Senior Manager, Sales Operations

Role Summary

The Senior Manager, Sales Operations will play a critical role in supporting the ongoing commercial success of our therapy for pediatric low-grade glioma. This individual will serve as a key partner to the field organization, driving performance insights, enabling data-driven decision-making, and optimizing sales execution in a highly specialized rare-disease oncology environment. This position has the potential to be fully remote although SF Bay area with ability to be in home office 2 days/week a plus. Occasional travel will be required for in person meetings.

Responsibilities

• Develop, automate, and maintain dashboards and reporting Applications for field sales leadership and field teams.
• Provide actionable insights on field performance, geographic trends, physician and account level analytics, and patient enrollment dynamics.
• Provide regular leadership updates in sales performance and IC rankings
• Partner with field advisory teams to evaluate and enhance reporting deliverables.

• Partner with Commercial Operations and Sales Leadership to support patient identification strategies using claims data, EMR data, specialty pharmacy data, and other rare-disease data assets.
• Create territory-level patient opportunity assessments and support field deployment of targeting tools.

• Design, manage, and administer incentive compensation plans and contests for field teams, ensuring fairness, motivation, and alignment with strategic objectives.
• Partner with Field Advisory teams to develop and create advocacy with IC plans.
• Model IC scenarios, process quarterly IC validation, manage payouts, and ensure compliance with policies and legal guidelines.
• Partner closely with IC Steering Committee to ensure alignment on plan performance and communication.

• Generate insights at the healthcare provider (HCP), institution, and network level to guide targeting, segmentation, pull-through and account planning.
• Translate complex data trends into actionable recommendations for field leadership.
• Monitor customer behavior, adoption patterns, and market dynamics.

• Serve as commercial business owner for the CRM (e.g., Veeva), ensuring field usability, data integrity, and continuous enhancement.
• Translate field requirements into CRM configurations, workflows, and reporting improvements.
• Train, support, and develop CRM best practices across the field team.

• Collaborate closely with Sales, Marketing, Market Access, Data Management and IT teams to align operational processes and data strategy.
• Serve as a thought partner to sales leadership on execution strategy, performance diagnostics, and field enablement.
• Support launch readiness activities, process buildout, and ongoing commercial evolution.

Qualifications

• Required: Bachelor’s degree in Business, Analytics, Life Sciences, or related field; advanced degree a plus.
• Required: 5–7+ years of experience in pharmaceutical/biotech Sales Operations and/or Commercial Analytics.
• Required: Strong analytical and quantitative skills with proficiency in Excel, BI tools (DOMO, Tableau, Power BI, Qlik, etc.), and CRM systems (Veeva preferred).
• Required: Experience supporting field sales teams and collaborating directly with field leadership.
• Required: Demonstrated ability to synthesize complex data into clear insights and recommendations.
• Required: Solid understanding of U.S. pharmaceutical data sets (e.g., claims, specialty pharmacy, HUB, distribution).
• Required: Strong project management, communication, and stakeholder engagement skills.
• Preferred: Experience in rare disease, oncology, or small-volume/high-complexity product environments.
• Preferred: Comfortable working in a fast-paced, build-as-you-go environment associated with emerging biotech.
• Preferred: Familiarity with patient-finding methodologies and advanced targeting analytics.
• Preferred: Prior experience managing or administering incentive compensation programs.

Skills

• Curious and strategic thinker with strong attention to detail.
• Highly collaborative and comfortable engaging with senior leadership and field stakeholders.
• Self-starter who thrives in ambiguity and can build processes from the ground up.
• Exceptional communication skills—able to translate data into compelling, actionable stories.

Education

• Bachelor’s degree in Business, Analytics, Life Sciences, or related field; advanced degree a plus.

Additional Requirements

• Travel: Occasional travel will be required for in-person meetings.