[Hiring] Director of Sales Operations @Aptyx

Role Description

The Director, Global Sales Operations & Commercial 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.

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
• 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
• Executive Leadership

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

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

Requirements

• 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.
• Lead annual, quarterly, and monthly sales planning processes, including territory alignment, account segmentation, quota deployment, customer targeting, and pipeline coverage expectations.
• Establish governance for pipeline stages, forecast cadence, deal reviews, and opportunity qualification standards.
• Develop KPI frameworks and performance metrics that drive accountability across the commercial organization.
• Support the annual operating plan (AOP), strategic planning process, and long-range commercial growth initiatives.
• Identify pipeline risks, revenue gaps, and strategic growth opportunities while supporting leadership decision-making.
• Own the global commercial forecasting process and provide executive-level visibility into pipeline health, revenue outlook, bookings, and demand trends.
• Lead forecasting processes for bookings, revenue, demand visibility, and risk assessment.
• Drive integration of commercial forecasting into the S&OP process to ensure alignment with manufacturing capacity and customer demand.
• Establish pipeline discipline, opportunity progression standards, and stage governance.
• Develop executive dashboards, scorecards, and KPI reporting for senior leadership.
• Present weekly, monthly, and quarterly business reviews to the SVP, Global Sales and executive leadership team.
• Analyze trends to improve sales productivity, conversion rates, customer responsiveness, and margin performance.
• Lead commercial pricing governance and margin optimization strategies across new and existing customer opportunities.
• Partner with Finance, Engineering, Program Management, and Operations to validate technical and commercial assumptions.
• Drive margin discipline, pricing consistency, and profitability improvement initiatives.
• Monitor quote conversion rates, turnaround time, gross margin performance, and commercial fit.
• Support strategic pricing decisions for complex customer programs, long-term agreements, and transfer opportunities.
• Provide leadership for the commercial technology infrastructure that supports sales effectiveness, customer visibility, and data-driven decision-making.
• Ownership of CRM, pipeline tools, quoting systems, dashboards, and reporting infrastructure.
• Ensure strong user adoption, process compliance, and data integrity across the commercial organization.
• Lead CRM governance, workflow design, automation, and reporting structures.
• Partner with IT and business systems teams on integrations, enhancements, and scalable process automation.
• Evaluate and implement tools that improve commercial execution and customer responsiveness.
• Design and standardize scalable commercial workflows that improve speed, accuracy, and customer experience while aligning with operational readiness.
• Optimize lead management, opportunity progression, quote approvals, and customer handoff workflows.
• Ensure seamless transition from opportunity development through contract execution, NPI, validation, and production launch.
• Drive Lean and continuous improvement initiatives within sales operations and quoting processes.
• Ensure commercial commitments align with plant capacity, validation timelines, manufacturing readiness, and customer delivery requirements.
• Support customer experience scorecards, strategic business reviews, and lifecycle performance metrics.
• Lead the development of commercial tools, proposal quality standards, and training initiatives that strengthen sales execution.
• Oversee the creation, positioning, and quality control of customer proposals and quote packages.
• Support customer-facing presentations, technical pitch materials, and value proposition messaging.
• Standardize proposal templates, commercial messaging, and content controls.
• Ensure customer-facing materials accurately reflect Aptyx's technical capabilities and manufacturing solutions.
• Coordinate training and development initiatives for the commercial organization, including systems, processes, and sales enablement tools.
• Provide leadership for commission administration and incentive governance.
• Oversee commission plan administration, tracking, reporting, and reconciliation.
• Partner with Finance and HR to ensure accurate and timely payouts.
• Maintain reporting controls and audit readiness.
• Analyze incentive effectiveness relative to strategic sales objectives and revenue performance.
• Lead, coach, and develop a high-performing sales operations organization capable of supporting global commercial growth.
• Direct leadership of teams supporting CRM, systems, enablement, quoting, and analytics.
• Establish clear performance expectations, KPIs, and accountability measures.
• Build scalable organizational capability and succession readiness.
• Promote Aptyx values, leadership expectations, and cross-functional collaboration.

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.