Location: Scottsdale, AZ 85258 (on-site)
Type: Full-time
Hours: 8:00 AM to 4:30 PM
Reports to: Chief Executive Officer
Position Summary
The Director of Sales Operations owns deal flow, pipeline management, and CRM data integrity across all sales motions. Sales Operations functions as a separate line from Sales and does not carry a quota. The role maintains the pipeline of record, delivers a weekly revenue review to the CEO, and provides the pipeline analysis Marketing uses to allocate resources.
Key Responsibilities
- Own the deal flow process: stage definitions, entry and exit criteria, required fields, and deal categorization rules.
- Maintain a single authoritative pipeline across all sales tracks and deal types.
- Own the CRM as the sales system of record, including configuration, reporting, field standards, and data hygiene audits.
- Define what Sales Operations needs from the sales team, set the cadence, and follow up on gaps.
- Flag account overlap between sales tracks before client impact.
- Build and maintain the forecast, and report accuracy against closed revenue.
- Report pipeline coverage, stage conversion, cycle length, average contract value, and win and loss reasons.
- Deliver a weekly CEO review: pipeline health, movement, forecast against plan, deals at risk, and decisions required.
- Give Marketing the pipeline analysis behind channel, segment, and spend decisions.
- Build executive and board dashboards, and reduce manual reporting over time.
- Build and manage the Sales Operations team as volume requires.
Required Qualifications
- Five or more years in sales operations, revenue operations, or business operations.
- Minimum two years owning a pipeline or forecast end to end.
- Hands-on CRM administration experience, including pipeline configuration, custom properties, workflows, and reporting. HubSpot or Salesforce preferred.
- Demonstrated ability to build and maintain an accurate revenue forecast.
- Advanced spreadsheet skills and experience with BI or reporting tools.
- Experience presenting to executive leadership on a recurring cadence.
- Track record of driving process adoption across sales teams without direct reporting authority.
- Bachelor's degree or equivalent experience.
- Located in or willing to relocate to the Scottsdale, Arizona area.
Preferred Qualifications
- Experience in B2B healthcare technology, revenue cycle, health IT, or payer and provider software.
- Experience supporting multiple concurrent sales motions.
- Familiarity with outbound sales tooling and its effect on CRM data quality.
- Experience at a company scaling past ten million in revenue.
Performance Measures
- Forecast accuracy against closed revenue.
- CRM data completeness and accuracy against defined standards.
- Deal conflicts and categorization errors identified before client or compensation impact.
- Timeliness and quality of weekly executive reporting.
Compensation and Benefits
- Base salary of $100,000 to $140,000 per year, commensurate with experience, plus performance bonus.
- Health, dental, vision, and life insurance.
- 401(k).
- Unlimited PTO and parental leave.
- Wellness program, Friday lunch, and snacks.
XpertDox is an equal opportunity employer.
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