Sr. Director, Sales Operations

The Senior Director, Sales Operating Systemis responsible for designing and running the integrated commercial operating system that enables Health Systems Sales to execute with greater productivity, discipline, and predictability. This role connects commercial intelligence, seller and manager capability, and scalable selling motions to improve pipeline creation, opportunity execution, forecast accuracy, and overall commercial performance.

Reporting to the Vice President, Global Health Systems Sales, this leader translates commercial strategy into an operating model with clear accountability, defined cadences, actionable insights, and coordinated execution across the organization. The role serves as the senior operational partner to Sales leadership and works cross-functionally with Finance, Contracts, Marketing, Product, Customer Success, Services, and IT to ensure the commercial organization has the structure, tools, and rhythmsrequiredto win.

This is not a traditional sales operations role limited to reporting and administration. It is a strategic leadership role responsible for integrating commercial planning and performance management, sales enablement, and centralized SDR/Inside Sales motions into a coherent Sales Operating System that supports both near-term execution and long-term transformation.

Immediate priorities includefinalizingthe role scope, standing up the three core direct-report functions, strengthening the commercial operating cadence, and building a more scalable model for planning, pipeline generation, enablement, and execution.

• Own the Sales Operating System

  • Define and lead the Sales Operating System for the Health Systems commercial organization, including operating cadence, decision governance, performance visibility, and cross-functional execution.

  • Translate leadership priorities into clear operating plans, execution discipline, and measurable outcomes.

  • Establish the leadership rhythm for weekly, monthly, quarterly, and annual business reviews, including forecast reviews, pipeline inspections, planning checkpoints, and performance discussions.

  • Create visibility, discipline, and predictability across the commercial organization through clear KPI definitions, reporting standards, and management routines.

  • Lead executive communications, including structured updates, decision support materials, and presentations for senior leadership reviews.

• Lead Sales Operations and Intelligence

  • Lead Sales Operations through the Director, Sales Operations.

  • Own commercial planning and performance management, including annual planning, targets, performance visibility, operating reviews, and process improvement.

  • Oversee forecasting and pipeline analytics, including forecast methodology, pipeline health, inspection cadence, conversion analysis, and velocity insights.

  • Lead territory and segmentation strategy, installed-base intelligence, coverage design, and capacity planning to improve commercial focus and resource allocation.

  • Oversee quotamethodologyand incentive support in close partnership with Finance, ensuring plans are actionable, aligned, and scalable.

  • Serve as the key business partner to the centralized CRM platform and data team, ensuring CRM requirements, dashboards, reports, resources, and tools are aligned to the sales strategy while the platform/data team leads technical delivery and execution.

• Lead Sales Enablement and Adoption

  • Lead Sales Enablement through the Director, Sales Enablement.

  • Refocus Sales Enablement on seller and manager capability, methodology, training, tools, and adoption.

  • Establish and reinforce a consistent enterprise-selling model, including sales process expectations, opportunity strategy, account planning, discovery discipline, and common language across the organization.

  • Oversee onboarding, certification, manager coaching, skill development, role-based playbooks, and launch readiness.

  • Drive change enablement and adoption for new commercial processes, tools, methodologies, and role expectations, with clear measures of proficiency, utilization, and business impact.

  • Ensure enablement efforts are tied to commercial outcomes such as pipeline quality, sales productivity, opportunity progression, and win rates.

• Lead Inside Sales and SDR Motions

  • Lead the Inside Sales and SDR function through the Director, Inside Salesand SDR.

  • Build scalable sales motions for pipeline generation, lead follow-up, prospecting, and lower-complexity transactional opportunities.

  • Clarify role design, performance…