Director, Head of Sales Operations

Phreesia

1d•$240,000 - $260,000•Remote

About The Position

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. Our media programs are sold — and re-sold — every year, which means our commercial engine has to run with precision: accurate forecasts, clean pipeline data, well-designed territories and quotas, and sellers who spend their time selling. As Director, Head of Sales Operations, you will own that engine — and modernize it. 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. You will scale the commercial operation with AI at its backbone, embedding AI-driven forecasting, insights, and automation across the sales workflow so the team can 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 as we grow across PatientConnect, ProviderConnect, MediFind, and our expanding solution portfolio.

Requirements

Bachelor’s degree required
10+ years of experience in sales operations, revenue operations, or commercial strategy
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
Demonstrated ownership of forecasting, territory and quota planning, and sales compensation design within a quota-carrying sales organization
Strong analytical toolkit, including hands-on use of AI tools for analysis, forecasting, and workflow automation
Highly proficient with Excel or Google Sheets
Ability to turn complex data into a clear, compelling narrative for executives
Demonstrated track record of scaling a commercial function with AI and automation
Excellent cross-functional collaboration and communication skills
Comfortable operating at both strategic and hands-on levels in a fast-growing business

Nice To Haves

Experience owning a broader revenue technology stack
Experience in media, advertising, point-of-care marketing, life sciences, or healthcare technology
Familiarity with annually renewing or re-sold revenue models
Experience with AI tools such as Salesforce Einstein/Agentforce, generative AI assistants, or similar
Experience with SQL and Power BI or similar BI tools

Responsibilities

Lead sales planning and go-to-market design, including annual and quarterly sales planning across territory, capacity, quota, and compensation planning. 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. Support go-to-market planning for new offerings.
Own forecasting and pipeline management, delivering accurate revenue forecasts. Establish pipeline hygiene standards, stage definitions, and inspection rhythms. Run weekly pipeline and forecast reviews with Sales leadership. 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. Deliver insights that shape strategy and present them to senior leadership. Define and govern a single source of truth for commercial data across systems.
Scale systems, tools, and AI capabilities, owning the sales technology stack (Salesforce as backbone, plus 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. Drive CRM adoption and data quality, design workflows that reduce manual effort, and evaluate emerging AI tooling.
Improve deal support and commercial processes by running deal desk functions, including pricing governance, approval workflows, proposal support, and order processing. Continuously identify and remove friction across the quote-to-cash process and own rules of engagement.
Scale sales best practices by identifying what's working across outreach cadences, deal motions, and renewal plays and scaling those practices across the team. Partner closely with Sales Enablement and Training to ensure process changes, tooling, and best practices are embedded.
Lead and develop the Sales Operations team, spanning analytics, systems administration, and deal support. Serve as a trusted operating partner to the SVP, Finance & Commercial Operations, Client Experience, and Sales leadership.