Director, Sales Operations
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Job Description
Director of Sales Operations at Impiricus managing sales processes and tools for an AI-powered HCP engagement platform. Leading initiatives to enhance forecasting accuracy and conversion rates.
Responsibilities:
- Ensure CRM infrastructure aligns with sales processes, forecasting needs, and cross-functional workflows (marketing, customer success, implementations, finance, etc).
- Own end-to-end CRM architecture and governance (HubSpot and Salesforce preferred).
- Led a migration including creating a structured roadmap to migrate from HubSpot to Salesforce (phased cutover, data integrity, user adoption, and reporting continuity).
- Lead integration design (lifecycle stages, lead/contact/account/opportunity mapping, activity sync, and data flow rules).
- Create/maintain CRM hygiene for pipeline stages, definitions, roles/permissions, and required fields to improve forecasting and conversion analysis and maintain compliance.
- Translate sales targets into measurable operating metrics (pipeline coverage, stage conversion, velocity, win rate, cycle length, ACV, attainment).
- Build and maintain analytics directly in CRM (dashboards, funnel reporting, cohort analyses) and ensure the business uses them weekly.
- Establish data quality SLAs: required-field compliance, stage hygiene, source attribution, and audit routines.
- Design and implement scalable sales processes: inbound/outbound lead management, discovery, qualification, MEDDICC/BANT alignment, routing, SLAs, and stage exit criteria.
- Implement and operationalize tools like Gong (conversation intelligence) and Clay (workflow/enrichment/orchestration).
- Own the end-to-end view of the commercial funnel—from brand awareness to post-sales implementation (implementations/activations, RFPs, proposals, contracts).
- Identify friction points and conversion bottlenecks and implement experiments to lift conversion (messaging tests, routing changes, stage criteria, enablement triggers, and automation).
- Establish closed-loop feedback between Sales, Marketing, and Post-Sales.
Requirements:
- 8+ years in Sales Operations, Revenue Operations, or GTM Operations within B2B SaaS.
- Hands-on expertise with HubSpot, Salesforce, and experience leading CRM migrations.
- Strong ability to build dashboards, analytics, and forecasting models natively within Salesforce.
- Experience implementing or managing tools such as Gong, Clay, and AI-based scoring or insights systems.
- Demonstrated excellence designing sales processes and improving funnel conversions.
- Proven track record running a deal desk and driving revenue governance.
- Deep understanding of full GTM funnel dynamics across marketing, sales, and post-sales.
- Experience in high-growth, rapidly scaling environments.
- SQL/python data manipulation skills
Benefits:
- Medical, dental, and vision coverage for you and your dependents + on-demand healthcare concierge
- Pre-tax savings options for healthcare and dependent care, with monthly employer contributions to HSA (if enrolled in a high-deductible plan)
- 100% paid short- and long-term disability, plus life and AD&D insurance
- Take the time you need with a flexible vacation policy — recharge your batteries your way
- 12 weeks of paid leave to spend time with your newborn, adopted, or foster child (available after 6 months)
- If you’re close to an office, we encourage spending some time in-person to collaborate and connect. If not, remote is always an option.
- We’ll ship you the gear you need to create a comfortable workspace at home.
- Save for your future with tax advantages (and company match!)
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