Director, Sales Operations

Location: Leesburg, VA

About the role

At VB Spine, you’ll be part of a mission-focused team that supports surgeons during life-changing spinal procedures. We’re looking for driven individuals ready to learn quickly, adapt under pressure, and grow in a dynamic, fast-paced environment. The Director of Spine Sales Operations provides strategic leadership for the division’s sales and financial operations, driving initiatives to grow market presence and increase U.S. market share. This role serves as a key business partner to Sales leadership, ensuring that sales strategy is supported by disciplined financial planning, analytics, and operational execution.

The Director leads the design, implementation, and governance of incentive compensation programs, aligning performance metrics with division objectives and ensuring accuracy, transparency, and consistency across the sales organization. In close partnership with Finance and HR, this role oversees budgeting, forecasting, reporting, sales analytics, performance tracking, contests, and market development fund investments to drive accountability and return on investment. The Director ensures the integrity and governance of customer, product, pricing, and contract master data. The role also leads commercial contract drafting, negotiation, and implementation, ensuring terms align with strategic objectives, protect margin, and are operationally executable. The position requires a balance of strategic vision and hands-on execution, delivering scalable processes, strong financial discipline, and operational excellence to support the division’s long-term growth objectives.

Responsibilities

• Partner with executive and sales leadership to shape commercial strategy, go-to-market execution, and sales process optimization.
• Provide strategic direction on incentive compensation design, quota methodology, territory design, and variable expense management to ensure alignment with growth and profitability objectives.
• Lead commercial contract drafting, negotiation, and implementation, ensuring financial discipline, operational feasibility, and margin protection.
• Support revenue forecasting, budget tracking, and market development investments to drive division growth.
• Own governance and integrity of commercial master data, including customer, product, pricing, and contract records.
• Drive cross-functional initiatives, including annual planning, system enhancements, and strategic growth projects.
• Partner with Sales, Finance, and HR leadership on commercial strategy, business development, and sales process guidance.

Requirements

• Bachelor’s degree
• Master’s degree preferred, CMA preferred
• Med Device Experience REQUIRED. Spine experience DESIRED.
• 10+ years of business experience in increasingly complex financial / Sales Operations roles
• > 5 years of managerial experience, leading staff of increasing size and breadth.
• Financial modeling experience
• Industry experience with a company that makes and sells (med device) products.
• Track record of supporting revenue growth through compensation planning, quota setting, and performance management
• Experience managing both professional and clerical staff.
• Working knowledge of systems such as: Varicent, Power BI, Salesforce, etc.
• Ability to translate complex data into clear insights and actionable recommendations for sales leadership
• Ability to thrive in fast-paced and scaling environments
• Ability to optimize sales processes to improve efficiency and productivity

Skills

• Strong analytical and problem-solving skills
• Positive attitude, self-motivated, desire to learn
• Strong attention to detail
• Highly organized
• Effective time management skills
• Strong verbal and written communication skills
• Ability to build effective relationships and influence others to drive change

Benefits

• Comprehensive health, dental, and vision insurance
• 401(k) with company match
• Paid time off (PTO) and holidays
• Ongoing training and professional development opportunities
• Opportunity to grow within a fast-paced, dynamic company

Pay

The typical pay range for this position is $190,000 – $210,000 annually, with potential for bonuses and incentives plus benefits. Pay is competitive and based on experience, with additional factors like territory requirements, qualifications, and performance taken into account.