Director Sales Operations

Surescripts serves the nation through simpler, trusted health intelligence sharing, in order to increase patient safety, lower costs and ensure quality care. We deliver insights at critical points of care for better decisions - from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.

Job Summary:

The Director Sales Operations focuses on providing planning, analysis and support specific to the Sales and Account Management functions. They assess, architect and develop a function aligned with industry best practices to ensure that the enterprise has high quality data and processes to deliver revenue growth and customer retention goals.

The Director Sales Operations is a strategic and execution-focused role that will lead and scale our Sales Operations function. This role will be instrumental in driving operational excellence across Sales and Account Management teams, optimizing performance, enabling growth, and supporting sales enablement initiatives. The ideal candidate will bring deep expertise in analytics using Salesforce.com, data-driven decision-making, driving improvements in sales and account management processes and cross-functional collaboration in a fast-paced health technology environment.

Responsibilities:

Sales and Account Management Strategy & Planning

• Lead and collaborate with Sales and Account Management Leadership to drive the strategy and execution of capacity planning, productivity review, market segmentation, territory carving, quota/incentive design, and headcount allocation. Work with leadership to define growth targets, define territories and segments to optimize sales and growth strategies to meet and exceed targets.

• Partner with Finance, Sales and Account Management leadership to develop accurate forecasts and performance targets.

• Support strategic initiatives such as new market entry, product launches, and pricing strategies.

Sales and Account Management Process Optimization

• Design and implement scalable sales and account management processes across the funnel-from lead to quote to close.

• Own pipeline hygiene and reporting, ensuring accurate tracking of Closed/Won and Closed/Lost opportunities in Salesforce.

• Manage and optimize quote-to-cash workflows in Salesforce, including CPQ (Configure, Price, Quote)

• Define/refine customer lifecycle to identify key "drop-off" areas or pain points in the customer journey to ensure an excellent customer experience, maximize cross-sell and upsell, and improve customer retention and longevity.

Performance Management & Analytics

• Develop and maintain dashboards and KPIs to monitor sales and account management performance.

• Analyze pipeline velocity, conversion rates, and win/loss trends to identify areas for improvement.

• Administer incentive compensation plans and ensure alignment with business goals.

Technology & Enablement

• Serve as the Salesforce.com owner for Sales and Account Management, ensuring system integrity, user adoption, and continuous improvement.

• Evaluate and implement sales tools to enhance productivity and collaboration.

• Support onboarding and ongoing training for sales reps and account managers.

Sales and Account Management Enablement

• Partner with Sales, Account Management and Marketing to develop and deliver enablement content, playbooks, and training programs.

• Ensure sales representatives and account managers are equipped with the right tools, messaging, and resources to engage effectively with prospects and customers.

• Drive continuous learning initiatives, including product knowledge, competitive positioning, and objection handling.

• Measure the effectiveness of enablement programs and iterate based on feedback and performance data.

Cross-Functional Collaboration

• Partner with Marketing on lead management, campaign performance, and funnel optimization.

• Collaborate with Implementation Services and Product teams to support upsell/cross-sell initiatives and feedback loops.

• Work closely with Finance, Legal, and Compliance to ensure alignment of contracts, pricing, and regulatory requirements.

Qualifications:

Basic Requirements:

• Bachelor's Degree Finance, Accounting, or Business, or equivalent experience

• 10+ years of related, progressive experience in Sales Operations or similar roles

• 7+ years' experience in managing large scale, cross functional efforts

• 7+ years' experience in strategic plan development, sales forecasting, and sales reporting (including KPIs, etc.)

• 5+ years of strong people management, leadership and team management experience or experience in roles showing progressive leadership.

• Expertise with sales automation and Salesforce.com

• Experience leading successful cross-functional teams focused on continuous improvement, and operational efficiencies.

• Strong analytical skills with the ability to analyze complex information along with a proven track-record of translating data/findings into actionable deliverables, strategies and communication plans.

• Deep understanding of Microsoft Office (Excel and PowerPoint), Salesforce.com.

Preferred Qualifications:

• Advanced degree in a related field

• Healthcare Technology experience

• Experience with a network business model

• Sales Operations leadership experience at fast-paced, large health technology or software company

• Ability to develop actionable metrics in support of client, segment, and corporate initiatives

• Demonstrated high quality customer service delivery and the ability to proactively build internal relationships and trust

• Expertise with MS Office products and Saleforce.com

Surescripts embraces flexibility through its Flexible Hybrid Work model for most positions. This model allows employees to work virtually while still utilizing our offices as collaboration centers. With alignment and agreement from your leadership, you can come and go from the office as needed.

To be considered for employment, applicants must have a valid U.S. work authorization allowing work without restrictions with Surecripts in the U.S. At this time, we are unable to provide support or provide sponsorship for immigration benefits such as work visas. Additionally, we do not participate in academic training programs or work-study programs through an academic institution that require employer endorsement of F-1/CPT or F-1/STEM.

You make informed decisions through the power of data. You know the right time to take a risk and the right time to play it safe. And you want to compete in a challenging marketplace to deliver solutions that make a positive impact on healthcare.

We're organized and analytical. (Though you might expect that given our department.) But we aren't just bean counters. We're inquisitive and curious. We know how to work cross-functionally to get things done. Most importantly, we know that our work supports our bottom line-and therefore supports our goal of better healthcare for all.

In Surescripts Finance & Risk Management, we aren't intimidated by transaction volumes in the billions. We think on our feet as we measure, interpret and report the company's progress, and after we study both past and present trends, we use what we learn to shape our future through a careful balance of risk vs. reward.

Why Wait? Apply Now

We're a midsize company. This means you're not just another employee ID number. Here, you can build real relationships and feel supported by truly awesome people with diverse backgrounds and talents in an innovative and collaborative work culture. We strive to create an environment where you can be yourself, share your ideas and work your way. We offer opportunities for employee development, as well as competitive compensation packages and extensive benefits.

Benefits include, but are not limited to, comprehensive healthcare (including infertility coverage), generous paid time off including paid childbirth and parental leave and mental health days, pet insurance, and 401(k) with company match and immediate vesting. To learn more, review the Keep You and Yours Healthy, Balancing Work and Life, and Where Talent Takes Shape links under the Better Benefits. Better Work. Better Life section of our careers site.

Physical and Mental Requirements

While performing duties of this job, an employee may be required to perform any, or all of the following: attend meetings in and out of the office, travel, communicate effectively (both orally and in writing), and be able to effectively use computers and other electronic and standard office equipment with, or without, a reasonable accommodation. Additionally, this job requires certain mental demands, including the ability to use judgement, withstand moderate amounts of stress and maintain attention to detail with, or without, a reasonable accommodation.

Work Environment

Surescripts is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate on the basis of race, color, religion, age, national origin, ancestry, disability, medical condition, marital status, pregnancy, genetic information, gender, sexual orientation, parental status, gender identity, gender expression, veteran status, or any other status protected under federal, state, or local law.