Director, Head of Sales Operations

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Head of Sales Operations based in Canada. This leadership role will own and modernize the sales operations engine for a growing commercial organization in the healthcare and life sciences technology space. You will connect Sales, Finance, Marketing, Client Experience, and Client Solutions, translating strategy into scalable operating processes and actionable insights. The role spans sales planning, forecasting, pipeline management, territory and quota design, commercial analytics, and deal support. You will also lead the evolution of the sales technology stack and embed AI-driven forecasting, automation, and productivity tools into the commercial workflow. As a strategic and hands-on leader, you will help improve seller productivity, data quality, revenue visibility, and operational efficiency. You will lead an established Sales Operations team while partnering closely with senior leadership to support sustainable commercial growth. The position offers a fully remote environment with occasional travel for client meetings, industry events, conferences, and team collaboration. Accountabilities: - Lead annual and quarterly sales planning across territories, capacity, quotas, account segmentation, and compensation, while supporting go-to-market planning for new offerings. - Own the forecasting process across new business, renewals, and expansion, establishing pipeline standards, inspection rhythms, and regular forecast reviews with Sales leadership. - Partner with Finance on bookings-to-revenue reconciliation, campaign delivery pacing, and quarterly business reviews. - Build and maintain commercial reporting covering pipeline, win/loss performance, retention, renewals, upsell, representative productivity, and account or agency performance.

- Establish and govern a single source of truth for commercial data and translate complex information into actionable insights for senior leadership. - Own the sales technology ecosystem, including Salesforce, forecasting, enablement, data enrichment, workflow tools, integrations, vendor relationships, and roadmap planning. - Define and execute an AI roadmap using AI agents, predictive analytics, and intelligent automation to improve forecasting, identify deal risks and next-best actions, reduce manual work, and increase seller productivity. - Drive CRM adoption, data quality, and scalable workflows while evaluating emerging AI technologies, piloting practical use cases, measuring results, and expanding successful solutions. - Oversee deal desk activities, including pricing governance, approval workflows, proposal support, and order processing in collaboration with Legal, Finance, and Client Experience. - Continuously improve quote-to-cash processes and rules of engagement across Sales, Client Experience, and Market Development. - Identify effective sales, outreach, deal, and renewal practices and scale them across the organization in partnership with Sales Enablement and Training. - Lead, mentor, and develop an established Sales Operations team covering analytics, systems administration, and deal support. Requirements - Bachelor’s degree required, with 10+ years of experience in sales operations, revenue operations, or commercial strategy and at least 3 years leading the function or a significant portion of it . - Demonstrated people management experience and the ability to lead teams across analytics, systems, and commercial operations. - Deep hands-on expertise with Salesforce, including administration, reporting, and process design; broader revenue technology stack ownership is an advantage. - Proven experience with forecasting, territory and quota planning, and sales compensation within a quota-carrying sales organization.