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Impiricus · 2 weeks ago

Director, Sales Operations

United States

Full-time

Remote

Director/Executive

$160K/yr - $180K/yr

8+ years exp

Impiricus is the first and only AI-powered HCP Engagement Engine, created to enhance physician care delivery through innovative AI technology. The Director of Sales Operations will own the operating system for revenue, focusing on optimizing processes, data, and tooling to improve sales performance and forecasting accuracy.

Health CareMedicalPharmaceutical

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)

Has 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) to:

Measure sales conversation effectiveness (talk tracks, objections, competitors, next steps, follow-up quality)

Improve qualification rigor and speed-to-learn via structured call scoring, rep coaching loops, and automated insights

Enable AI-assisted lead scoring and prioritization to increase conversion and reduce wasted cycles

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 to improve Ideal Customer Profile definition and targeting, campaign effectiveness, sales velocity and reduce churn/implementation friction

Lead deal desk operations, ensuring pricing, discounting, and contractual terms align with company policies

Implement processes for:

Change requests & change orders

Pricing and discount approvals

Exception management with structured reason codes

Collaborate with Legal and Finance to streamline proposal and contract workflows

Establish compliance, documentation, and auditability standards

Collaborate with Learning and Development organization to lead adoption and change management for new tooling/processes:

Rollout plans, enablement, role-based playbooks, office hours

Feedback loops and iteration cadence

Create a “builder culture” in Sales Ops: rapid iteration with clear documentation and accountability

Develop scalable processes that support rapid growth and cross-functional collaboration

Qualification

Sales OperationsCRM MigrationSalesforceHubSpotGongClaySQLPythonChange ManagementTeam LeadershipCommunication SkillsProblem Solving

Required

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

Healthcare: Medical, dental, and vision coverage for you and your dependents + on-demand healthcare concierge

HSA, FSA & DCFSA: Pre-tax savings options for healthcare and dependent care, with monthly employer contributions to HSA (if enrolled in a high-deductible plan)

Coverage & Protection: 100% paid short- and long-term disability, plus life and AD&D insurance

Flexible Time Off: Take the time you need with a flexible vacation policy — recharge your batteries your way

Parental Leave: 12 weeks of paid leave to spend time with your newborn, adopted, or foster child (available after 6 months)

Your Work, Your Way: 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.

Home Office Setup: We’ll ship you the gear you need to create a comfortable workspace at home.

401(k): Save for your future with tax advantages (and company match!)