Director of Sales Operations

About This Role

ABOUT THE COMPANY

Thrombolex is an innovative medical device company focused on advancing treatments in the VTE/PE space. We are committed to improving patient outcomes through cutting\-edge technology and clinical excellence. As we scale our commercial operations, we are seeking a strategic Sales Operations Director to build and optimize the systems, processes, and insights that will drive our revenue growth.

POSITION OVERVIEW

The Sales Operations Director will serve as the architect of our commercial infrastructure, bridging sales, marketing, finance, and executive leadership. This role will own CRM optimization, sales analytics, territory planning, forecasting accuracy, and commercial process design. The ideal candidate combines deep technical expertise in modern sales technology stacks with strategic thinking and the ability to translate data into actionable insights that drive revenue performance.

KEY RESPONSIBILITIES

CRM \& Technology Leadership

• Own and optimize HubSpot CRM (or equivalent platform) as the single source of truth for all commercial activity, ensuring data integrity, automation, and user adoption
• Implement and manage AcuityMD for physician targeting, market intelligence, and competitive insights within the medical device ecosystem
• Integrate CRM with finance ERP systems (NetSuite, SAP, or similar) to ensure seamless order\-to\-cash processes and revenue recognition
• Deploy AI\-powered tools for lead scoring, pipeline forecasting, sales coaching insights, and automated reporting
• Evaluate, implement, and optimize commercial technology stack (sales engagement platforms, contract management, CPQ, BI tools)

Sales Analytics \& Reporting

• Design and deliver executive dashboards and KPI scorecards that provide real\-time visibility into pipeline health, forecast accuracy, win rates, and sales productivity
• Build predictive models for revenue forecasting, quota attainment, and territory performance using advanced Excel, Power BI, Tableau, or Python\-based analytics
• Conduct cohort analysis, customer segmentation, and funnel conversion analysis to identify growth opportunities and areas for improvement
• Provide actionable insights to sales leadership on deal velocity, sales cycle length, pricing trends, and competitive dynamics

Territory Planning \& Compensation

• Design and optimize territory alignments based on market potential, physician density, account coverage, and sales capacity
• Develop and administer sales compensation plans, quota allocation methodologies, and incentive structures aligned with strategic goals
• Ensure accurate, timely commission calculations and partner with Finance to resolve discrepancies and maintain trust with the sales team

Process Optimization \& Enablement

• Document, standardize, and continuously improve sales processes including lead management, opportunity qualification (MEDDIC/MEDDPICC), pipeline reviews, and forecasting cadences
• Partner with Sales Enablement to ensure reps are trained on CRM best practices, data hygiene, and technology adoption
• Lead quarterly business reviews (QBRs) with cross\-functional teams to assess performance, adjust strategies, and set priorities

Cross\-Functional Collaboration

• Serve as the bridge between Sales, Marketing, Finance, and Executive Leadership, translating business needs into operational requirements
• Collaborate with Finance on revenue forecasting, budgeting, and annual operating plans
• Work with Marketing Operations to ensure lead routing, scoring models, and attribution tracking are aligned with sales workflows
• Support M\&A integration by harmonizing CRM systems, sales processes, and reporting standards across acquired entities

REQUIRED QUALIFICATIONS

• Education: Bachelor's degree in Business, Finance, Analytics, or related field; MBA or advanced degree preferred
• Experience: 7\+ years in Sales Operations, Revenue Operations, or Commercial Analytics roles, with at least 3 years in medical device, healthcare technology, or regulated industries
• CRM Expertise: Deep hands\-on experience with HubSpot, Salesforce, or equivalent CRM platforms including custom object creation, workflow automation, reporting, and user administration
• AcuityMD: Demonstrated experience implementing and leveraging AcuityMD for physician targeting, market mapping, and competitive intelligence in medical device sales
• Technical Skills: Advanced proficiency in Microsoft Excel (pivot tables, VLOOKUP, macros), PowerPoint, and Word; experience with Power BI, Tableau, or similar BI tools
• ERP Systems: Working knowledge of finance ERP platforms (NetSuite, SAP, Microsoft Dynamics) and CRM\-to\-ERP integration patterns
• AI Fluency: Practical experience deploying AI tools for sales forecasting, lead scoring, pipeline analytics, or conversational intelligence (Gong, Clari, 6sense, or similar)
• Analytical Rigor: Strong quantitative skills with ability to build financial models, conduct statistical analysis, and translate data into strategic recommendations
• Process Design: Proven track record designing scalable sales processes, territory models, and compensation plans that drive behavior change and revenue growth
• Communication: Exceptional written and verbal communication skills with ability to present complex data insights to C\-level executives and Board members

PREFERRED QUALIFICATIONS

• Experience in cardiovascular, vascular intervention, or VTE/PE medical device markets
• HubSpot certifications (Sales Hub, Operations Hub, or Revenue Operations Certification)
• SQL, Python, or R programming skills for advanced data analysis and automation
• Familiarity with GPO/IDN contracting, reimbursement dynamics, and healthcare regulatory environment
• Experience supporting commercial teams through clinical trial enrollment phases, product launches, or M\&A integrations
• Track record implementing AI agents or automation workflows (Zapier, Make, custom GPT integrations)

KEY COMPETENCIES

• Strategic Thinking: Ability to balance day\-to\-day execution with long\-term commercial strategy and infrastructure planning
• Problem Solving: Resourceful troubleshooter who can diagnose root causes and implement sustainable solutions quickly
• Bias for Action: Self\-starter who thrives in ambiguity and drives projects to completion without constant oversight
• Stakeholder Management: Skilled at building trust and influence across sales, finance, marketing, and executive teams
• Attention to Detail: Commitment to data accuracy, process rigor, and quality execution in all deliverables
• Adaptability: Comfortable operating in a fast\-paced, high\-growth environment where priorities evolve rapidly

WHAT WE OFFER

• Opportunity to build and scale commercial operations infrastructure from the ground up
• Direct impact on revenue growth and company success as we advance through clinical trials and commercialization
• Collaborative, high\-performing culture with a relationship\-first leadership team
• Competitive compensation including base salary, performance bonus, and equity participation
• Comprehensive benefits package including health insurance, 401(k), and professional development support
• Flexible work arrangements with remote options and travel as needed

Pay: $125,000\.00 \- $140,000\.00 per year

Benefits

• 401(k)
• Dental insurance
• Employee assistance program
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Professional development assistance
• Retirement plan
• Vision insurance

Work Location: Hybrid remote in Kingston, NJ 08528