Sr Manager Commercial Effectiveness & Sales Operations

Imperative Care•Campbell, CA

2d•Hybrid

About The Position

We are seeking a Senior Manager of Commercial Effectiveness & Sales Operations to lead and elevate how the sales organization operates—from analytics and process optimization to compensation design, CRM strategy, and cross-functional execution. This role is a key partner to Sales, Finance, and Business Unit leadership, translating data into action and improving commercial execution across the enterprise. The team reporting into this role participates in the maintenance of a CRM system, finding opportunities for improvement and supporting sales teams and senior management.

Requirements

Bachelor’s degree in Business, Finance, Healthcare, or related field; MBA highly preferred
8+ years of progressive experience in sales operations, commercial effectiveness, or finance partnering roles, or equivalent combination of education and work experience.
5+ years as a people manager in sales operations (required).
Experience in healthcare, med-tech, or regulated environments (required).
Proven track record of successfully leading sales operations teams in CRM, territory alignment, quota setting, sales performance reporting, and compensation program management.
CRM implementation or governance experience with measurable impact.
Excellent communication, presentation, and relationship-building skills.
Experience operating successfully in dynamic, high-growth environments

Responsibilities

Own and continuously improve the sales operations framework that drives productivity and scalability across all business units.
Lead and develop a high-performing sales operations team—hiring, coaching, and fostering growth while managing performance with a customer-centric mindset.
Ensure sales process documentation, workflows, and best practices are accurate, effective, and easily adopted by field teams.
Maintain the sales team roster, territory structure, and deployment alignments for all customer-facing roles.
Effectively lead the development and management of key dashboards and reports.
Adhere to data governance policies.
Partner with Commercial Excellence and Finance to set annual quota targets that motivate performance and support attainment.
Design, standardize, and manage reporting and dashboards offering real-time visibility into pipeline health, attainment trends, and customer segmentation insights.
Oversee the end-to-end incentive compensation process, including program design, communication strategy, payout calculations, quarterly updates, and payment processing.
Ensure compensation plans align with business goals, drive desired behaviors, and are transparent and motivating for the sales force.
Lead CRM system strategy and governance, driving system enhancements, data integrity, and reporting accuracy to support sales execution and forecasting excellence.
Lead the forecasting process to refine forecasts, quotas, and budget alignment.
Work with Finance on quota setting.
Collaborate closely with Commercial Excellence.
Support onboarding of new sales hires and educate teams on processes, tools, objectives, and performance expectations.