Sales Ops Lead

WellTheory is a digital health company helping people with autoimmune conditions take control of their health through personalized care, nutrition guidance, and ongoing coaching. We're a team of 60+ passionate people who care deeply about helping our members reduce symptoms, feel better, and live fuller lives — while helping employers and payors reduce their spend.

About the role

WellTheory is entering its fastest phase of commercial growth, and we're looking for a Sales Operations Lead to serve as the operational backbone of the team driving it. This is a hands-on, individual contributor role that sits at the intersection of sales operations, revenue operations, systems ownership, marketing operations, and commercial execution. You'll own our Salesforce infrastructure, manage our commercial tech stack, coordinate conference and event execution, and build the enablement resources our reps need to perform. This is a rare chance to build the operational foundation of a commercial team from the ground up. The right person is equally comfortable in a spreadsheet, a Salesforce workflow, and a cross-functional planning meeting, and gets real satisfaction from turning chaos into infrastructure. This role will report initially to our CEO, then to our Head of Commercial.

Responsibilities

• Own and optimize Salesforce infrastructure and overall sales systems strategy in partnership with an external admin and internal stakeholders
• Manage the commercial tech stack, including tool selection, workflow optimization, system adoption, and rep efficiency
• Partner with Finance, People Team, and C-Suite to design and manage sales quotas and compensation plans
• Coordinate conference and event execution, including logistics, pre-event campaigns, post-event follow-up, and lead capture workflows
• Improve sales team workflow and execution across process, contracting, legal coordination, and internal operations
• Maintain and continuously improve the sales team's knowledge base, process documentation, and internal resources
• Build and support sales enablement programs, including playbooks, messaging, onboarding materials, and training resources
• Develop and improve outbound cadences, account development workflows, and rep outreach processes
• Support data analytics and business case development for prospective employers, health plans, and other key accounts
• Track and improve core operating metrics, including rep efficiency, conference lead follow-up speed, and process adherence

Qualifications

You might be a great fit if you...

• Have deep commercial operations experience — with 7-12+ years in sales operations, revenue operations, or commercial operations, ideally supporting SaaS or digital health go-to-market teams. You understand the full commercial motion — from outbound through contracting — and where operations makes or breaks it.
• Are a Salesforce owner, not just user. You're deeply comfortable in Salesforce — not just running reports, but owning workflows, defining requirements, and driving system improvement. You know how to partner with admins and stakeholders to make the system work for the people in it.
• Are a builder, not advisor. You thrive in a hands-on role where you're building things—workflows, playbooks, dashboards, event plans—not just recommending them. You measure your impact by what's running, not what's proposed.
• Are a strategic partner, not order taker. You don't wait to be handed a problem — you find it, frame it, and come to the table with a point of view. Whether it's a pattern in the pipeline data, a process that's quietly slowing reps down, or a conversation leadership needs to have, you surface it with enough context to act on.
• Are analytical and data-driven. You have a track record of translating insights into action — whether that's a business case for a prospective health plan, a rep efficiency analysis, or a signal in the pipeline data that changes how the team operates.
• Are organized and diligent. You create order out of complexity and have strong follow-through. You're the kind of person who can run conference logistics, keep the lead follow-up workflow moving, and update the process documentation — without letting anything slip.
• Are a cross-functional operator. You work with equal ease across commercial leaders, legal, finance, and frontline sellers, translating between them, keeping projects moving, and building trust at every level.

This role might not be a good fit for you if:

• You'd rather advise than execute. This is a builder's role. You'll be in the weeds — configuring workflows, coordinating event logistics, chasing down contract processes — not producing strategy decks for someone else to implement.
• You expect to inherit a mature operations function. You'll be creating much of our commercial operating infrastructure, not maintaining someone else's. If you need established systems and defined processes to do your best work, this will be uncomfortable.
• You're uncomfortable with ambiguity or taking initiative without a roadmap. We're building quickly, learning constantly, and evolving just as fast, which means there won't always be clear direction or precedent to follow. You'll need to be proactive, resourceful, and willing to make judgment calls rather than waiting for permission.
• You're not excited about working for a company that values documentation and process. As a fully remote team, written communication is how we stay aligned through memos, pre-reads, and detailed meeting notes. In this role especially, you'll be the standard-setter — the person whose documentation others rely on to plug in without a meeting.

Skills

Bonus points for:

• Digital health, healthcare, or employer/health plan market experience
• Familiarity with outbound tools (Outreach, Salesloft, ZoomInfo, Apollo, etc.)
• Experience running conference or event logistics

Pay

A base salary range of $127,000 - $140,000: placement within it depends on directly relevant skills and experiences you bring to the role. Additionally, this role includes competitive equity and benefits.

Benefits

• A mission-driven team working at the intersection of autoimmune health and scalable care delivery
• The chance to build and own the operational foundation of a growing commercial team
• Remote work