- Company Name
- League
- Job Title
- VP, Sales Operations
- Job Description
-
**Job Title:** VP, Sales Operations
**Role Summary:**
Senior leadership role responsible for designing, executing, and continuously optimizing a full-fledged sales operating model that aligns territory design, capacity planning, quota setting, and coverage strategy with overarching growth goals. Partner with cross‑functional teams (GTM, Product, Marketing, Engineering, Finance, Legal) to ensure predictable revenue, scalable processes, and data‑driven performance management.
**Expectations:**
- Enable and accelerate revenue growth through world‑class go‑to‑market planning and operational rigor.
- Deliver accurate forecasting, pipeline hygiene, and performance insights to executive leadership.
- Build and lead a high‑performing Sales Operations team, fostering a culture of accountability and continuous improvement.
- Own CRM strategy, data integrity, and system scalability across the sales lifecycle.
- Shape pricing, packaging, and deal governance in collaboration with Finance and Legal.
**Key Responsibilities:**
- Own and evolve end‑to‑end sales operating model: territory design, capacity planning, quota setting, and coverage strategy.
- Translate growth strategy into actionable operational priorities and GTM plans.
- Establish best‑in‑class forecasting processes, pipeline hygiene standards, and inspection cadences for accuracy and predictability.
- Design, document, and optimize sales processes across customer lifecycle stages (new business, expansion, renewals, upsells, cross‑sells).
- Collaborate with Sales Enablement to deliver tools, playbooks, and insights for execution.
- Define and align dashboards, reporting, and KPIs on bookings, pipeline, win rates, cycle times, and productivity.
- Own CRM strategy (Salesforce) and associated productivity tools; ensure adoption, data integrity, scalability, and integration with IT.
- Act as connective leader across Sales, Account Management, Finance, Marketing, Product, and Operations to align incentives, processes, and outcomes.
- Support pricing, packaging, and deal governance in partnership with Finance and Legal.
- Build, lead, mentor, and scale a Sales Operations team; cultivate a culture of rigor and learning.
- Manage security‑related responsibilities: access management, policy compliance, incident reporting, and Information Security policy adherence.
**Required Skills:**
- 10+ years progressive experience in Sales Operations, Revenue Operations, or GTM Operations, including senior leadership roles.
- Expertise in forecasting, territory & quota design, pipeline management, and sales analytics.
- Strong systems acumen: Salesforce, sales productivity tools, and business intelligence platforms.
- Proven ability to lead and scale high‑performing operations teams.
- Exceptional analytical, problem‑solving, and executive communication skills.
- Strong business acumen, influence senior stakeholders, and drive operational change.
- Experience supporting complex B2B sales organizations, preferably in healthcare technology, health plans, or enterprise SaaS.
- Ability to partner with Sales leadership while maintaining operational objectivity and rigor.
- Deep understanding of pricing, packaging, and deal governance.
**Required Education & Certifications:**
- Bachelor’s degree in Business Administration, Finance, Analytics, or related field (advanced degree preferred).