Director, Sales Effectiveness
About The Position
The Director of Sales Effectiveness serves as the strategic bridge between Commercial Operations and the field, ensuring that sales strategy, territory design, quota setting, and incentive compensation decisions reflect field realities. In this highly visible role, the Director partners closely with Sales leadership, the Senior Director of Commercial Operations, and cross-functional stakeholders to lead strategic projects, own territory alignment, and support the quota-setting process. This role combines commercial and sales experience with strong analytical and program management skills and can translate field realities into clear, actionable recommendations that shape how the organization sells. This role also champions close partnership with Sales to ensure Commercial Operations priorities maximize efficiency across the selling organization.
Requirements
- Bachelor’s Degree required
- 10+ years of experience in sales strategy, sales operations, or a quota-carrying field sales role with 5+ years in management
- Direct field sales or sales management experience required
- Direct exposure to territory design, quota setting, or incentive compensation strongly preferred
- Demonstrated business partnering experience, including influencing non-finance and non-operations stakeholders and communicating insights to senior Sales leadership
- Advanced proficiency in Microsoft Excel
- Experience with Salesforce, Tableau, or similar business intelligence or customer relationship management tools strongly preferred
- Strong analytical and problem-solving skills, with the ability to translate data and field feedback into clear strategic recommendations
- Ability to thrive in a fast-paced, dynamic environment and independently manage multiple strategic priorities
Nice To Haves
- Experience with Salesforce, Tableau, or similar business intelligence or customer relationship management tools
Responsibilities
- Lead strategic projects for Commercial Operations, including AI implementation, clinical pricing, and general selling tools strategy
- Own territory alignment, ensuring design and ongoing optimization reflect account potential, workload balance, and field feasibility
- Assist in compensation planning and the quota-setting process, partnering with the Senior Manager of Incentive Compensation to ensure plans and quotas are field-tested and motivate desired selling behaviors
- Maintain close partnership with Sales leadership to ensure Commercial Operations priorities remain aligned with the work being performed by the team
- Serve as the voice of the field within Commercial Operations, bringing selling context to decisions historically made without frontline input
- Partner with the Director of Commercial Operations and Senior Manager of Incentive Compensation to ensure strategy, systems, and compensation design are tightly interlocked
- Build, manage, and develop a high-performing team with clear roles, responsibilities, and accountability
- Identify and implement process improvements to enhance the speed and quality of strategic decision-making across the Commercial Operations function
- Strengthen alignment between Commercial Operations strategy and field execution
- Ensure territory, quota, compensation, and selling-tool decisions reflect field realities and support desired selling behaviors
- Improve the speed and quality of strategic decision-making across Commercial Operations
- Additional projects and initiatives as assigned
Benefits
- Career coaches internally
- Training opportunities
- HMO and PPO options
- Company 401k match
- Employee Stock Purchase Program
- Tuition reimbursement
- Leadership development
- 16 days of paid time off
- Paid holidays
- Wellness courses
- Employee resource groups
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What This Job Offers
Job Type
Full-time
Career Level
Manager
