Own and scale the end-to-end sales operating model across all sales motions.
Establish and enforce strong pipeline management, deal stages, and forecasting discipline.
Improve forecast accuracy and sales cycle time through data-driven insights and operational rigor.
Act as a strategic advisor to the CCO and commercial leadership team.
Lead enterprise-level RFP and RFI strategy and execution, serving as a senior escalation point for complex opportunities.
Partner with Sales to shape deal strategy, positioning, and win themes aligned to PBM buyer requirements.
Interface directly with executive-level customers and prospects during strategic deal cycles.
Own Salesforce data integrity, reporting, and analytics across pipeline, forecast, and performance metrics.
Deliver executive-ready dashboards and insights to support decision-making and prioritization.
Define and implement best practices for scalable sales operations and reporting.
Design and implement repeatable, automated sales processes that improve efficiency and consistency.
Lead and mentor a small Sales Operations/RFP team in a hands-on, player-coach capacity.
Champion responsible, practical AI adoption that improves efficiency without sacrificing accuracy or compliance.

10+ years of progressive leadership experience in PBM with deep expertise in pricing models, guarantees, rebates, audits, and implementation considerations.
Demonstrated ability to influence deal economics and enforce pricing discipline in an enterprise sales environment.
Demonstrated experience leading and transforming a Sales or Revenue Operations function, including operating model design, forecast governance, pipeline discipline, and cross-functional alignment with leadership.
Leadership of complex, enterprise RFP and RFI strategy, including shaping win themes, influencing pricing strategy, guiding executive presentations, and improving win rates through structured governance.
Command of Salesforce and commercial analytics, with demonstrated experience designing data governance frameworks, improving forecast accuracy, and delivering board-ready pipeline and performance reporting.
Proven ability to build commercial operating infrastructure from ambiguity, establishing disciplined processes, inspection rhythms, and scalable workflows in resource-constrained, high-growth environments.
Executive presence with demonstrated ability to influence senior leaders, challenge assumptions, and represent the commercial organization in high-stakes internal and customer-facing settings.

Senior Director, Sales Operations

Key skills