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Director of Sales Operations

DexCare

DexCare

Sales & Business Development, Operations
Seattle, WA, USA
Posted on Tuesday, July 2, 2024
Who is DexCare?
DexCare optimizes time in healthcare, streamlining patient access, reducing waits, and enhancing overall experiences. Born within Providence, DexCare addresses tech gaps by aligning supply and demand, recently securing a $75 million Series C funding round led by ICONIQ Growth, alongside partners like MGB, Kaiser Permanente Ventures, and others, to modernize healthcare infrastructures for an inclusive ecosystem.
What is DexCare?
DexCare, a digital care orchestration platform, streamlines care delivery logistics. It empowers healthcare systems to predict constraints and precisely schedule services, optimize capacity, and cuts operational costs. Currently serving 57 million patients, including Kaiser Permanente and Providence, DexCare ushers in a new era of digital-care access, ensuring health systems can efficiently track and deliver every hour of capacity for consumer ease.
For more information, visit www.dexcare.com or follow us on LinkedIn.
The Director of Sales Operations is pivotal in propelling DexCare’s sales endeavors. Anchored in a deep understanding of high-growth enterprise tech, especially within the healthcare sales arena, this role necessitates a hands-on, strategic approach. Collaborating tightly with senior sales leaders, the analyst will be a beacon, lighting the path with data-backed insights vital for guiding our high-velocity sales team to new zeniths.
This role is not just about accelerating field productivity, continuously evolving forecasting models, and analyzing historical results. It's about being a trusted partner to the Commercial Organization, making recommendations based on those analyses – all in an environment of growth. The role is about driving the business's management cadence, including mechanisms such as weekly, monthly and quarterly pipeline and forecast reporting. It's about driving improvements and updates to the team's reporting, tools, methods, and processes to increase the availability and granularity of actionable data. This position also measures targets and goals, including sales segmentation and proposes improvements to the business to increase its effectiveness in driving desired results. In short, this role is about making a significant contribution to DexCare's growth and success.

What You'll Do

  • Collaborate with Commercial leadership to develop and maintain a model for sales territory design and management, account alignment, and customer segmentation with a focus on revenue growth
  • Improve overall sales effectiveness by codifying our sales methodology, driving adoption, and promoting continuous improvement
  • Partner on optimization of our forecasting process by developing and implementing a comprehensive bottoms-up forecasting model; This includes leveraging data. This role will play a pivotal part in enhancing the predictability of our forecasting process
  • Partner with senior management to identify opportunities for sales process improvement
  • Collaborate closely with cross-functional teams, including the rest of the Sales Operations teams, CRM-Tech team, GTM teams, and Finance & Billing teams, to drive results and ensure alignment across the organization
  • Build and scale the Middle of Funnel Sales Operations function by defining roles and responsibilities
  • Provide analytics to support the annual sales quota and sales organizational planning process
  • Provide weekly perspective on the state of the business and recommendations on how to maximize sales revenue
  • Work closely with Sales and Finance leadership to prepare board-level and executive management presentations
  • Ensure planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes within cross-functional departments
  • Facilitate sales forecast calls and deal reviews
  • Develop standards for sales excellence, including key scorecards, agreed-to guiding metrics, operational design, and process
  • Partner with Enablement on the execution of tech stack, overseeing administration and operations; Monitor system adoption and data compliance and governance
  • Foster an environment that promotes data hygiene and integrity to enable usability of the sales tech stack, including Salesforce
  • Direct and manage the updating of sales process, forecasting, pipeline management, KPIs, reports, and dashboards in Salesforce
  • Create and implement reporting and dashboards for the sales organization that focus on improving efficiency, effectiveness, and productivity
  • Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
  • Support channel partners by facilitating access to enablement content and training while ensuring pipeline visibility
  • Ensure proper lead management processes, metrics, and policies in collaboration with the Marketing team

What You'll Bring

  • 10+ years in sales operations, analytics, or similar roles. Some management experience is preferred
  • Deep insight into high-growth enterprise technology healthcare sales organizations
  • Proven experience providing actionable strategic insights to sales leadership
  • Comprehensive familiarity with standard sales technologies and utilities (e.g., Salesforce, Groove, Gong.io, Zoominfo, Linkedin SN, etc.)

Bonus Experience

  • Champion Sales KPI management, ensuring objectives are achieved and pinpointing opportunities for improvement
  • Develop precise sales modeling and projections, facilitating accurate sales Forecasts
  • Execute effective presentations showing valuable insights to sales and company leadership, identifying improvement opportunities for the Director of Commercial Operations, VP of Sales, and Chief Commercialization Officer
  • Contribute to market and territory planning by identifying market opportunities through the sales data
  • Support the development of quota allocations that establish attainable yet ambitious milestones
  • Support sales leadership in preparation for board meetings, presenting performance KPIs and invaluable insights from the commercially tracked data
  • Provide actionable recommendations on sales strategies for the Sales Development Manager and team
  • Provide actionable recommendations on training opportunities for the Sales Enablement Manager and team
  • Lead quarterly business review preparations, emphasizing data-infused results, including crucial rep achievements and gaps
  • Recognize data gaps and identify recommended process improvements that will enable data tracking
  • Collaborate closely with Sales Operations to innovate and usher new processes grounded in sales insights that support the commercial organization’s growth objectives
DexCare is an Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations, and ordinances. DexCare does not exclude people or treat them differently because of race, color, national origin, age, disability, or sex. DexCare provides reasonable accommodation to all applicants who require such accommodation to apply for the position or to perform the essential functions of the job.