Senior Sales Operations Manager

About this role

About Definitive Healthcare :

At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact.

Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011.

We’re also a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.

We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

About the Role

Definitive Healthcare empowers organizations across the healthcare ecosystem with intelligence that drives better decisions. As our Senior Sales Operations Manager, you’ll play a central role in ensuring our go‑to‑market teams operate with the same level of clarity and precision we deliver to our customers. You’ll lead the strategy, systems, and insights that enable our sales organization to scale effectively, execute with discipline, and deliver exceptional value.

This is a strategic role for someone who excels at turning data into direction, building scalable processes, and guiding teams through growth and change.

What You'll Do

Lead Sales Strategy & Planning

• Own the development of forecasting models, territory design, and quota methodologies that support our long‑term growth.

• Partner closely with Sales Leadership to evaluate performance trends, segment opportunities, and shape strategic decisions.

• Drive annual and quarterly planning cycles with clear, data‑backed recommendations that align teams and resources.

Build and Optimize Scalable Sales Processes

• Architect end‑to‑end sales processes that support consistency, efficiency, and operational rigor across the organization.

• Identify friction points in the sales cycle and implement improvements that accelerate deal velocity and enhance the customer experience.

• Ensure process documentation, playbooks, and enablement materials are current, accessible, and aligned with best practices.

Own Systems & Tools Excellence

• Serve as the strategic owner of Salesforce and the broader sales tech stack, ensuring systems are optimized for scale, usability, and data integrity.

• Partner with RevOps, IT, and Enablement to drive system enhancements, integrations, and adoption initiatives.

• Champion data governance and operational discipline across the GTM organization.

Deliver High‑Impact Reporting & Insights

• Build and maintain dashboards that provide visibility into pipeline health, performance metrics, and key KPIs.

• Translate complex data into clear, actionable insights for Sales, Marketing, Finance, and Executive Leadership.

• Establish reporting standards that support transparency, alignment, and confident decision‑making.

Drive Cross‑Functional Alignment

• Collaborate closely with Marketing, Customer Success, Finance, and Product to ensure seamless execution across the customer lifecycle.

• Support go‑to‑market initiatives—including new product launches, pricing changes, and market expansion—with operational readiness and performance tracking.

• Act as a trusted advisor to senior leadership, offering clarity, structure, and strategic perspective in a dynamic environment.

What You'll Bring

• Proven experience mapping sales or customer journeys and designing scalable, end‑to‑end processes that improve efficiency and clarity.

• Strong analytical skills with hands‑on experience building dashboards, interpreting sales performance data, and driving insights that influence strategy.

• Deep proficiency with CRM and GTM systems, especially Salesforce, and familiarity with adjacent tools such as Zendesk, Intercom, Pendo, Gainsight, or similar platforms.

• Demonstrated ability to lead cross‑functional initiatives and manage stakeholders across Sales, Marketing, Customer Success, Finance, and Product.

• Track record of owning complex projects from concept through implementation, delivering measurable operational improvements.

• Excellent communication skills with the ability to translate data, processes, and technical concepts into clear, actionable guidance for diverse audiences.

Preferred Qualifications

• Experience implementing automation, routing logic, or workflow optimization within sales or revenue operations.

• Familiarity with customer feedback systems, closed‑loop processes, and how they inform GTM strategy.

• Working knowledge of SQL or BI tools such as Sigma, Tableau, or Power BI.

• Background in a high‑growth SaaS, data‑driven, or service‑oriented environment where processes and systems evolve rapidly.

• Experience supporting or partnering with Customer Success or CX teams to align sales and post‑sale motions.

What Success Looks Like

• Streamlined, well‑documented sales processes that reduce friction, improve execution, and support a consistent customer journey from first touch through renewal.

• Improved sales performance metrics, including forecast accuracy, pipeline visibility, sales efficiency, and adherence to SLAs.

• A reliable, data‑driven feedback loop that informs product, process, and operational improvements across the GTM organization.

• Strong cross‑functional alignment, with Sales, Marketing, Customer Success, and Product operating from shared insights, shared systems, and shared goals.

• Highly enabled sales teams equipped with the tools, training, and insights they need to perform at a high level.

• Scalable, w

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