Senior Director, Sales Operations

Managed Health Care Associates•Parsippany, NJ

72d•Remote

About The Position

The Sr. Director, Sales Operations is a strategic leadership role responsible for optimizing the end-to-end customer journey-from lead to renewal and expansion. This executive will own the operations functions supporting all sales teams, leading initiatives in territory planning, account segmentation, lifecycle analytics, sales process design, and cross-functional alignment. The ideal candidate brings deep healthcare experience and a data-driven, analytical mindset, with a proven ability to operationalize scalable sales growth strategies across diverse, complex Post Acute healthcare ecosystems in the GPO healthcare markets.

Requirements

Bachelor's degree required, MBA or advanced degree in business, healthcare administration, or related field preferred.
10+ years of progressive experience in sales operations or commercial excellence, with at least 5 years in a senior leadership role.
Six Sigma/Lean certification.
Proven leadership experience in the healthcare industry (e.g., medtech, pharma, payer/provider, or health IT).
Proven experience running Sales Operations functions and understanding healthcare sales cycles, reimbursement models, and regulatory landscape.
Deep expertise in sales performance management, CRM systems (e.g., Salesforce), and sales analytics tools.
Demonstrated success in owning operations across Sales and Customer Success teams.
Deep understanding of territory design, account segmentation, customer lifecycle metrics, and GTM alignment.
Demonstrated success in leading cross-functional teams and large-scale commercial operational initiatives.
Experience launching and scaling Customer Success Operations teams in healthcare SaaS or enterprise sales environments.
Proven ability to build alignment across revenue functions and influence at the executive level.
Excellent communication, leadership, and strategic thinking skills.

Nice To Haves

Knowledge of value-based care models, patient engagement platforms, or complex healthcare regulatory environments.

Responsibilities

Develop and lead a comprehensive targeting strategy aligned with revenue goals.
Drive sales goals forecasting accuracy for new business and recurring revenue.
Own territory planning and mapping to ensure balanced coverage, rep productivity, and market saturation.
Design and maintain account segmentation frameworks for acquisition, onboarding, retention, and expansion of members.
Collaborate with Sales, Marketing, and Operations leaders for consistent customer engagement.
Support compliant pricing, contracting, and customer data practices.
Develop KPIs, dashboards, and forecasting tools to feed organizational analytics and BI tools.
Operationalize customer onboarding, QBR workflows, and success plan tracking with sales leadership.
Oversee reporting and analytics for Sales and Customer Success, driving actionable insights across the sales funnel.
Ensure visibility into performance across customer lifecycle stages - acquisition, onboarding, adoption, renewal, and expansion.
Unify systems, processes, and reporting across Sales and Customer Success for a seamless customer journey.
Manage the Sales Operations tech stack, ensuring system integration and user adoption.
Develop consistent reporting tools and technologies to drive insights and performance.
Collaborate with Finance, Product, and Marketing teams to drive territory planning and business impact.
Design and manage Sales Compensation practices, including modeling tools and annual agreement administration.
Use Account Segmentation models to plan workforce strategies aligned with annual operating goals and targets.
Implement scalable, repeatable processes that enhance team productivity and customer outcomes.
Support the development of playbooks, lifecycle journey maps, and health scoring models.
Lead and mentor a high-performing Revenue Operations team supporting both Sales functions
Act as a strategic advisor to the executive team on commercial performance, customer trends, and operational scalability.
Ensure all operational processes meet healthcare regulatory and compliance standards (HIPAA, Sunshine Act, etc.).

Benefits

Comprehensive medical, dental, vision and prescription plans with FSA/HSA options individual and family options
Teledoc access
Fitness Reimbursement
Commuter Benefit Plan
Access to an Employee Assistance Program (EAP)
Paid Time Off
Your birthday is a day off and a floating holiday
Paid Parental Leave
401K with a match
Employee Stock Purchase Plan
Life Insurance, short-term & long-term disability insurance
Access to financial and legal advisors
Perks and Benefits Discounts
Tuition Reimbursement
E-learning programs
Ongoing Team Trainings
Paid volunteer time-off
Donation matching