Director of Commercial Strategy and Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with the VP of Commercial Sales–Prenatal to establish strategy, annual objectives, and the operational framework (WBRs, MBRs, QBRs) that fosters revenue growth and account expansion.

• Oversee territory design and quarterly adjustments for a 250-person field team expanding into new regions, including indirect management of Salesforce administrators who support data operations.

• Take charge of incentive compensation structure and quarterly quota determination — creating plans that align with strategic goals and withstand scrutiny from finance and the field.

• Lead sales analytics, dashboards, and reporting initiatives, working closely with the commercial data science team to translate field activity into actionable insights.

• Utilize data to transition from identifying "what" happened to understanding "why" it occurred — and from "why" to "what actions we should take" — generating concrete recommendations based on field performance, deal results, competitive indicators, and product launches.

• Leverage AI as a transformative tool — establishing a function that significantly enhances the analytical output compared to a conventional sales operations team.

• Program-manage critical cross-functional initiatives — such as acceleration programs, health system adoption, and EMR integration — while interfacing to incorporate field feedback into Product, Marketing, and Market Access strategies.

⛳️ Requirements

• Over 10 years of experience in sales strategy, commercial operations, revenue operations, or prestigious management consulting, with substantial experience collaborating closely with senior sales leadership.

• Demonstrated success in designing territories, establishing quotas, and constructing variable compensation plans for field sales organizations during periods of rapid growth.

• Strong analytical capabilities: proficient in data analysis using AI, capable of building models in Excel, troubleshooting Salesforce reports, and effectively presenting findings to the VP within the same day.

• Experience in leading high-performing analytical teams, including data scientists or commercial analysts.

• Exceptional communication skills and executive presence — credible from individual contributor levels to C-suite executives.

• A builder's mindset: comfortable navigating ambiguity, with a tendency to launch a version 1 and refine it iteratively.

🏝️ Benefits

• A variety of medical benefit options with employee premiums fully covered for select plans, and dependents covered up to 80%.

• Generous Family Bonding Leave for new parents (16 weeks, fully paid).

• Additional coverage for fertility benefits.

• Retirement savings program with a 4% Company match.

• Increased paid time off based on tenure.

• Access to the latest hardware (laptop, lab equipment, facilities).