Head of Sales Operations

Position Summary:

Sales Operations manages functions essential to sales force productivity and inside sales effectiveness. These functions include planning, forecasting, reporting, sales process optimization, sales training, sales process implementation, competitive analysis and market research, sitting at the center of our go-to-market process and interacting with all levels of the Marketing, Sales, Finance, and Executive teams.

The Head of Sales Operations will define the strategic roadmap for how Sales utilizes systems (CRM, Lead Generation, Outreach, LinkedIn) and how these systems talk to each other, working closely with Sales and Delivery leadership, Marketing, and Technology Operations. He or she will also be responsible for our overarching vision for and view into Salesforce, including evangelizing and driving adoption within the organization. The Head of Sales Operations will own our Sales reporting, data analysis, and forecasting and will be responsible for disseminating metrics and dashboards to key stakeholders within the company. In addition, this individual will be responsible for hiring and managing the inside sales team to drive top of the funnel pipeline.

Given the nature of the responsibilities, the position will be based in our Boston headquarters. This is a challenging, fast-paced, and fun role that puts you in the driver’s seat in the most exciting era of healthcare innovation that our country has ever experienced.

About You in this Role:

You will be a natural born collaborator who inherently knows when, where, and in what capacity to engage with key internal stakeholders. You’ll be a strong people manager who is energized by growing teams and keeping them motivated. You’ll have a passion for technology and systems (Salesforce in particular, but not exclusively) and how they can enhance processes, the sales cycle, and visibility throughout an organization. You’ll take a data-driven approach to consulting internally with our various departments and stakeholders, and will be motivated by teaching and educating others about sales data and analytics.

Responsibilities:

• Own the strategic roadmap with respect to individual sales operations systems (CRM, Business Intelligence, Lead Generation, Outreach, LinkedIn) and how they work together
• Hire, develop, and manage inside sales team, including defining the lead management, research, outreach, conversion, and handoff processes
• Lead our efforts to drive new business opportunities through our inside sales team, providing leadership to increase our lead generation efforts, market segmentation, and territory definition and market attack strategy
• Partner with Marketing and Technology Operations to optimize handoff between marketing automation and Salesforce
• Lead efforts related to thinking through enhancements and workflow management in Salesforce.com; own monitoring our data and curate reporting out of Salesforce; help with other Salesforce administrator tasks as needed
• Define, maintain, and review sales pipeline
• Review and analyze metrics to assess performance and suggest enhancements to the sales process
• Develop and analyze key performance metrics (pricing, quota, deal size), reports, and dashboards to enhance go-to-market strategy and execution
• Lead sales planning efforts by providing the Sales management team with critical reporting and assist in all facets of sales planning, including sales forecasting with Executive Team

Requirements:

• Minimum 5+ years work experience at an enterprise SaaS company, preferably in healthcare
• Previous experience managing a successful inside sales team
• Exceptional analytical problem-solving skills, with ability to discern patterns from data and communicate effectively about said patterns
• Demonstrated strategic management of multiple systems to facilitate sales process
• Salesforce-certified and expert in managing and reporting out of Salesforce
• "Do what it takes" attitude and collaborative personality, with strong communication skills