Director, Global Sales Operations

The Global Sales Operations Leader will be responsible for ensuring global sales processes and teams are operating optimally driving revenue, accurately forecasting, and monitoring and driving both customer and partner satisfaction and growth. While regional sales leadership, including the Commercial US and global sales leadership, focus on managing the interactions and relationships of sales representatives and clients and driving achievement of revenue goals, the Global Sales Operations Leader is responsible for ensuring that sales processes run smoothly and efficiently by developing and implementing optimized processes. This role supports achievement of the organization’s revenue goals and listens to feedback from sales and support teams to ensure sales operations are set-up to analyze for growth, provide for a smooth customer experience, and improve efficiencies and performance. The role will report to the Chief Financial Officer and can be located anywhere in the US. 

Essential Duties and Responsibilities 

In close collaboration and partnership with Deep Health global commercial, services, marketing and other regional departmental leadership - responsible for developing best in class global sales l processes and tools to support achieving sales quotas and growing Deep Health’s business.  This role is responsible for optimizing the success of the organization’s commercial channels by managing goals, projections, and processes. The duties include creating and implementing sales operational processes, assisting in planning and strategizing sales goals, collaborating with marketing to support lead management, and collaboration with Product/PMO leadership on product go-to-market, including pricing, quoting and sales enablement/readiness. Additionally, an essential part of this role is collaboration with Finance to ensure all ACV/TCV and Revenue forecasts are accurately represented, providing key analytics reporting to Executive Leadership on a variety of key metrics.

·       Develop and execute a Global Sales Operations program by collaborating with Sales Leadership and GTM teams including driving key initiatives.  Develop an operational cadence for Sales Operations. 

·       Lead, manage and evaluate the sales tools, processes, policies, and programs to ensure continuous productivity, optimization, and effectiveness, with a focus on scalability and driving significant growth.   

·       Develop and optimize sales processes and programs as it relates to Quote-to-Cash (quoting process, pricing, configuration/terms), Deal Desk, Forecasting and supporting field direct and indirect channels. 

·       Exhibit a strong understanding of the sales process and act as a business advisor to the sales organization by providing insights on opportunity management to drive deal velocity. 

·       Build training programs/on-boarding for sales representatives with a focus on processes and supporting tools including but not limited to CRM, forecasting, generating proposals, quotes, and orders. 

·       Collaborate with regional sales leaders and teams to develop and execute sales management disciplines and processes (territory assignment & reviews, weekly/quarterly forecast, QBRs, pipeline analysis and development, account planning, account assignments, quota/budget allocation).

·       Partner with sales on annual planning activities and lead the territory carving and alignment process. 

·       Assist with identifying customers and sales opportunities by analyzing sales data and market trends. 

·       Proactively monitor and maintain high levels of quality, accuracy, and process consistency across the field organization. 

·       Develop key performance metrics, dashboards, and reports that help the sales organization focus on performance drivers and results. 

·       Collaborate with Marketing to ensure proper lead management processes, metrics, and policies. 

·       Be a trusted advisor to Sales and Executive Leadership. 

·       Develop a strong partnership with the business to become a trusted advisor and point of escalation for the aligned sales team. 

·       Partner with the COO, sales executive leadership, Finance, and HR to design, document, implement and monitor sales compensation plans. 

·       Lead and facilitate forecast calls, analyze historical data, provide predictions of accurate forecasts, and challenge questionable opportunities in the forecast. 

·       Provide ad-hoc reporting and analysis to understand the state of the business and sales rep performance. 

·       Work with other departments to improve integration between Salesforce and other mission-critical systems. Partner with cross-functional Operations teams for shared tech stack tools. 

·       Provide feedback to maintain data integrity within customer records in Salesforce.com and other systems. Ensure Salesforce is maintained for all sales opportunities identified, catalogued, and prioritized and territory management. 

·       Lead the evaluation, launch and training of new Sales tools/platforms. 

·       Manage vendor renewals for Sales tools, determine future user growth needs and work with Finance to establish budget. 

Other Responsibilities to include: 

·       Create and coordinate key reporting for iCAD leadership team, partnering with the Customer Success analyst to provide reporting on customer adoption, sentiment and advocacy and business results (i.e., forecasts, renew, expand, churn). 

·       Act as liaison to channel enablement to drive training and enablement priorities, content and methods. 

·       Maintain and evangelize communication best practices for sales and sales support functions. 

·       Possesses excellent presentation skills ranging from individual to large group presentations, including C-levels. 

·       Represents iCAD at local and national tradeshows. 

PLEASE NOTE: This is not an exhaustive list of all duties, responsibilities and requirements of the position described above.  Other functions may be assigned and management retains the right to add or change duties at any time.

Minimum Qualifications, Education and Experience

·       Bachelor’s degree or equivalent educational background in the healthcare field IT field. 

·       Minimum of 10+ previous SaaS leadership experience in the Healthcare IT field. 

·       Strong leadership skills to evaluate ongoing sales team performance and provide training and coaching when necessary.   

·       Communication skills for effective verbal and written communication with sales teams, operations specialist, collaborating departments and senior leadership.   

·       Advanced analytical and problem-solving skills to identify opportunities or sales process improvements and development and implement new strategies.     

·       Financial skills and business acumen to understand sales profitability and opportunities.   

·       Technology skills to utilize CRM and database software tools in daily tasks.   

·       Research and reporting skills to analyze sales data and consumer trends to create sales forecasts proven success in the achievement of quota year over year in a high growth, emerging tech organizations. 

·       Strategic thinking leader with a high EQ. 

·       Data driven, a true believer in the key metrics to drive a tech organization (CaC/Churn/ARR). 

·       Knowledge of oncology, mammography workflow and breast cancer screening matrix including MRI, TOMO and Ultrasound would be a plus.   

·       Successful forecasting through Salesforce. 

Quality Standards

·       Communicates, cooperates, and consistently functions professionally and harmoniously with all levels of supervision, co-workers, visitors, and vendors.

·       Demonstrates initiative, personal awareness, professionalism and integrity, and exercises confidentiality in all areas of performance. 

·       Follows all local, regional and country laws concerning employment.

·       Follows all DeepHealth policies and procedures.

·       Follows data privacy, compliance, safety and confidentiality standards at all times.

·       Practices universal safety precautions.

·       Promotes good public relations on the phone and in person.

·       Adapts and is willing to learn new tasks, methods, and systems.

·       Reports to work regularly as scheduled; consistently punctual with respect to working hours, meal and rest breaks, and maintains satisfactory personal attendance in accordance with DeepHealth guidelines.

·       Completes job responsibilities in a quality and timely manner.

Travel

This position requires domestic / international travel up to 10%.

Working Environment

Remote

Physical Demands

This position often requires sitting, standing, walking, bending, twisting, reaching with hands and arms, using hands and fingers, handling, or feeling, speaking, listening, and high-level cognitive thinking. Also, must be able to lift up to 10 pounds occasionally.

Salary $200,000 to $215,000 depending upon experience