Head of Go-To-Market Operations

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

📋 Description

• Take charge of the strategy, roadmap, and management of Salesforce.com or a comparable CRM platform.

• Assess, choose, and oversee the complete sales technology ecosystem and vendor partnerships.

• Create and sustain sales reporting, dashboards, and analytics to enhance pipeline, forecast, and performance visibility.

• Direct territory design, account segmentation, and capacity planning initiatives.

• Oversee annual and quarterly sales planning processes, quota determination, and territory distribution.

• Design, model, and manage sales incentive compensation plans.

• Handle commission calculations, approvals, payout accuracy, dispute resolutions, and audit controls.

• Evaluate plan effectiveness and suggest modifications based on performance metrics and market benchmarks.

• Establish and lead the sales enablement department, which includes onboarding, training, playbooks, and certification programs.

• Collaborate with Product Marketing and Product teams on messaging, collateral, and competitive positioning.

• Develop and uphold a sales methodology and process framework while driving adoption in the field.

• Assess enablement effectiveness through metrics such as ramp time, win rates, and quota achievement.

• Manage marketing lead attribution and funnel management processes in conjunction with Marketing.

• Build, lead, and nurture a team of sales operations, enablement, and compensation professionals.

• Act as a strategic partner to Sales leadership and Finance, translating priorities into actionable operational plans.

• Collaborate with Finance, HR, Marketing, Customer Success, and IT/Data teams throughout the revenue engine.

• Present sales performance, productivity metrics, and operational initiatives to executive leadership.

⛳️ Requirements

• 10+ years of progressive experience in sales operations, sales strategy, or revenue operations, including over 5 years in a leadership capacity.

• Proven experience supporting a national or multi-region field sales organization within a B2B enterprise SaaS context.

• Background in health system sales is advantageous.

• Extensive, hands-on experience in administering and architecting Salesforce.com at scale.

• Proficient in designing and managing sales incentive compensation plans, encompassing commission calculations and plan modeling.

• Track record of success in establishing or scaling a sales enablement function.

• Strong analytical capabilities and financial modeling expertise.

• Proficient in Excel/Google Sheets and BI tools such as Tableau, Looker, Power BI, or similar platforms.

• Familiarity with Xactly, CaptivateIQ, Spiff, or Varicent is highly preferred.

• Exceptional executive communication and presentation skills; comfortable addressing C-suite and board-level audiences.

• A Bachelor's degree is required.

• An MBA or equivalent experience is a plus.

• Experience in a high-growth, PE- or VC-backed SaaS organization is preferred.

• Knowledge of CPQ, forecasting platforms, and sales engagement tools like Outreach, Salesloft, and Clari.

• Experience in supporting both direct and channel/partner sales approaches.

• Background in change management for large, distributed sales teams.

• Ability to perform job responsibilities with or without reasonable accommodation.

• Capable of prolonged periods of sitting and working at a computer.

🏝️ Benefits

• The chance to work on products that positively influence the health of millions.

• Generous paid time off.

• Stock incentive programs.

• Comprehensive Medical/Dental/Vision, Disability + Life Insurance.

• One Medical membership.

• Parental Leave support.

• 401k Matching program.

• Learning and Development stipend.

• Expected travel opportunities.