Director, Sales Operations

Department: Commercial Operations

Reports To: VP of Commercial Operations

Job type: Full Time, Exempt

 

Who We Are

Impiricus is the first and only AI-powered HCP Engagement Engine. Founded by a practicing physician and a senior pharmaceutical executive, Impiricus was created to cut through the noise and put physician care delivery at the forefront. With our unique frontline access to HCPs, their insights, and clinical expertise, we are committed to providing life science companies with innovative channels and AI technology needed to deliver clear, reliable, and evidence-based resources into the hands of HCPs. Guided by a board of trusted physician advisors, we ensure every message leads to better patient care. Welcome to the future of ethical physician and pharma collaboration!

Why this role exists (the “mission”)

Impiricus is scaling an AI-powered, ethical HCP engagement platform for life sciences organizations. This role owns the operating system for revenue: the processes, data, tooling, and change management that enable Marketing → Sales → Post-Sales to move faster with higher conversion and better forecast accuracy—while serving as a hands-on builder who can also lead a team.

What you’ll own (outcomes & responsibilities)

1) 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

2) 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.

3)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.

4) 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.

5) 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.

6) 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
  
  

The base salary range for this role is $160,000 - $180,000

Where you land within the range will reflect your skills, experience, and location, while keeping team parity in mind and leaving room for future growth.

 

Benefits:

Impiricus focuses on taking care of our teammates’ professional and personal growth and well-being.

 Healthcare: Medical, dental, and vision coverage for you and your dependents + on-demand healthcare concierge
 HSA, FSA & DCFSA: Pre-tax savings options for healthcare and dependent care, with monthly employer contributions to HSA (if enrolled in a high-deductible plan)
 Coverage & Protection: 100% paid short- and long-term disability, plus life and AD&D insurance
 Flexible Time Off: Take the time you need with a flexible vacation policy — recharge your batteries your way
 Parental Leave: 12 weeks of paid leave to spend time with your newborn, adopted, or foster child (available after 6 months)
 Your Work, Your Way: If you’re close to an office, we encourage spending some time in-person to collaborate and connect. If not, remote is always an option.
 Home Office Setup: We’ll ship you the gear you need to create a comfortable workspace at home.
 401(k): Save for your future with tax advantages (and company match!)

 

 

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.