Director, Head of Sales Operations

About the Role

Phreesia Network Solutions partners with pharmaceutical manufacturers, biotech companies, media agencies, and other life sciences organizations to activate patients and engage providers with personalized, privacy-safe communications at the moments that matter most in care. As Director, Head of Sales Operations, you will own and modernize the commercial engine—ensuring accurate forecasts, clean pipeline data, well-designed territories and quotas, and sellers who spend their time selling. You will be the connective tissue between Sales leadership, Finance, Marketing, Client Experience, and Client Solutions, turning strategy into operating cadence, data into decisions, and friction into process. This role will scale the commercial operation with AI at its backbone, embedding AI-driven forecasting, insights, and automation across the sales workflow to grow revenue faster than headcount.

Reporting to the SVP, Finance & Commercial Operations, you will lead an established Sales Operations team and own the systems, analytics, and planning disciplines that allow the PNS sales organization to scale efficiently across PatientConnect, ProviderConnect, MediFind, and our expanding solution portfolio.

Responsibilities

• Lead sales planning and go-to-market design, including annual and quarterly sales planning across territory, capacity, quota, and compensation. Design balanced territories and account segmentation, model headcount needs, set quotas tied to forecast targets, and partner with Finance and People teams on compensation plans that incentivize the right behaviors across new business, renewals, and upsell.
• Support go-to-market planning for new offerings, ensuring rules of engagement, coverage, and targets are in place at launch.
• Own forecasting and pipeline management, delivering accurate, defensible revenue forecasts across new business, renewals, and expansion for a business built on annually re-sold media programs. Establish pipeline hygiene standards, stage definitions, and inspection rhythms; run weekly pipeline and forecast reviews with Sales leadership; and partner with Finance on bookings-to-revenue reconciliation, campaign delivery pacing, and quarterly business reviews.
• Turn commercial data into actionable insights by building and maintaining the reporting suite for the business, including pipeline, win/loss, retention and renewal rates, upsell, rep productivity, and brand- and agency-level performance. Deliver insights that shape strategy and present them to senior leadership.
• Scale systems, tools, and AI capabilities by owning the sales technology stack—with Salesforce as the backbone—alongside forecasting, enablement, data enrichment, and workflow tools. Define and execute an AI roadmap for the commercial organization, deploying AI agents, predictive analytics, and intelligent automation to improve forecast accuracy, surface deal risk and next-best actions, automate non-selling work, and increase seller productivity.
• Drive CRM adoption and data quality, design workflows that reduce manual effort for sellers and account teams, and ensure a clean, governed data foundation for AI-driven insights. Evaluate emerging AI tooling with a practical eye—piloting quickly, measuring impact, and scaling what works.
• Improve deal support and commercial processes by running deal desk functions, including pricing governance, approval workflows, proposal support, and order processing in partnership with Legal, Finance, and Client Experience. Continuously identify and remove friction across the quote-to-cash process and own rules of engagement across Sales, Client Experience, and Market Development.
• Scale sales best practices by identifying what’s working across outreach cadences, deal motions, and renewal plays and scaling those practices across the team to shorten sales cycles and maximize selling time. Partner closely with Sales Enablement and Training to embed process changes, tooling, and best practices in onboarding and ongoing coaching.
• Lead and develop the Sales Operations team, mentoring an established team spanning analytics, systems administration, and deal support. Shape the function’s structure as the business grows and serve as a trusted operating partner to leadership, taking non-selling work off the plates of the sales team.

Requirements

• Bachelor’s degree required.
• 10+ years of experience in sales operations, revenue operations, or commercial strategy, including 3+ years leading the function or a significant portion of it.
• Prior people management experience.
• Deep, hands-on expertise with Salesforce, including administration, reporting, and process design, and ideally experience owning a broader revenue technology stack.
• Demonstrated ownership of forecasting, territory and quota planning, and sales compensation design within a quota-carrying sales organization.
• Experience in media, advertising, point-of-care marketing, life sciences, or healthcare technology; familiarity with annually renewing or re-sold revenue models is a plus.
• Strong analytical toolkit, including hands-on use of AI tools for analysis, forecasting, and workflow automation, such as Salesforce Einstein/Agentforce, generative AI assistants, or similar.
• Highly proficient with Excel or Google Sheets; experience with SQL and Power BI or similar BI tools is preferred.
• Ability to turn complex data into a clear, compelling narrative for executives.
• Demonstrated track record of scaling a commercial function with AI and automation—identifying use cases, driving adoption, and measuring productivity impact.
• Excellent cross-functional collaboration and communication skills, comfortable operating at both strategic and hands-on levels in a fast-growing business.

Location

This is a remote role based in EST or CST in Canada or the U.S. Occasional travel is required for client meetings, industry events, conferences, and team collaboration.

Pay

Base Salary: $240,000–260,000 USD or $200,000–230,000 CAD (depending on experience), inclusive of base salary and variable incentive.

Benefits

• 100% remote work + home office expense reimbursements.
• Competitive compensation.
• Flexible PTO + 8 company holidays.
• Monthly reimbursement for cell phone, internet, and wellness.
• 100% paid 12-week parental leave for U.S. employees; generous parental benefit for employees in Canada.
• Variety of insurance coverage for people (and pets!).
• Continuing education and professional certification reimbursement.
• Opportunity to join an Employee Resource Group.

About the Company

At Phreesia, we’re committed to helping healthcare organizations succeed by transforming the way healthcare is delivered. Our SaaS platform digitizes appointment check-in and offers tools to engage patients, improve efficiency, optimize staffing, and enhance clinical care. Phreesia is a five-time winner of Modern Healthcare Magazine’s Best Places to Work in Healthcare award and has been recognized on the Bloomberg Gender Equality Index. We foster a diverse and dynamic work environment with a culture of recognition, inclusivity, professional development, and growth opportunities.