SmarterDx - Director, Sales Operations
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Requirements
• 10+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, GTM Strategy, Business Operations, Finance, or a similarly analytical operating role. • Experience directly supporting enterprise B2B sales teams, preferably in SaaS, healthcare technology, data, AI, or revenue cycle management. • Strong command of Salesforce, including opportunity management, pipeline reporting, dashboards, forecasting, sales stages, and CRM governance. • Advanced analytical skills with deep proficiency in Excel or Google Sheets; experience building models for forecasting, capacity planning, pipeline conversion, quota planning, and sales productivity. • Demonstrated ability to build executive-ready reporting and translate complex data into clear business insights. • Strong understanding of enterprise sales processes, including pipeline generation, qualification, forecasting, deal inspection, renewals, expansions, and sales-to-CS handoffs. • Exceptional attention to detail and a high bar for data quality, process discipline, and operational rigor. • Strong communication and stakeholder management skills, with the ability to influence cross-functional partners and executive stakeholders. • Experience in healthcare technology, provider-facing SaaS, revenue cycle management, clinical AI, health data, or enterprise healthcare sales. • Experience supporting annual planning, quota design, territory planning, sales compensation inputs, and board-level commercial reporting. • Experience with GTM tools such as HubSpot, Clari, Gong, Outreach, Salesloft, CPQ platforms, CLM systems, BI tools, or data warehouses. • Familiarity with enterprise health system buying cycles, complex contracting processes, and multi-stakeholder sales motions.
Responsibilities
• Sales Operating Rhythm & Forecasting • Own and improve the sales operating cadence, including forecast calls, pipeline reviews, opportunity inspection, and executive revenue reporting. • Partner with Sales Leadership to drive forecast accuracy, pipeline discipline, deal progression, and accountability across the sales organization. • Develop forecasting models that incorporate stage progression, historical conversion rates, deal inputs, sales cycle timing, and rep-level performance. • Translate commercial performance data into clear narratives for leadership meetings, board materials, and strategic planning discussions. • Pipeline Management & Sales Process • Define, document, and enforce sales process standards, including opportunity stage definitions, exit criteria, required fields, close date hygiene, and pipeline governance. • Monitor pipeline health by segment, product, seller, source, and stage to identify gaps in coverage, quality, and execution. • Drive cross-functional alignment around lead handoffs, opportunity creation, sales-to-CS transitions, renewals, expansions, and customer lifecycle visibility. • GTM Analytics & Commercial Insights • Build and maintain core sales performance reporting, including bookings, pipeline generation, conversion, win rate, sales cycle, average deal size, rep productivity, quota attainment, and pipeline coverage. • Partner with Finance and Commercial Strategy on annual planning, quota setting, capacity modeling, bookings targets, and revenue forecasting. • Create scalable dashboards and reporting packages for sales leaders, individual contributors, and executive stakeholders. • CRM Governance & Systems Enablement • Serve as a business owner for Salesforce sales processes, partnering with GTM Systems to ensure CRM configuration supports the commercial motion. • Define business requirements for Salesforce enhancements, dashboards, automations, data quality controls, approval workflows, and sales productivity tools. • Drive CRM adoption and data hygiene through clear expectations, enablement, reporting, and accountability. • Planning & Cross-Functional Execution • Support territory design, account segmentation, quota modeling, sales capacity planning, and coverage strategy. • Partner with Deal Desk, Finance, Legal, Marketing, Customer Success, and Product to improve end-to-end commercial execution. • Bring structure to ambiguous business problems, drive stakeholder alignment, and translate strategy into scalable operating processes.
Benefits
• $195K to $215K base + benefits • Medical, Dental & Vision – Comprehensive plans with leading insurance providers, covering 75% of your premiums, depending on the plan. • Medical, Dental & Vision • Paid Parental Leave – Generous paid leave to support families through birth or adoption: Up to 12 weeks for parents. • Paid Parental Leave • Remote-First Team – Work from anywhere in the U.S. • Remote-First Team • Unlimited PTO & 10 Holidays – So you can relax and recharge. • Unlimited PTO & 10 Holidays • 401(k) with Traditional & Roth Options – Tax-advantaged retirement savings through Fidelity with a 4% match. • 401(k) with Traditional & Roth Options • Minimal Bureaucracy – A fast-moving, high-impact environment where you can focus on what matters. • Minimal Bureaucracy • Incredible Teammates! – Work alongside smart, supportive, and mission-driven colleagues. • Incredible Teammates!
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