Director, Sales Operations
Primary Care Commercial Strategy & Business Planning
Partner with Shield Sales Leadership to develop annual and multi-year commercial operating plans. Build structured regional and territory-level business planning frameworks. Establish disciplined operating rhythms including QBRs, territory reviews, and performance dashboards.
Territory Design
Design and optimize territories to maximize productivity and geographic efficiency. Continuously reassess territory alignment as Shield adoption scales.
Incentive Compensation
Lead the incentive compensation team to shape incentive compensation design, quota setting, and territory planning in alignment with broader business goals. Ensure incentive structures reinforce call plan priorities and strategic account focus. Partner with Finance to ensure accurate commission processing and governance.
Call Plan Strategy, Adherence & Routing Optimization
Develop data-driven call plans aligned with practice opportunity and usage. Define clear KPIs for activity frequency, quality, and adherence. Implement routing optimization strategies to improve field productivity and reduce drive-time inefficiencies. Monitor activity-to-adoption conversion metrics. Establish governance processes ensuring CRM discipline and accurate activity capture. Partner with Sales Leadership to reinforce execution accountability.
Sales Process & Analytics
Build dashboards and performance metrics to track funnel conversion, PCP penetration, account expansion, and rep productivity. Support launch planning through market opportunity analysis, KPI development, and early performance tracking for new product or territory expansions.
IDN & Health System Strategy and Analytics
Build dashboards measuring IDN penetration, cross-clinic adoption, and screening uptake trends. Support coordinated rollout strategies across large health systems. Partner with Enterprise Sales and Market Access to align EMR integration, contracting, and population health initiatives.
Systems, Tools & Data Quality
Oversee Salesforce and related commercial systems for the Screening business. Drive enhancements that support lead routing, account segmentation, targeting, and data cleanliness. Evaluate new tools that improve screening rep efficiency, field insights, and customer engagement.
Enablement & Field Readiness
Partner closely with Sales Enablement to support onboarding, training, territory ramp, and methodology adoption for Screening reps. Ensure reps have up-to-date messaging, collateral, and operational playbooks aligned with the screening product strategy.
Cross-Functional Coordination
Work with Marketing on lead management, demand-generation analytics, and campaign influence. Partner with Medical Affairs, Market Access, and Product teams to ensure field visibility into coverage changes, evidence updates, and product roadmap shifts. Collaborate with Finance on forecasting alignment and compensation design.
Team Leadership
Build, lead, and develop a high-performing Sales Operations team supporting Screening analytics, systems, and processes. Drive a culture of accountability, continuous improvement, and operational excellence.
Qualifications
- 12+ years in Sales Operations, Revenue Operations, or Commercial Operations, ideally in diagnostics, med-tech, or healthcare.
- 5+ years People Management experience.
- Experience supporting field teams in complex, multi-stakeholder healthcare environments (PCPs, health systems, IDNs, payers).
- Deep expertise in Salesforce and BI tools; strong analytical and modeling skills.
- Demonstrated ability to scale processes in high-growth or innovation-driven commercial organizations.
- Excellent communication skills and comfort engaging cross-functionally at all levels.
- AI & Digital Fluency: Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly leverage AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements to improve the efficiency, effectiveness, and quality of work.