Sr. Director, Commercial Operations

The Senior Director, Sales Operating System is responsible for designing and running the integrated commercial operating system that enables Health Systems Sales to execute with greater productivity, discipline, and predictability. This role connects commercial intelligence, seller and manager capability, and scalable selling motions to improve pipeline creation, opportunity execution, forecast accuracy, and overall commercial performance.

Reporting to the Vice President, Global Health Systems Sales, this leader translates commercial strategy into an operating model with clear accountability, defined cadences, actionable insights, and coordinated execution across the organization. The role serves as the senior operational partner to Sales leadership and works cross-functionally with Finance, Contracts, Marketing, Product, Customer Success, Services, and IT to ensure the commercial organization has the structure, tools, and rhythms required to win.

This is not a traditional sales operations role limited to reporting and administration. It is a strategic leadership role responsible for integrating commercial planning and performance management, sales enablement, and centralized SDR/Inside Sales motions into a coherent Sales Operating System that supports both near-term execution and long-term transformation.

Immediate priorities include finalizing the role scope, standing up the three core direct-report functions, strengthening the commercial operating cadence, and building a more scalable model for planning, pipeline generation, enablement, and execution.

Responsibilities:

• Own the Sales Operating System
• Define and lead the Sales Operating System for the Health Systems commercial organization, including operating cadence, decision governance, performance visibility, and cross-functional execution.
• Translate leadership priorities into clear operating plans, execution discipline, and measurable outcomes.
• Establish the leadership rhythm for weekly, monthly, quarterly, and annual business reviews, including forecast reviews, pipeline inspections, planning checkpoints, and performance discussions.
• Create visibility, discipline, and predictability across the commercial organization through clear KPI definitions, reporting standards, and management routines.
• Lead executive communications, including structured updates, decision support materials, and presentations for senior leadership reviews.
• Lead Sales Operations and Intelligence
• Lead Sales Operations through the Director, Sales Operations.
• Own commercial planning and performance management, including annual planning, targets, performance visibility, operating reviews, and process improvement.
• Oversee forecasting and pipeline analytics, including forecast methodology, pipeline health, inspection cadence, conversion analysis, and velocity insights.
• Lead territory and segmentation strategy, installed-base intelligence, coverage design, and capacity planning to improve commercial focus and resource allocation.
• Oversee quota methodology and incentive support in close partnership with Finance, ensuring plans are actionable, aligned, and scalable.
• Serve as the key business partner to the centralized CRM platform and data team, ensuring CRM requirements, dashboards, reports, resources, and tools are aligned to the sales strategy while the platform/data team leads technical delivery and execution.
• Lead Sales Enablement and Adoption
• Lead Sales Enablement through the Director, Sales Enablement.
• Refocus Sales Enablement on seller and manager capability, methodology, training, tools, and adoption.
• Establish and reinforce a consistent enterprise-selling model, including sales process expectations, opportunity strategy, account planning, discovery discipline, and common language across the organization.
• Oversee onboarding, certification, manager coaching, skill development, role-based playbooks, and launch readiness.
• Drive change enablement and adoption for new commercial processes, tools, methodologies, and role expectations, with clear measures of proficiency, utilization, and business impact.
• Ensure enablement efforts are tied to commercial outcomes such as pipeline quality, sales productivity, opportunity progression, and win rates.
• Lead Inside Sales and SDR Motions
• Lead the Inside Sales and SDR function through the Director, Inside Sales and SDR.
• Build scalable sales motions for pipeline generation, lead follow-up, prospecting, and lower-complexity transactional opportunities.
• Clarify role design, performance expectations, and operating cadence for SDR, Inside Sales, and related early-career sales development motions.
• Align centralized sales capacity to market opportunity and workload so field sellers can focus more time on strategic customer engagement, enterprise selling, and complex deal progression.
• Use performance data and workflow insights to improve response time, conversion, booking consistency, and pipeline contribution from centralized sales motions.
• Drive Strategic Execution and Transformation
• Turn commercial strategy into coordinated execution across functions, with clear owners, milestones, dependencies, and follow-through.
• Partner closely with Finance and Contracts on pricing, approvals, contracting, and booking processes to improve deal velocity, governance, and execution quality.
• Partner with Marketing, Product, Customer Success, Services, and IT to align commercial processes, launch readiness, field tools, and customer-facing execution.
• Support organizational evolution by helping define role boundaries, improve clarity of functional ownership, and reallocate work to the roles best equipped to create value.
• Identify process, structure, and capability gaps and lead improvement initiatives that strengthen scalability without unnecessary complexity or headcount growth.
• Build the Team and Operating Culture
• Lead and develop a high-performing organization across Sales Operations, Sales Enablement, and Inside Sales/SDR.
• Build leadership bench strength, scalable operating disciplines, and clear accountability within and across teams.
• Coach and develop direct reports while improving cross-functional collaboration and reducing key-person dependency.
• Foster a culture of disciplined execution, continuous improvement, practical problem solving, and customer-focused commercial performance.

Required Knowledge and Skills

• 12 or more years of experience in Sales Operations, Revenue Operations, Sales Operations, Sales Enablement, Commercial Strategy, or related commercial leadership roles in a complex B2B environment.
• 5 or more years of people leadership experience, including leading leaders and building multi-functional teams.
• Track record of designing or running a commercial operating model that connects planning, forecasting, performance management, enablement, and execution.
• Strong experience with annual planning, forecasting, pipeline inspection, territory design, capacity planning, and KPI management.
• Demonstrated ability to turn executive priorities into operating cadence, decision governance, and coordinated cross-functional execution.
• Experience leading or materially influencing sales enablement, change adoption, or manager capability programs tied to commercial outcomes.
• Strong command of CRM and analytics tools, especially Salesforce, with the ability to define business requirements, prioritize sales needs, and partner effectively with a centralized CRM platform and data team that leads build and execution work.
• Strong executive communication and decision-support skills, including the ability to synthesize complexity into structured recommendations and leadership materials.
• Ability to lead through transformation, clarify ownership, and improve execution across a matrixed commercial organization.

Basic Qualifications

• Strong analytical, communication, and change management skills.
• Experience in SaaS, Salesforce, healthcare technology, or enterprise solutions preferred.

Preferred Knowledge and Skills

• Experience selling to or operating within U.S. health systems/IDNs and key account models.
• Experience in healthcare, med-tech, or complex enterprise commercial environments.
• Experience supporting Health Systems or similarly complex, multi-stakeholder customer segments.
• Experience integrating Sales Operations, enablement, and sales development or inside sales capabilities under a unified leadership model.
• Experience leading commercial transformation, organizational redesign, or operating model modernization.
• Experience implementing modern planning, analytics, or sales productivity platforms.
• Experience working in close partnership with Finance and Contracts on quota, incentive, forecasting, governance, and deal execution processes.
• Demonstrated success enabling KAM/pod structures and inside/field coverage models.

Work Conditions

• Hybrid work environment with occasional travel to customer sites and corporate offices.
• Collaborative cross-functional engagement across Sales, Product, and Delivery teams.

Compensation

Total cash compensation will include base + variable and will range between $316,000 and $370,000 in addition to an annual LTI grant.

Drug Screen: Not Required

Base Compensation: $168,000.00 to $250,000.00

(Actual compensation is subject to variation due to such factors as location, education, experience, and skillset. We offer a comprehensive benefits package, including medical, dental and vision plans covering eligible US employees and dependents, voluntary wellness and employee assistance programs, life insurance, disability, retirement plans with matching, and paid time off.)

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