Responsibilities
- Oversee and expand the comprehensive sales operations model across all sales channels.
- Implement and maintain robust pipeline management, deal stages, and forecasting processes.
- Enhance forecast accuracy and reduce sales cycle time through data-driven strategies and operational excellence.
- Serve as a strategic consultant to the Chief Commercial Officer and the commercial leadership team.
- Direct enterprise-level RFP and RFI strategies and execution, handling complex opportunities at a senior level.
- Collaborate with the Sales team to develop deal strategies, positioning, and win themes tailored to buyer needs.
- Engage directly with high-level customers and prospects during critical deal phases.
- Ensure the integrity, reporting, and analytics of Salesforce data across pipeline, forecast, and performance metrics.
- Provide executive-level dashboards and insights to support informed decision-making and prioritization.
- Establish and implement best practices for scalable sales operations and reporting.
- Create and implement automated, repeatable sales processes to enhance efficiency and consistency.
- Optimize workflows for RFP management, deal reviews, approvals, and cross-functional transitions.
- Balance structured processes with agility to enable scaling without excessive bureaucracy.
- Lead and mentor a small Sales Operations/RFP team in a hands-on, coaching role.
- Work closely with Product, Finance, Legal, Marketing, and Implementation teams to ensure long-term deal success.
- Promote alignment and accountability among stakeholders throughout the sales lifecycle.
- Utilize AI tools to improve RFP content development, response quality, and turnaround time.
- Apply AI to enhance pipeline analysis, forecasting accuracy, and performance insights.
- Identify opportunities to automate manual workflows and extract actionable insights from sales data.
- Advocate for responsible, practical AI adoption that enhances efficiency without compromising accuracy or compliance.
Requirements
- Over 10 years of progressive leadership experience in PBM, with deep expertise in pricing models, guarantees, rebates, audits, and implementation considerations.
- Proven ability to influence deal economics and enforce pricing discipline in an enterprise sales environment.
- 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 in complex, enterprise RFP and RFI strategies, including shaping win themes, influencing pricing strategy, guiding executive presentations, and improving win rates through structured governance.
- Expertise in Salesforce and commercial analytics, with experience designing data governance frameworks, improving forecast accuracy, and delivering board-ready pipeline and performance reporting.
- 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 the ability to influence senior leaders, challenge assumptions, and represent the commercial organization in high-stakes internal and customer-facing settings.
Benefits
- Flexible time off, including 12 paid holidays
- 401k match plus 100% employer-paid medical, dental, and vision premiums
- Company contribution to Health Savings Account
- Stock options
Compensation
USD
Work Arrangement
On-site
Team
Small team
Responsibilities
- 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.
- Streamline workflows across RFP management, deal reviews, approvals, and cross-functional handoffs.
- Balance structure with speed, enabling scale without unnecessary bureaucracy.
- Lead and mentor a small Sales Operations / RFP team in a hands-on, player-coach capacity.
- Partner closely with Product, Finance, Legal, Marketing, and Implementation to ensure deals are structured for long-term success.
- Drive alignment and accountability across stakeholders involved in the sales lifecycle.
- Apply AI-enabled tools to improve RFP content development, response quality, and turnaround time.
- Use AI to enhance pipeline analysis, forecasting accuracy, and performance insights.
- Identify opportunities to automate manual workflows and surface actionable insights from sales data.
- Champion responsible, practical AI adoption that improves efficiency without sacrificing accuracy or compliance.
Required
- 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 and 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.
Benefits
- Flexible time off, including 12 paid holidays
- 401k match plus 100% employer paid medical, dental, and vision premiums
- Company contribution to Health Savings Account
- Stock options
No
