Director of Sales Operations

About This Role

Position Summary

The Director, Global Sales OperationsCommercial Excellence is a strategic commercial leader responsible for designing, leading, and optimizing the operational framework, systems infrastructure, analytics, and governance processes that enable scalable, profitable growth across Aptyx's global sales organization.

Reporting directly to the SVP, Global Sales, this highly visible leadership role serves as a critical business partner in driving commercial effectiveness through sales strategy, forecasting, pipeline governance, CRM optimization, pricing and margin management, quoting operations, sales enablement, training and development, commission administration, and performance analytics.

This position leads the teams, systems, and workflows that support the full commercial lifecycle \- from opportunity development through quoting, new product introduction (NPI), forecasting, contract award, and operational handoff \- ensuring alignment with Aptyx's medical device manufacturing capabilities, customer expectations, plant capacity, validation timelines, and long\-term growth objectives.

The Director partners cross\-functionally with Business Development, Program Management, Finance, Customer Service, Engineering, Quality, Manufacturing Operations, General Managers, IT, HR, and Executive Leadership to improve sales productivity, pipeline visibility, customer responsiveness, margin performance, and revenue predictability.

This role is responsible for driving commercial excellence in a fast\-paced, highly regulated medical manufacturing environment.

Essential Duties and Responsibilities

Commercial StrategySales Planning

Provide strategic leadership for the development and execution of Aptyx's global sales operations strategy in alignment with revenue, bookings, and long\-range growth objectives.

Key responsibilities include

• Leading annual, quarterly, and monthly sales planning processes, including territory alignment, account segmentation, quota deployment, customer targeting, and pipeline coverage expectations
• Establishing governance for pipeline stages, forecast cadence, deal reviews, and opportunity qualification standards
• Developing KPI frameworks and performance metrics that drive accountability across the commercial organization
• Supporting the annual operating plan (AOP), strategic planning process, and long\-range commercial growth initiatives
• Identifying pipeline risks, revenue gaps, and strategic growth opportunities while supporting leadership decision\-making

Forecasting, Pipeline GovernanceCommercial Analytics

Own the global commercial forecasting process and provide executive\-level visibility into pipeline health, revenue outlook, bookings, and demand trends.

Responsibilities include

• Leading forecasting processes for bookings, revenue, demand visibility, and risk assessment
• Driving integration of commercial forecasting into the S\&OP process to ensure alignment with manufacturing capacity and customer demand
• Establishing pipeline discipline, opportunity progression standards, and stage governance
• Developing executive dashboards, scorecards, and KPI reporting for senior leadership
• Presenting weekly, monthly, and quarterly business reviews to the SVP, Global Sales and executive leadership team
• Analyzing trends to improve sales productivity, conversion rates, customer responsiveness, and margin performance

Pricing Strategy, Margin ManagementQuoting Excellence

Lead commercial pricing governance and margin optimization strategies across new and existing customer opportunities.

Responsibilities include

• Partnering with Finance, Engineering, Program Management, and Operations to validate technical and commercial assumptions
• Driving margin discipline, pricing consistency, and profitability improvement initiatives
• Monitoring quote conversion rates, turnaround time, gross margin performance, and commercial fit
• Supporting strategic pricing decisions for complex customer programs, long\-term agreements, and transfer opportunities

CRM, Commercial SystemsTechnology Leadership

Provide leadership for the commercial technology infrastructure that supports sales effectiveness, customer visibility, and data\-driven decision\-making.

Key responsibilities include

• Ownership of CRM, pipeline tools, quoting systems, dashboards, and reporting infrastructure
• Ensuring strong user adoption, process compliance, and data integrity across the commercial organization
• Leading CRM governance, workflow design, automation, and reporting structures
• Partnering with IT and business systems teams on integrations, enhancements, and scalable process automation
• Evaluating and implementing tools that improve commercial execution and customer responsiveness

Commercial Process OptimizationCustomer Lifecycle Management

Design and standardize scalable commercial workflows that improve speed, accuracy, and customer experience while aligning with operational readiness.

Responsibilities include

• Optimizing lead management, opportunity progression, quote approvals, and customer handoff workflows
• Ensuring seamless transition from opportunity development through contract execution, NPI, validation, and production launch
• Driving Lean and continuous improvement initiatives within sales operations and quoting processes
• Ensuring commercial commitments align with plant capacity, validation timelines, manufacturing readiness, and customer delivery requirements
• Supporting customer experience scorecards, strategic business reviews, and lifecycle performance metrics

Sales Enablement, TrainingProposal Excellence

Lead the development of commercial tools, proposal quality standards, and training initiatives that strengthen sales execution.

Key responsibilities include

• Overseeing the creation, positioning, and quality control of customer proposals and quote packages
• Supporting customer\-facing presentations, technical pitch materials, and value proposition messaging
• Standardizing proposal templates, commercial messaging, and content controls
• Ensuring customer\-facing materials accurately reflect Aptyx's technical capabilities and manufacturing solutions
• Coordinating training and development initiatives for the commercial organization, including systems, processes, and sales enablement tools

Commission AdministrationIncentive Effectiveness

Provide leadership for commission administration and incentive governance.

Responsibilities include

• Overseeing commission plan administration, tracking, reporting, and reconciliation
• Partnering with Finance and HR to ensure accurate and timely payouts
• Maintaining reporting controls and audit readiness
• Analyzing incentive effectiveness relative to strategic sales objectives and revenue performance

LeadershipTeam Development

Lead, coach, and develop a high\-performing sales operations organization capable of supporting global commercial growth.

Responsibilities include

• Direct leadership of teams supporting CRM, systems, enablement, quoting, and analytics
• Establishing clear performance expectations, KPIs, and accountability measures
• Building scalable organizational capability and succession readiness
• Promoting Aptyx values, leadership expectations, and cross\-functional collaboration

Leadership CompetenciesCore Values

The Director is expected to model and reinforce Aptyx leadership principles, including:

• Strategic Leadership – Drives long\-term commercial strategy and aligns execution with enterprise objectives
• Customer Focus – Champions responsiveness, quality, and long\-term customer partnerships
• Cross\-Functional Collaboration – Builds strong partnerships across commercial and operational functions
• AccountabilityExecution – Drives ownership, governance, and measurable results
• Continuous Improvement – Promotes Lean thinking, innovation, and data\-driven process improvement
• People Leadership – Coaches, develops, and inspires high\-performing teams
• IntegrityCompliance – Ensures alignment with Aptyx quality standards, regulatory requirements, and ethical business practices

Qualifications

• Bachelor's degree in Business, Finance, Engineering, Operations, or related field required
• MBA preferred
• Minimum 8–10 years of progressive leadership experience in sales operations, commercial operations, or strategic sales support
• Minimum 5 years of people leadership experience
• Experience in medical device, contract manufacturing, injection molding, assembly, or regulated manufacturing strongly preferred
• Strong CRM experience, preferably Salesforce
• ERP / MRP experience including Epicor, IQMS, SAP, or equivalent systems preferred
• Strong financial, analytical, and strategic planning acumen
• Proven leadership in complex cross\-functional commercial environments
• Experience supporting global sales teams and multi\-site manufacturing operations preferred

Acknowledgement

I have received a copy of this job description, have read and understood it, and will complete all assigned duties and responsibilities. I recognize that the company reserves the right to modify this job description and that I will be informed of any and all modifications prior to their effective date.