Sr. Director, Sales Operations & Commercial Excellence

Role: We are looking for a Senior Director, Sales Operations & Commercial Excellence to help build the commercial infrastructure required for our next stage of growth. This is a builder role. You'll work closely with our Vice President, Commercial Sales and other leaders to establish the commercial foundation for our next stage, beginning with two immediate priorities: territory design and sales incentive compensation. As our commercial organization grows, you'll help shape how we structure territories and accounts, measure performance, leverage commercial data, manage our CRM, forecast the business, and build scalable operating processes. We're looking for someone with demonstrated experience building commercial infrastructure who can operate at both the strategic and tactical levels—setting strategy and advising senior leaders while also rolling up their sleeves to build the models, processes, and tools that bring those decisions to life. As CNSide's commercial organization grows, this role is expected to evolve and may eventually include responsibility for building and leading a Sales Operations/Commercial Excellence team.

Responsibilities: Develop and evolve the territory and account model for our growing field organization, including territory architecture, account segmentation, targeting, coverage, capacity, and resource allocation. Partner with Commercial Leadership, Finance, and HR to design sales incentive compensation plans that reinforce appropriate commercial behaviors and business outcomes. Build the quota structures, performance measures, payout mechanics, and modeling needed to administer and evaluate incentive compensation plans effectively. Establish HubSpot as a reliable and disciplined source of commercial information, including appropriate data structure, workflows, pipeline management, reporting, and governance. Build commercial data and CRM infrastructure with an eye toward what CNSide and Cerenome may require as the commercial organization becomes larger and more complex. Develop practical dashboards, forecasts, KPIs, and reporting that provide Commercial Leadership and the Executive Management Committee with meaningful visibility into performance, productivity, opportunities, and emerging risks. Establish scalable commercial operating rhythms, workflows, processes, and governance to support a growing sales organization. Identify opportunities to simplify and automate commercial processes as the organization grows. Partner across Commercial, Marketing, Finance, HR, and other functions on commercial planning, sales capacity, organizational growth, and related initiatives. Help determine when existing commercial infrastructure needs to evolve and identify additional capabilities required to support continued growth.

Qualifications: Significant experience in Sales Operations, Commercial Excellence, Revenue Operations, Commercial Analytics, or a closely related discipline, ideally within diagnostics, biopharma, laboratory services, life sciences, healthcare, or another complex commercial environment. Demonstrated experience building commercial infrastructure, not simply managing an established function. Experience designing or substantially building territory and account models and sales incentive compensation programs. Strong knowledge of sales planning, quota setting, forecasting, pipeline management, performance measurement, and commercial analytics. Hands-on CRM experience, including data structure, workflows, reporting, dashboards, and governance. Our current commercial platform is HubSpot. Strong analytical capabilities and the ability to turn imperfect or disparate data into actionable business insights. Experience developing practical dashboards, forecasting models, and executive-level commercial reporting. Ability to work effectively across Commercial, Finance, Marketing, HR, and other functions where priorities and perspectives may differ. Strong judgment and communication skills, including the ability to advise senior leaders, challenge assumptions when appropriate, and translate decisions into practical execution. Experience in oncology, molecular diagnostics, precision medicine, or laboratory services is highly valued. Experience supporting the commercialization of a new product or emerging technology and/or building Sales Operations capabilities during significant organizational growth is preferred. Advanced HubSpot or Salesforce experience, including CRM implementation or migration, is preferred. Experience integrating commercial, marketing, financial, or other business data is preferred. Technical experience with data, analytics, APIs, or related tools is valuable; however, we are more interested in what you've been able to build and enable with technology than in a particular list of technical credentials. Bachelor's degree or equivalent combination of education and relevant experience.

Requirements: Ability to operate effectively at both strategic and tactical levels in a growing organization. Strong analytical, organizational, problem-solving, and communication skills. Ability to work effectively in a fast-paced environment with evolving priorities. Ability to collaborate cross-functionally and influence stakeholders at multiple levels of the organization. Ability to work effectively in a remote or hybrid environment. Ability to travel approximately 15–25%, based on business needs.

Reports to: Vice President, Commercial Sales

Employment Type: Full-time

Location: Remote or Hybrid

Travel: Approximately 15–25%, based on business needs