Head of Go-To-Market Operations

Eko

2d•$172,720 - $241,300•Remote

About The Position

Eko Health is a rapidly growing digital health company focused on using AI and digital tools to detect heart and lung disease. Our FDA-cleared products are used by hundreds of thousands of clinicians worldwide, impacting millions of patients. We are backed by prominent investors and recognized by TIME magazine as a top healthcare technology company. Eko is committed to building innovative products, investing in quality research, and fostering a mission-driven, diverse team. We are headquartered in Emeryville, California.

Requirements

10+ years of progressive experience in sales operations, sales strategy, or revenue operations, including 5+ years in a leadership role.
Proven experience supporting a national or multi-region field sales organization in a B2B enterprise SaaS environment, with health system sales background a plus.
Deep, hands-on expertise administering and architecting Salesforce.com at scale (certifications a plus).
Direct experience designing and administering sales incentive compensation plans, including commission calculation and plan modeling.
Demonstrated success building or scaling a sales enablement function.
Strong analytical and financial modeling skills, with fluency in Excel/Google Sheets and BI tools (Tableau, Looker, Power BI, or similar).
Experience with sales compensation management systems (e.g., Xactly, CaptivateIQ, Spiff, or Varicent) is strongly preferred.
Excellent executive communication and presentation skills; comfortable presenting to C-suite and board-level audiences.
Bachelor's degree required.

Nice To Haves

MBA or equivalent experience a plus.
Experience in a high-growth, PE- or VC-backed SaaS company.
Familiarity with CPQ, forecasting platforms, and sales engagement tools (Outreach, Salesloft, Clari, etc.).
Experience supporting both direct and channel/partner sales motions.
Background in change management for large, distributed sales teams.

Responsibilities

Own the strategy, roadmap, and administration of Salesforce.com (or equivalent CRM), ensuring data integrity, scalability, and alignment with sales process.
Evaluate, select, and manage the broader sales tech stack (CPQ, forecasting tools, conversation intelligence, sales engagement platforms, data enrichment tools) and vendor relationships for high scalability and flexibility.
Design and maintain sales reporting, dashboards, and analytics that provide leadership with accurate, real-time visibility into pipeline, forecast, and performance.
Lead territory design, account segmentation, and capacity planning in partnership with sales leadership and finance.
Manage the annual and quarterly sales planning cycles, including quota setting and territory assignment.
Design, model, and administer the sales incentive compensation plan(s) in partnership with Finance, HR/Total Rewards, and Legal.
Ensure compensation plans align to company revenue priorities and drive desired sales behaviors.
Own the commission calculation and ensure good process for approvals and payout accuracy, including dispute resolution and audit controls.
Conduct ongoing plan effectiveness analysis and recommend adjustments based on performance data and market benchmarks.
Build and lead the sales enablement function, including onboarding/ramp programs, ongoing training, playbooks, and certification programs for a national field sales team.
Partner with Product Marketing and Product to ensure sales team has current, effective messaging, collateral, and competitive positioning.
Develop and maintain a sales methodology and process framework (e.g., MEDDICC, Challenger, Command of the Message, or equivalent) and drive adoption across the field.
Measure enablement effectiveness through ramp time, win rates, and quota attainment metrics.
Work closely with the Marketing team to identify and manage marketing lead attribution and funnel management processes.
Build, lead, and develop a team of sales operations, enablement, and compensation professionals.
Serve as a strategic partner to Sales leadership and Finance teams, translating business priorities into operational plans.
Partner closely with Finance, HR, Marketing, Customer Success, and IT/Data teams to ensure alignment across the revenue engine.
Present regularly to executive leadership on sales performance, productivity metrics, and operational initiatives.