Director, Head of Sales Operations

Job Description: Shape the Future of Sales Operations at Phreesia Title: Director, Head of Sales Operations Team: Phreesia Network Solutions Location: Remote EST or CST in Canada or the U.S., with occasional travel required for client meetings, industry events, conferences, and team collaboration. Why This Role Exists 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. Our media programs are sold — and re-sold — every year, which means our commercial engine has to run with precision: accurate forecasts, clean pipeline data, well-designed territories and quotas, and sellers who spend their time selling. As Director, Head of Sales Operations, you will own that engine — and modernize it. You will be the connective tissue between Sales leadership, Finance, Marketing, Client Experience, and Client Solutions — turning strategy into operating cadence, data into decisions, and friction into process. You will scale the commercial operation with AI at its backbone, embedding AI-driven forecasting, insights, and automation across the sales workflow so the team can grow revenue faster than headcount. 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 as we grow across PatientConnect, ProviderConnect, MediFind, and our expanding solution portfolio. What You’ll Spend Your Time Doing Lead sales planning and go-to-market design. You’ll lead annual and quarterly sales planning across territory, capacity, quota, and compensation planning — designing balanced territories and account segmentation, modeling headcount needs, setting quotas tied to forecast targets, and partnering with Finance and People teams on compensation plans that incentivize the right behaviors across new business, renewals, and upsell. You’ll also support go-to-market planning for new offerings, ensuring rules of engagement, coverage, and targets are in place at launch. Own forecasting and pipeline management. You’ll own the forecasting process and cadence, delivering accurate, defensible revenue forecasts across new business, renewals, and expansion for a business built on annually re-sold media programs. You’ll establish pipeline hygiene standards, stage definitions, and inspection rhythms; run weekly pipeline and forecast reviews with Sales leadership; and partner with Finance on bookings-to-revenue reconciliation, campaign delivery pacing, and quarterly business reviews. Turn commercial data into actionable insights. You’ll build and maintain the reporting suite for the business, including pipeline, win/loss, retention and renewal rates, upsell, rep productivity, and brand- and agency-level performance. You’ll deliver insights that shape strategy — identifying where we’re winning, where deals stall, and which therapeutic areas and agency relationships are growing — and present those insights to senior leadership. You’ll also define and govern a single source of truth for commercial data across systems. Scale systems, tools, and AI capabilities. You’ll own the sales technology stack — with Salesforce as the backbone, alongside forecasting, enablement, data enrichment, and workflow tools — including administration, roadmap, integrations, and vendor management. You’ll define and execute an AI roadmap for the commercial organization, deploying AI agents, predictive analytics, and intelligent automation to improve forecast accuracy, surface deal risk and next-best actions, automate non-selling work, and increase seller productivity. You’ll drive CRM adoption and data quality, design workflows that reduce manual effort for sellers and account teams, and ensure the clean, governed data foundation that AI-driven insights depend on. You’ll also evaluate emerging AI tooling with a practical eye — piloting quickly, measuring impact, and scaling what works. Improve deal support and commercial processes. You’ll run deal desk functions, including pricing governance, approval workflows, proposal support, and order processing in partnership with Legal, Finance, and Client Experience. You’ll continuously identify and remove friction across the quote-to-cash process and own rules of engagement across Sales, Client Experience, and Market Development. Scale sales best practices. You’ll identify what’s working across outreach cadences, deal motions, and renewal plays and scale those practices across the team to shorten sales cycles and maximize selling time. You’ll partner closely with Sales Enablement and Training, which is owned separately, to ensure process changes, tooling, and best practices are embedded in onboarding and ongoing coaching. Lead and develop the Sales Operations tea