Impiricus
Director, Sales Operations
Impiricus is the first and only AI‑powered HCP Engagement Engine focused on delivering clear, evidence‑based resources to healthcare professionals.
Department Commercial Operations Reports to: VP of Commercial Operations
Why This Role Exists Impiricus is scaling an AI‑powered, ethical HCP engagement platform. This role owns the operating system for revenue, building and leading the processes, data, tooling, and change management that enable Marketing → Sales → Post‑Sales to move faster with higher conversion and better forecast accuracy.
What You’ll Own
Revenue Systems Ownership: HubSpot ↔ Salesforce + Migration Leadership
Ensure CRM infrastructure aligns with sales processes, forecasting needs, and cross‑functional workflows (marketing, customer success, implementations, finance, etc.)
Own end‑to‑end CRM architecture and governance (HubSpot and Salesforce preferred)
Has led a migration including creating a structured roadmap to migrate from HubSpot to Salesforce (phased cutover, data integrity, user adoption, and reporting continuity).
Lead integration design (lifecycle stages, lead/contact/account/opportunity mapping, activity sync, and data flow rules)
Create/maintain CRM hygiene for pipeline stages, definitions, roles/permissions, and required fields to improve forecasting and conversion analysis and maintain compliance
Targets, Forecasting, and Analytics Inside the Tools
Translate sales targets into measurable operating metrics (pipeline coverage, stage conversion, velocity, win rate, cycle length, ACV, attainment).
Build and maintain analytics directly in CRM (dashboards, funnel reporting, cohort analyses) and ensure the business uses them weekly.
Establish data quality SLAs: required‑field compliance, stage hygiene, source attribution, and audit routines.
Sales Process Design & Tooling
Design and implement scalable sales processes: inbound/outbound lead management, discovery, qualification, MEDDICC/BANT alignment, routing, SLAs, and stage exit criteria.
Implement and operationalize tools like Gong (conversation intelligence) and Clay (workflow/enrichment/orchestration) to:
Measure sales conversation effectiveness (talk tracks, objections, competitors, next steps, follow‑up quality).
Improve qualification rigor and speed‑to‑learn via structured call scoring, rep coaching loops, and automated insights.
Enable AI‑assisted lead scoring and prioritization to increase conversion and reduce wasted cycles.
Full‑Funnel Understanding + Conversion Rate Optimization
Own the end‑to‑end view of the commercial funnel—from brand awareness to post‑sales implementation (implementations/activations, RFPs, proposals, contracts)
Identify friction points and conversion bottlenecks and implement experiments to lift conversion (messaging tests, routing changes, stage criteria, enablement triggers, and automation).
Establish closed‑loop feedback between Sales, Marketing, and Post‑Sales to improve Ideal Customer Profile definition and targeting, campaign effectiveness, sales velocity and reduce churn/implementation friction.
Revenue Governance: Deal Desk, Approvals & Controls
Lead deal desk operations, ensuring pricing, discounting, and contractual terms align with company policies.
Implement processes for:
Change requests & change orders
Pricing and discount approvals
Exception management with structured reason codes
Collaborate with Legal and Finance to streamline proposal and contract workflows.
Establish compliance, documentation, and auditability standards.
Change Management in High‑Speed Environments
Collaborate with Learning and Development organization to lead adoption and change management for new tooling/processes:
rollout plans, enablement, role‑based playbooks, office hours
feedback loops and iteration cadence
Create a "builder culture" in Sales Ops: rapid iteration with clear documentation and accountability.
Develop scalable processes that support rapid growth and cross‑functional collaboration.
Experience
8+ years in Sales Operations, Revenue Operations, or GTM Operations within B2B SaaS.
Hands‑on expertise with HubSpot, Salesforce, and experience leading CRM migrations.
Strong ability to build dashboards, analytics, and forecasting models natively within Salesforce.
Experience implementing or managing tools such as Gong, Clay, and AI‑based scoring or insights systems.
Demonstrated excellence designing sales processes and improving funnel conversions.
Proven track record running a deal desk and driving revenue governance.
Deep understanding of full GTM funnel dynamics across marketing, sales, and post‑sales.
Experience in high‑growth, rapidly scaling environments.
SQL/python data manipulation skills.
Salary Base $160,000 – $180,000
Benefits Healthcare: Medical, dental, vision coverage for you and dependents plus on‑demand concierge. HSA/FSA: Pre‑tax savings options with employer contribution to HSA (if enrolled in a high‑deductible plan). Disability & Life: 100% paid short‑ and long‑term disability, life and AD&D. Time Off: Flexible vacation policy. Parental Leave: 12 weeks paid leave after 6 months. Remote: Option for remote work; in‑office encouraged if nearby. Home Office: Equipment shipping for home workspace. 401(k): Tax‑advantaged savings with company match.
Equal Employment Opportunity Impiricus provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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Department Commercial Operations Reports to: VP of Commercial Operations
Why This Role Exists Impiricus is scaling an AI‑powered, ethical HCP engagement platform. This role owns the operating system for revenue, building and leading the processes, data, tooling, and change management that enable Marketing → Sales → Post‑Sales to move faster with higher conversion and better forecast accuracy.
What You’ll Own
Revenue Systems Ownership: HubSpot ↔ Salesforce + Migration Leadership
Ensure CRM infrastructure aligns with sales processes, forecasting needs, and cross‑functional workflows (marketing, customer success, implementations, finance, etc.)
Own end‑to‑end CRM architecture and governance (HubSpot and Salesforce preferred)
Has led a migration including creating a structured roadmap to migrate from HubSpot to Salesforce (phased cutover, data integrity, user adoption, and reporting continuity).
Lead integration design (lifecycle stages, lead/contact/account/opportunity mapping, activity sync, and data flow rules)
Create/maintain CRM hygiene for pipeline stages, definitions, roles/permissions, and required fields to improve forecasting and conversion analysis and maintain compliance
Targets, Forecasting, and Analytics Inside the Tools
Translate sales targets into measurable operating metrics (pipeline coverage, stage conversion, velocity, win rate, cycle length, ACV, attainment).
Build and maintain analytics directly in CRM (dashboards, funnel reporting, cohort analyses) and ensure the business uses them weekly.
Establish data quality SLAs: required‑field compliance, stage hygiene, source attribution, and audit routines.
Sales Process Design & Tooling
Design and implement scalable sales processes: inbound/outbound lead management, discovery, qualification, MEDDICC/BANT alignment, routing, SLAs, and stage exit criteria.
Implement and operationalize tools like Gong (conversation intelligence) and Clay (workflow/enrichment/orchestration) to:
Measure sales conversation effectiveness (talk tracks, objections, competitors, next steps, follow‑up quality).
Improve qualification rigor and speed‑to‑learn via structured call scoring, rep coaching loops, and automated insights.
Enable AI‑assisted lead scoring and prioritization to increase conversion and reduce wasted cycles.
Full‑Funnel Understanding + Conversion Rate Optimization
Own the end‑to‑end view of the commercial funnel—from brand awareness to post‑sales implementation (implementations/activations, RFPs, proposals, contracts)
Identify friction points and conversion bottlenecks and implement experiments to lift conversion (messaging tests, routing changes, stage criteria, enablement triggers, and automation).
Establish closed‑loop feedback between Sales, Marketing, and Post‑Sales to improve Ideal Customer Profile definition and targeting, campaign effectiveness, sales velocity and reduce churn/implementation friction.
Revenue Governance: Deal Desk, Approvals & Controls
Lead deal desk operations, ensuring pricing, discounting, and contractual terms align with company policies.
Implement processes for:
Change requests & change orders
Pricing and discount approvals
Exception management with structured reason codes
Collaborate with Legal and Finance to streamline proposal and contract workflows.
Establish compliance, documentation, and auditability standards.
Change Management in High‑Speed Environments
Collaborate with Learning and Development organization to lead adoption and change management for new tooling/processes:
rollout plans, enablement, role‑based playbooks, office hours
feedback loops and iteration cadence
Create a "builder culture" in Sales Ops: rapid iteration with clear documentation and accountability.
Develop scalable processes that support rapid growth and cross‑functional collaboration.
Experience
8+ years in Sales Operations, Revenue Operations, or GTM Operations within B2B SaaS.
Hands‑on expertise with HubSpot, Salesforce, and experience leading CRM migrations.
Strong ability to build dashboards, analytics, and forecasting models natively within Salesforce.
Experience implementing or managing tools such as Gong, Clay, and AI‑based scoring or insights systems.
Demonstrated excellence designing sales processes and improving funnel conversions.
Proven track record running a deal desk and driving revenue governance.
Deep understanding of full GTM funnel dynamics across marketing, sales, and post‑sales.
Experience in high‑growth, rapidly scaling environments.
SQL/python data manipulation skills.
Salary Base $160,000 – $180,000
Benefits Healthcare: Medical, dental, vision coverage for you and dependents plus on‑demand concierge. HSA/FSA: Pre‑tax savings options with employer contribution to HSA (if enrolled in a high‑deductible plan). Disability & Life: 100% paid short‑ and long‑term disability, life and AD&D. Time Off: Flexible vacation policy. Parental Leave: 12 weeks paid leave after 6 months. Remote: Option for remote work; in‑office encouraged if nearby. Home Office: Equipment shipping for home workspace. 401(k): Tax‑advantaged savings with company match.
Equal Employment Opportunity Impiricus provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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