SmarterDx (Private) - Director, Sales Operations

• 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.