The Senior Manager, Sales Operations is a senior individual contributor responsible for maximizing the effectiveness and efficiency of Natera’s field sales organization across all business units. This is a cross–business unit role supporting field sales teams in Oncology, Women’s Health, and Organ Health.
The role owns core sales operations design and analysis, including sales compensation support, goal setting, territory design, incentive analysis, and automation design. This individual partners closely with Sales Leadership, Sales Analytics, Finance, and technical teams to design data-backed solutions that drive profitable growth and scalable execution.
Key ResponsibilitiesSales Compensation, Goals & Incentives
Support the design and ongoing optimization of sales compensation plans for field sales teams across all business units
Ensure compensation structures align sales behavior with company objectives, including profitable growth
Partner with Sales Leadership and Finance on goal setting and quota deployment
Support commission payout processes by validating data inputs and incentive logic
Design and evaluate SPIFFs and incentive programs, including ROI analysis relative to other commercial investments
Independently access and analyze sales data using SQL, Excel, and BI tools to deliver actionable insights
Answer strategic questions such as:
Time to full productivity for new sales representatives
Effectiveness and ROI of incentive programs and sales initiatives
Develop analytical models and frameworks to support investment, coverage, and productivity decisions
Translate complex analyses into clear, business-relevant recommendations for sales leadership
Own territory design and coverage models for field sales teams across all business units
Define and maintain target data sources in partnership with sales leaders
Ensure equitable territory distribution and ongoing compliance with territory frameworks
Adjust territories based on performance data, market changes, and organizational needs
Design end-to-end operational workflows and logic to improve efficiency and scalability
Use SQL and Excel to build backend logic and analytical foundations for automation initiatives
Partner with technical and analytics teams to operationalize automation designs
Lead design and analysis for automation initiatives including:
President’s Club (P Club) qualification and tracking
Oncology goal-setting workflows
Salesforce call logging and activity tracking
Evaluate and operationalize AI-enabled tools developed by other teams or vendors to accelerate repeatable work
Partner closely with Sales Leadership, Sales Analytics, Finance, and technical teams
Provide clear documentation and logic for compensation, incentive, territory, and automation designs
Support change management for new processes and tools through clear communication and data-backed rationale
Automation of President’s Club qualification and tracking
Oncology goal-setting automation
Improvements to Salesforce call logging and activity workflows
Evaluation and rollout of AI-enabled tools to improve Sales Operations efficiency
7+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, or a related analytical role
Strong hands-on experience querying data using SQL
Advanced Excel / spreadsheet modeling skills
Experience working with BI or reporting tools (e.g., Qlik or similar)
Proven experience supporting sales compensation, incentive design, or territory modeling
Ability to independently design analytical and operational workflows from end to end
Experience partnering with technical and analytics teams to operationalize solutions
Strong communication skills with the ability to present data-backed insights to senior stakeholders
Experience supporting field sales organizations required
Healthcare, diagnostics, or life sciences experience preferred but not required
Sales leadership relies on this role for trusted, data-backed decision support
Compensation and incentive analyses clearly drive improved sales behavior and outcomes
Territories are equitable, defensible, and aligned with strategy across business units
Manual processes are replaced with scalable, well-designed workflows
Automation and AI tools are successfully operationalized, not just piloted
Sales Operations is viewed as a strategic, analytical partner to the field sales organization
OUR OPPORTUNITY
Natera™ is a global leader in cell-free DNA (cfDNA) testing, dedicated to oncology, women’s health, and organ health. Our aim is to make personalized genetic testing and diagnostics part of the standard of care to protect health and enable earlier and more targeted interventions that lead to longer, healthier lives.
The Natera team consists of highly dedicated statisticians, geneticists, doctors, laboratory scientists, business professionals, software engineers and many other professionals from world-class institutions, who care deeply for our work and each other. When you join Natera, you’ll work hard and grow quickly. Working alongside the elite of the industry, you’ll be stretched and challenged, and take pride in being part of a company that is changing the landscape of genetic disease management.
WHAT WE OFFER
Competitive Benefits - Employee benefits include comprehensive medical, dental, vision, life and disability plans for eligible employees and their dependents. Additionally, Natera employees and their immediate families receive free testing in addition to fertility care benefits. Other benefits include pregnancy and baby bonding leave, 401k benefits, commuter benefits and much more. We also offer a generous employee referral program!
For more information, visit www.natera.com.
Natera is proud to be an Equal Opportunity Employer. We are committed to ensuring a diverse and inclusive workplace environment, and welcome people of different backgrounds, experiences, abilities and perspectives. Inclusive collaboration benefits our employees, our community and our patients, and is critical to our mission of changing the management of disease worldwide.
All qualified applicants are encouraged to apply, and will be considered without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, disability or any other legally protected status. We also consider qualified applicants regardless of criminal histories, consistent with applicable laws.
If you are based in California, we encourage you to read this important information for California residents.
Link: https://www.natera.com/notice-of-data-collection-california-residents/
Please be advised that Natera will reach out to candidates with a @natera.com email domain ONLY. Email communications from all other domain names are not from Natera or its employees and are fraudulent. Natera does not request interviews via text messages and does not ask for personal information until a candidate has engaged with the company and has spoken to a recruiter and the hiring team. Natera takes cyber crimes seriously, and will collaborate with law enforcement authorities to prosecute any related cyber crimes.
For more information:
- BBB announcement on job scams
- FBI Cyber Crime resource page
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