Senior Sales Operations Manager

Job description

Role summary Included Health is looking for a Senior Sales Operations Manager to help scale our Sales organization. This person will be an experienced operator who improves how we run the business day to day and how we make decisions over time. They will partner closely with Sales leadership and cross-functional stakeholders to strengthen pipeline management, forecasting, territory and quota execution, process design, reporting, and operational rigor. This role is ideal for a builder who is deeply fluent in Salesforce and other modern B2B go-to-market technologies (e.g. ZoomInfo, Gong, Hubspot, etc.), highly analytical, and energized by the challenge of turning complex operational friction into smooth, scalable growth. What you will do Partner with Sales leaders to improve operating cadence across pipeline reviews, forecast management, territory planning, and performance tracking Own and optimize core sales processes, including opportunity management, stage definitions, inspection workflows, pipeline hygiene, and key handoffs across teams Build and maintain trusted reporting and dashboards that help leaders understand pipeline health, conversion, bookings performance, and risk areas Translate business questions into clear analyses and actionable recommendations for Sales leadership Identify gaps in process, data quality, and system design, then drive practical solutions that improve visibility and execution Support quota, coverage, and territory planning processes in partnership with Growth, Finance, and leadership stakeholders Improve Salesforce data quality and process consistency to ensure reporting is credible, scalable, and useful Partner cross-functionally with Marketing, Client Success, Finance, Analytics, and Enablement to improve upstream and downstream go-to-market workflows Drive adoption of new tools, workflows, and operating expectations through documentation, training, and change management Help evaluate and operationalize AI and automation use cases that improve seller productivity and management visibility What we are looking for 5+ years of experience in Sales Operations, Revenue Operations, Growth Operations, or a related go-to-market operations role; mid-level candidates are welcome, with senior-level experience preferred Strong experience supporting B2B sales organizations with pipeline management, forecasting, sales process design, quota & territory planning, and operational rigor Strong Salesforce background, including reporting, dashboards, workflow/process design, and data quality management Strong data analytics capability with the ability to turn messy data into clear insights, recommendations, and executive-ready reporting Deep fluency in operating a GTM tech stack (e.g., Salesforce, Gong, HubSpot, Glean, AI tooling) and the ability to architect strategic system improvements. Experience identifying opportunities for process automation and improvement, then driving those changes through implementation Strong executive communication skills and presence; able to synthesize issues clearly and influence leaders through data and sound judgment High-agency, ownership-oriented operator who works independently, follows through, and gets things done Comfort operating in ambiguity with strong attention to detail and a bias toward action Nice to have Experience with BI and analytics tools such as Tableau, Looker, etc. Experience working in healthcare, benefits, navigation, or other complex services environments Experience supporting AI readiness, workflow automation, or sales productivity tooling Comfort with or willingness to learn SQL The base salary range for this full-time position is $127,660 – $167,112 per year in the United States. This posted range reflects the portion of our internal salary band that is currently funded for new hires in this role across our standard labor markets (Zones A–C). For context, these markets include Zone A (e.g., Phoenix AZ, San Antonio TX, Columbus OH, Charlotte NC), Zone B (e.g., Chicago IL, Denver CO, San Diego CA, Houston TX), and Zone C (e.g., Los Angeles CA, Seattle WA, Washington, D.C., Boston MA). At this time, we are not budgeting for hires in higher-cost Zone D markets (e.g., San Francisco Bay Area CA, New York City NY, San Jose CA) for this role. Within this range, individual pay is determined by work location, skills, experience, and internal equity. We use structured salary bands and geographic zones based on cost of labor to keep pay fair and consistent. Benefits & Perks: In addition to receiving a great compensation package, the compensation package may include, depending on the role, the following and more: Bonus Equity Remote-first culture 401(k) savings plan through Fidelity Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance) Paid Time Off ("PTO") and Discretionary Time Off (“DTO") 12 weeks of 100% Paid Parental leave Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies. Work-From-Home reimbursement to support team collaboration home office work Your recruiter will share more about the salary range and benefits package for your role during the hiring process. About Included Health Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com. ----- Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants with arrest or conviction records in accordance with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance, and California law. Role summary Included Health is looking for a Senior Sales Operations Manager to help scale our Sales organization. This person will be an experienced operator who improves how we run the business day to day and how we make decisions over time. They will partner closely with Sales leadership and cross-functional stakeholders to strengthen pipeline management, forecasting, territory and quota execution, process design, reporting, and operational rigor. This role is ideal for a builder who is deeply fluent in Salesforce and other modern B2B go-to-market technologies (e.g. ZoomInfo, Gong, Hubspot, etc.), highly analytical, and energized by the challenge of turning complex operational friction into smooth, scalable growth. What you will do Partner with Sales leaders to improve operating cadence across pipeline reviews, forecast management, territory planning, and performance tracking Own and optimize core sales processes, including opportunity management, stage definitions, inspection workflows, pipeline hygiene, and key handoffs across teams Build and maintain trusted reporting and dashboards that help leaders understand pipeline health, conversion, bookings performance, and risk areas Translate business questions into clear analyses and actionable recommendations for Sales leadership Identify gaps in process, data quality, and system design, then drive practical solutions that improve visibility and execution Support quota, coverage, and territory planning processes in partnership with Growth, Finance, and leadership stakeholders Improve Salesforce data quality and process consistency to ensure reporting is credible, scalable, and useful Partner cross-functionally with Marketing, Client Success, Finance, Analytics, and Enablement to improve upstream and downstream go-to-market workflows Drive adoption of new tools, workflows, and operating expectations through documentation, training, and change management Help evaluate and operationalize AI and automation use cases that improve seller productivity and management visibility What we are looking for 5+ years of experience in Sales Operations, Revenue Operations, Growth Operations, or a related go-to-market operations role; mid-level candidates are welcome, with senior-level experience preferred Strong experience supporting B2B sales organizations with pipeline management, forecasting, sales process design, quota & territory planning, and operational rigor Strong Salesforce background, including reporting, dashboards, workflow/process design, and data quality management Strong data analytics capability with the ability to turn messy data into clear insights, recommendations, and executive-ready reporting Deep fluency in operating a GTM tech stack (e.g., Salesforce, Gong, HubSpot, Glean, AI tooling) and the ability to architect strategic system improvements. Experience identifying opportunities for process automation and improvement, then driving those changes through implementation Strong executive communication skills and presence; able to synthesize issues clearly and influence leaders through data and sound judgment High-agency, ownership-oriented operator who works independently, follows through, and gets things done Comfort operating in ambiguity with strong attention to detail and a bias toward action Nice to have Experience with BI and analytics tools such as Tableau, Looker, etc. Experience working in healthcare, benefits, navigation, or other complex services environments Experience supporting AI readiness, workflow automation, or sales productivity tooling Comfort with or willingness to learn SQL The base salary range for this full-time position is $127,660 – $167,112 per year in the United States. This posted range reflects the portion of our internal salary band that is currently funded for new hires in this role across our standard labor markets (Zones A–C). For context, these markets include Zone A (e.g., Phoenix AZ, San Antonio TX, Columbus OH, Charlotte NC), Zone B (e.g., Chicago IL, Denver CO, San Diego CA, Houston TX), and Zone C (e.g., Los Angeles CA, Seattle WA, Washington, D.C., Boston MA). At this time, we are not budgeting for hires in higher-cost Zone D markets (e.g., San Francisco Bay Area CA, New York City NY, San Jose CA) for this role. Within this range, individual pay is determined by work location, skills, experience, and internal equity. We use structured salary bands and geographic zones based on cost of labor to keep pay fair and consistent. Benefits & Perks: In addition to receiving a great compensation package, the compensation package may include, depending on the role, the following and more: Bonus Equity Remote-first culture 401(k) savings plan through Fidelity Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance) Paid Time Off ("PTO") and Discretionary Time Off (“DTO") 12 weeks of 100% Paid Parental leave Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies. Work-From-Home reimbursement to support team collaboration home office work Your recruiter will share more about the salary range and benefits package for your role during the hiring process. About Included HealthIncluded Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com. -----Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants with arrest or conviction records in accordance with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance, and California law.