acting as a trusted operator and thought partner to the SVP of Sales and and business segments that are in support of our sales go-to-market motion (e.g., BDR)

• Own and execute the operating cadence and rhythm for the Sales organization across forecasting, pipeline, strategic deal reviews, and more.

• Lead and develop a team of analysts embedded within the Sales segment — evolving their role from operational executors to AI-enabled strategic builders who develop dashboards / AI agents in the field, while also being strong strategic and operational partners to leaders supporting with business reviews, pipeline hygiene, performance insights.

• Serve as the AI orchestration layer for and in support of the Sales team — defining how AI is adopted within the business segment and how the team deploys AI agents, automation, and analytics tools (including Claude) across people, process, and data to compound team productivity and decision-making velocity.

• Champion a culture of continuous experimentation and tooling adoption, identifying where AI can eliminate repetitive work, surface insights faster, and enable the team to operate at a level beyond headcount - this means daily experimentation

What success looks like in this role:

• Planning quality and timeliness: Annual plan and LRP inputs delivered on schedule, with quota attainment rates and ramp-to-productivity metrics tracking at or above industry benchmarks across all segments

• Sales forecast accuracy: Segment and company-level forecasts fall within 5% of actuals on a rolling 90-day basis, reflecting strong operational rigor across the team

• AI productivity impact: Measurable and documented productivity gains from AI and analytics deployments across the team — including time savings, faster insight delivery, and reduced manual reporting burden — tracked and reported quarterly.

• Sales Operations effectiveness: Business review scores, segment NPS for team, and the volume of self-serve analytics / AI tools deployed

• Team development: analysts demonstrate measurable growth in analytics and AI capabilities, with clear evidence of skill progression and retention.

What youʼll bring:

• 10+ years of experience in Revenue Operations, Sales Strategy, Business Operations, Consulting, or a related function at a high-growth B2B SaaS or technology company.

• 5+ years of people management experience, with a track record of developing high-performing teams and evolving team capabilities in response to changing business needs.

• Deep expertise in GTM planning, including annual planning, quota design, territory modeling, headcount planning, and long-range strategic planning.

• Strong analytics fluency, including proficiency with Omni (or equivalent BI tools such as Looker, Tableau, or Sigma) for building dashboards, data models, and self-serve reporting infrastructure.

• Advanced SQL skills or experience working alongside analytics engineering teams to define and validate data models.

• 2 years of demonstrable experience designing and deploying automation, AI, and/or ML systems in a GTM context (prospecting, forecasting, coaching, data enrichment to workflow automation, analysis acceleration)

• Proven ability to lead cross-functional strategic initiatives with executive-level stakeholders and to distill complex data into clear, actionable recommendations.

• Experience as an operational partner to segment or business unit leaders, translating business performance data into strategic recommendations and enabling field execution.

Nice to have:

• Experience in healthcare technology, mental health, or mission-driven SaaS environments.

• Hands-on experience with AI agent design, prompt engineering, or deploying AI workflows using tools like Claude API, Anthropic Console, or similar platforms.

• Familiarity with Salesforce SFDC CRM administration, data hygiene practices, and pipeline management workflows.

• A software engineering mindset: rigorous about testing, observability, data hygiene, and iteration cycles.

• Background in management consulting, FP&A, or corporate strategy — particularly in organizations that have undergone significant GTM transformation.

Benefits provided by Spring Health:

Note: We have even more benefits than listed here and below, your recruiter will provide more in-depth information as you continue in the interview process. Benefits are subject to individual plan requirements and eligibility criteria.

• Health, Dental, Vision benefits start on your first day at Spring. You and your dependents also receive access to One Medical accounts HSA and FSA plans are also available, with Spring contributing up to $1K for HSAs, depending on your plan type.

• Employer sponsored 401(k) match of up to 2% for retirement planning

• A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents.

• We offer competitive paid time off policies including vacation, sick leave and company holidays.

• At 6 months tenure with Spring, we offer parental leave of 18 weeks for birthing parents and 16 weeks for non-birthing parents.

• Access to Noom , a weight management program—based in psychology, that’s tailored to your unique needs and goals.

• Access to fertility care support through Carrot , in addition to $4,000 reimbursement for related fertility expenses.

• Access to Wellhub , which connects employees to the best options for fitness, mindfulness, nutrition, and sleep in one subscription

• Access to BrightHorizons , which provides sponsored child care, back-up care, and elder care

• Up to $1,000 Professional Development Reimbursement a year.

• $200 per year donation matching to support your favorite causes.

Not sure if you meet every requirement? Research shows that women and people from historically underrepresented communities often hesitate to apply for roles unless they meet every qualification compared to other similarly-qualified candidates. At Spring Health, we are committed to fostering a workplace where everyone feels valued, empowered, and supported to Thrive. If this role excites you, we encourage you to apply.

Our privacy policy:

Spring Health is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex, marital status, ancestry, disability, genetic information, veteran status, gender identity or expression, sexual orientation, pregnancy, or other applicable legally protected characteristic. We also consider qualified applicants regardless of criminal histories, consistent with applicable legal requirements. Spring Health is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans. If you have a disability or special need that requires accommodation, please let us know.