Director, Sales Operations and Field Effectiveness

ModernaTX • Cambridge, MA

4d • $183,800 - $330,300 • Hybrid

About The Position

The Director, Sales Operations and Field Effectiveness will build and optimize the operational infrastructure, analytics, field operating model, account management approach, and field capabilities needed to translate commercial strategy into consistent execution, launch readiness, and a strong customer experience. Reporting to the VP of Sales, the role supports preparation for the launch of Moderna’s first commercial oncology therapeutic, intismeran autogene (INT), developed in collaboration with Merck, and helps establish foundational capabilities for Moderna’s oncology business.

This individual contributor role has significant enterprise influence but no direct people-management responsibility. The Director works across Commercial leadership, Regional Business Directors, field teams, cross-functional partners, and the alliance partner to integrate account management, analytics, performance management, field communications, training insights, CRM capabilities, and alliance ways of working into a cohesive operating model. The role also helps identify responsible uses of Generative AI and other advanced digital tools within Moderna’s governance and compliance expectations.

The position follows Moderna’s 70/30 work model, with an emphasis on in-office collaboration. The role is based in a smoke-free, alcohol-free, and drug-free work environment. The stated salary range is $183,800–$330,300, with possible eligibility for an annual discretionary bonus, other incentive compensation, or an equity award, subject to plan criteria and individual performance.

Requirements

• Bachelor’s degree required.
• 10+ years of progressive experience in pharmaceutical or biotech sales leadership, commercial operations, business excellence, and field enablement roles.
• Significant oncology experience, including supporting launches, building operations capabilities, and developing field excellence solutions to support high performance and execution.
• Demonstrated knowledge of field force sizing and design, targeting, incentive compensation, business planning, and CRM systems.
• Strong analytical skills and the ability to translate complex sales data, account information, and market knowledge into actionable field insights.
• Exceptional collaboration, communication, and leadership skills in a dynamic environment with multiple cross-functional partners.

Nice To Haves

• Experience executing in an alliance relationship.
• Experience working in an innovative, dynamic, rapidly evolving organization.
• An ownership mindset, including the ability to manage change and maintain a solutions-oriented approach.
• Experience leveraging commercial data, digital platforms, automation, and artificial intelligence to improve operational efficiency and field effectiveness.
• Desire to make an impact at a high-growth, transformational company described as Bold, Relentless, Curious, and Collaborative.

Responsibilities

• Partner with the VP of Sales, Regional Business Directors, and alliance partners to develop and execute commercial strategy, including the field operating model, account management strategy, performance analytics, and performance management platform.
• Build and optimize operational processes and field capabilities to support field effectiveness, efficiency, launch readiness, and customer experience across the combined field organization.
• Drive adoption and practical use of analytics tools to improve territory- and regional-level opportunity understanding, business planning, and KPI-based assessment of performance and impact.
• Support territory, regional, and national business planning by providing field teams and leadership with insights, processes, and operating mechanisms for coordinated execution.
• Work with the Training Lead to assess field performance, identify capability gaps, and implement targeted solutions to strengthen field effectiveness and commercial impact.
• Establish field communication and feedback mechanisms with internal teams and the alliance partner to promote coordination, resolve issues promptly, and maintain alignment with commercial leadership.
• Partner with Strategic Insights and Customer Engagement teams to maximize analytics and CRM tools, capture actionable field feedback, and lead enhancements to field execution and customer experience.
• Design, implement, and optimize field incentive compensation programs with Commercial leadership and cross-functional stakeholders, ensuring alignment with performance and business objectives.
• Collaborate with Legal and Compliance to ensure field processes, programs, and ways of working comply with company policies and applicable standards.
• Integrate account management, analytics, performance management, field communications, training insights, CRM capabilities, and alliance-partner practices into an operating model for the personalized oncology therapeutic launch.
• Work as an individual contributor across Commercial leadership, Regional Business Directors, field teams, cross-functional partners, and the alliance partner to drive alignment and execution without direct people-management responsibility.
• Identify opportunities to responsibly apply Generative AI and other advanced digital tools to field operations, such as insight generation, business planning, field-feedback synthesis, and improving commercial analytics usability, within governance and compliance expectations.
• Help build Moderna’s oncology commercial capabilities and shape systems, processes, and ways of working for the launch of INT and the growth of the oncology business.

Benefits

• Competitive healthcare and voluntary benefit programs.
• Fitness, mindfulness, and mental health support.
• Family planning benefits, including fertility, adoption, and surrogacy support.
• Paid time off, including vacation, volunteer days, sabbatical, global recharge days, and a discretionary year-end shutdown.
• Savings and investment programs.
• Location-specific perks and extras.
• Possible annual discretionary bonus, other incentive compensation, or equity award, subject to eligibility criteria and individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director