Description

About Norstella:

Norstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life-saving therapies. Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle — from pipeline to patient. Our mission is simple: to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives.

Norstella unites market-leading brands - Citeline, Evaluate, MMIT, Panalgo, Skipta and The Dedham Group and delivers must-have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision-making. We help our clients:

Accelerate the drug development cycle
Assess competition and bring the right drugs to market
Make data driven commercial and financial decisions
Match and recruit patients for clinical trials
Identify and address barriers to therapies

Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella’s investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs.

Job Description:

Norstella's Field Operations team serves as the operational backbone for the Market Access and HEOR commercial organization. We are seeking a high-caliber Sales Operations Manager to support the execution and continuous improvement of commercial operations across our Market Access and HEOR businesses and be the second in command to the Director of Field Operations — owning complex operational workstreams end-to-end, translating business needs into executable plans, and driving consistency and clarity across our go-to-market functions.
This role partners closely with the Director of Field Operations and cross-functional commercial teams to deliver operational excellence across sales processes, forecasting, CRM operations, reporting, territory management, and incentive administration. The successful candidate will be a proactive problem solver who can translate business needs into scalable operational solutions while ensuring accuracy, consistency, and timely execution.
You will work directly with senior stakeholders across our different businesses such as RWD/Panalgo, MMIT, and HEOR - gathering requirements, solving problems, and delivering critical insights to our leadership team, enabling and impacting the revenues directly.
The ideal candidate combines strong analytical capabilities with excellent stakeholder management skills and is comfortable leveraging AI tools such as ChatGPT, Claude, or similar platforms to improve productivity, analysis, and overall work quality.

Qualifications:

10+ years of experience in Sales Operations, Commercial Operations, Revenue Operations, Business Operations, or related analytical functions.
Strong operational instincts — you can take a messy, ambiguous business problem and structure it into a clear presentable plan
Demonstrated experience working directly with business stakeholders to gather requirements and drive execution independently
Comfort operating in a highly matrixed, fast-moving organization without constant direction or oversight
Advanced Proficiency in Salesforce — you understand CRM data structures, reporting, and how they connect to commercial processes. Advanced Salesforce reporting and dashboarding skills.
Advanced Microsoft Excel skills, including Pivot Tables, XLOOKUP, Power Query, and data analysis. Strong PowerPoint and Presentation skills — Synthesize complex information into clean, executive-ready decks
Strong AI fluency — active user of AI tools (Claude, ChatGPT, or similar) to accelerate research, analysis, and output quality
Intellectual curiosity about how SaaS businesses scale — you want to understand the 'why' behind sales models, GTM strategy, and revenue operations
Excellent written and verbal communication skills in English

Preferred:

Relevant experience in Commercial Operations, Sales Operations, or Revenue Operations within SaaS, healthcare, life sciences, or pharmaceutical organizations.
Knowledge of Market Access, HEOR, Real World Data, or healthcare commercial models.
Experience with sales compensation platforms such as Xactly.
Exposure to ERP or contract management platforms such as NetSuite or Ironclad.
Experience with BI tools such as Power BI or Tableau.
Bachelor's degree in Business, Finance, Operations, Analytics, or a related discipline.

Responsibilities:

Serve as a strategic operational partner to the Field Operations Director and senior commercial leaders across Market Access and HEOR Business Units.
Collaborate with Sales, Commercial Leadership, Finance, Compensation, Marketing, and other cross-functional teams to support key operational processes.
Gather business requirements and translate them into practical operational solutions and process improvements. Own end to end implementation of the solutions; working closely with cross-functional stakeholders.
Proactively surface operational gaps and own the path to resolution without waiting for direction.
Maintain accurate, action-oriented reporting for performance metrics. Includes Salesforce reporting, data integrity, and opportunity management workflows; enforce CRM hygiene and support adoption of new features and processes. Maintain and evolve forecasting across commercial leaders.
Partner closely with the commission team to ensure accurate eligibility tracking, clawback logic, quota assignment, and exception workflows; maintain SOPs and cross-functional alignment with necessary teams.
Support GTM planning across territory design, segmentation, and account structuring.
Prepare executive-ready materials — decks, business cases, pre-reads — that translate operational insight into clear recommendations for senior leadership.

Who Thrives In This Role:

You are a go getter, thrives working as an individual contributor and while working in a cross-functional team setting. You take the challenges head on, even while working with CXO level stakeholders, enjoys dealing with ambiguity and takes pride while solving challenging problems and creating a lasting impact.
You enjoy improving how commercial organizations operate and finding practical solutions to complex operational challenges. You are naturally organized, detail-oriented, and comfortable working across multiple teams to deliver results.
You combine analytical thinking with a collaborative approach, communicate effectively with stakeholders, and continuously look for opportunities to simplify processes and improve business performance. You are curious, adaptable, and embrace new technologies—including AI—to increase efficiency and deliver higher-quality outcomes.

Our Guiding Principles for success at Norstella:

Bold, Passionate, Mission-First.
Integrity, Truth, Reality.
Kindness, Empathy, Grace.
Resilience, Mettle, Perseverance.
Humility, Gratitude, Learning.

Benefits:

Health Insurance
Provident Fund
Reimbursement of Certification Expenses
Gratuity
24x7 Health Desk

Norstella is an equal opportunities employer and does not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, color, nationality, ethnic or national origin, religion or belief, disability or age. Our ethos is to respect and value people’s differences, to help everyone achieve more at work as well as in their personal lives so that they feel proud of the part they play in our success. We believe that all decisions about people at work should be based on the individual’s abilities, skills, performance and behavior and our business requirements. Norstella operates a zero tolerance policy to any form of discrimination, abuse or harassment.

Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.

All legitimate roles with Norstella will be posted on Norstella’s job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address: ApplicationHelp@norstella.com.

Norstella

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