[Hiring] Director, Head of Sales Operations @Phreesia

Role Description

Phreesia Network Solutions partners with pharmaceutical manufacturers, biotech companies, media agencies, and other life sciences organizations to activate patients and engage providers with personalized, privacy-safe communications at the moments that matter most in care. As Director, Head of Sales Operations, you will own and modernize the commercial engine, ensuring accurate forecasts, clean pipeline data, well-designed territories and quotas, and efficient sales processes.

You will scale the commercial operation with AI at its backbone, embedding AI-driven forecasting, insights, and automation across the sales workflow. Reporting to the SVP, Finance & Commercial Operations, you will lead an established Sales Operations team and own the systems, analytics, and planning disciplines that allow the PNS sales organization to scale efficiently.

What You’ll Spend Your Time Doing

• Lead sales planning and go-to-market design:
  • Annual and quarterly sales planning across territory, capacity, quota, and compensation planning.
  • Design balanced territories and account segmentation.
  • Model headcount needs and set quotas tied to forecast targets.
  • Partner with Finance and People teams on compensation plans.
  • Support go-to-market planning for new offerings.
• Own forecasting and pipeline management:
  • Deliver accurate, defensible revenue forecasts.
  • Establish pipeline hygiene standards and inspection rhythms.
  • Run weekly pipeline and forecast reviews with Sales leadership.
  • Partner with Finance on bookings-to-revenue reconciliation.
• Turn commercial data into actionable insights:
  • Build and maintain the reporting suite for the business.
  • Deliver insights that shape strategy.
  • Define and govern a single source of truth for commercial data.
• Scale systems, tools, and AI capabilities:
  • Own the sales technology stack, including Salesforce.
  • Define and execute an AI roadmap for the commercial organization.
  • Drive CRM adoption and data quality.
  • Evaluate emerging AI tooling.
• Improve deal support and commercial processes:
  • Run deal desk functions, including pricing governance and proposal support.
  • Identify and remove friction across the quote-to-cash process.
• Scale sales best practices:
  • Identify effective outreach cadences and deal motions.
  • Partner closely with Sales Enablement and Training.
• Lead and develop the Sales Operations team:
  • Lead, develop, and mentor the Sales Operations team.
  • Serve as a trusted operating partner to senior leadership.

Qualifications

• Deep, hands-on expertise with Salesforce, including administration and reporting.
• Ownership of forecasting, territory and quota planning, and sales compensation design.
• Experience in media, advertising, point-of-care marketing, life sciences, or healthcare technology.
• Strong analytical toolkit, including hands-on use of AI tools.
• Proficient with Excel or Google Sheets; experience with SQL and Power BI preferred.
• Ability to turn complex data into a clear narrative for executives.
• Track record of scaling a commercial function with AI and automation.
• Excellent cross-functional collaboration and communication skills.

Requirements

• Bachelor’s degree required.
• 10+ years of experience in sales operations, revenue operations, or commercial strategy.
• 3+ years leading the function or a significant portion of it.
• Prior people management experience.

Benefits

• 100% Remote work + home office expense reimbursements.
• Competitive compensation.
• Flexible PTO + 8 company holidays.
• Monthly reimbursement for cell phone + internet + wellness.
• 100% Paid 12-week parental leave for U.S. employees.
• Variety of insurance coverage for people (and pets!).
• Continuing education and professional certification reimbursement.
• Opportunity to join an Employee Resource Group.