Vice President Sales Operations

Role Overview

Define and lead the multi-year Sales Operations strategy, operating model, capability roadmap, and service delivery approach for the Spend Management Business Unit. Build, lead, and develop a high-performing team to assess demand, prioritize investments, and align skills and capacity to the highest-impact business priorities.

What You Will Do

Serve as a strategic advisor to senior leaders on sales execution, performance trends, operational risks, and capability gaps. Partner with leaders across acute and non-acute markets to understand differences in clients, sales motions, account management needs, processes, and resource requirements.

Why It Might Be a Fit

The ideal candidate will have experience in sales operations strategy and organizational leadership, with a strong ability to build and lead high-performing teams, and a passion for driving commercial governance and deal enablement.

Requirements

• Define and lead the multi-year Sales Operations strategy
• Build, lead, and develop a high-performing team
• Serve as a strategic advisor to senior leaders
• Partner with leaders across acute and non-acute markets
• Design common standards for sales and account management enablement
• Create transparent methods for prioritizing requests and allocating capacity
• Own and continuously improve the Spend Management sales operating framework
• Document standard work, roles, handoffs, approval paths, and escalation points
• Establish service measures and continuous-improvement practices
• Lead business-unit adoption, training, user support, and process discipline for UCP and related sales technology
• Own business-unit accountability for data accuracy, contact management, opportunity definitions, pipeline hygiene, and adherence to enterprise standards
• Deliver trusted, business-unit-specific analytics and dashboards
• Partner with Finance, Legal, Revenue Operations, category leaders, and commercial stakeholders to define clear workflows for pricing, packaging, eligibility, approvals, contracting, and complex deals
• Create decision frameworks, guardrails, intake criteria, and escalation paths
• Improve support for proposals, requests for proposal, presentations, deal modeling, and implementation handoffs
• Partner with Marketing, Commercial Learning, category teams, solution architects, and sales leaders to translate new offerings into executable field plans
• Ensure launch plans address segmentation, targeting, market eligibility, positioning, packaging, materials, training, lead generation, adoption, and ongoing reinforcement
• Create feedback loops that convert field and client insights into continuous improvements in offerings, processes, enablement, and adoption
• Build alignment among Spend Management sales, account management, enterprise Revenue Operations, Marketing, Commercial Learning, Finance, Legal, Product, category, analytics, and delivery partners
• Represent Spend Management in enterprise sales and revenue operations forums
• Identify risks, dependencies, and decisions requiring executive attention, clarify accountability, and drive cross-functional follow-through across a complex matrix

Benefits

• Comprehensive benefits plan
• Incentive eligible

Tagged as: Clari, Pipeline Management