The Senior Director of Sales Operations will be responsible for planning, directing, coordinating, and overseeing operations activities in the organization. This person will work with the executive management to determine business goals and initiatives, develop growth strategies, and make data-driven decisions to improve operational efficiency across the business. This person will provide strategic direction and strong leadership to the Revenue and Operations Teams. This position reports to the co-CEO.

About Tendo

Make an impact—join our team!

We’re a fast-growing, mission-driven company building a culture that enables teams and individuals to thrive. Our team-driven culture and rapid growth have earned us recognition as one of Forbes’ Top Startup Employers for both 2024 and 2025. Led by an experienced and proven team, we live by our values and are always on the hunt for motivated people with diverse experiences and backgrounds to help us improve the care journey for patients, clinicians, and caregivers by creating software that provides seamless, intuitive, and user-friendly experiences.

If you like working with innovative technologies and want to be part of a growing team that will help transform the healthcare experience, we encourage you to apply today!

Job Location

Tendo has hubs in San Francisco, CA; San Diego, CA; Salt Lake City, UT; Chicago, IL; Nashville, TN; and Philadelphia, PA. Candidates may be located in any one of our hub locations. The ideal location for this role would be in the greater Philadelphia area.

Responsibilities

Company Performance: You are a trusted advisor to the leadership team and operators alike. By combining your deep understanding of the business with a strong technical and operational skillset, you’ll help make the necessary connections across the company to drive performance.
Provide operations guidance for the company, working with the executive team and management teams on various projects in support of strategic initiatives.
Monitor financial and operational metrics to measure the achievement of objectives.
Lead the preparation of detailed financial forecasts and quantitative/qualitative analysis.
Execute operating plans and tactics to attain short and long-term financial and mission-critical operational goals.
Identify, develop, recommend, and implement procedures and plans necessary for growth and improvements across the organization.
Revenue Operations: You live in the details. You’ll be highly aligned with revenue teams, helping to answer both “where do we go” and “how do we get there” for teams across sales departments, while supporting alignment with the rest of the business.
Support creation of sales targets, territories, compensation plans, and KPIs.
Own the company’s forecasting processes.
Own the company’s weekly, monthly, and quarterly meeting cadences and metrics reporting.
Deliver weekly readouts on Pipe, Leads, Deal Progression, and Closed ACV.
Reconcile pipeline, forecasts, and billings with the finance team.
Administer incentive programs and calculations.
Lead internal meeting cadences to support accurate deal information and forecasting, including pipeline management and territory reviews.
Develop and track key performance indicators that support the health and progress of the sales pipeline.
Develop regular reports for senior management, highlighting key performance metrics.
Collaborate with sales leadership to develop accurate sales forecasts and plans.
Align planning, forecasting, and budgeting initiatives with business objectives.
Monitor performance against forecasts and implement adjustments as needed.
Partner with Salesforce Admin to manage and ensure the seamless integration and functionality of sales technologies, CRM systems, and other tools.
Utilize data analytics to provide insights into sales performance, trends, and opportunities.
Conduct market analyses to identify growth opportunities with the head of sales.
Analyze and optimize end-to-end sales processes for improved efficiency and effectiveness.
Implement best practices and workflows to streamline the sales lifecycle.
Develop and support customer and prospect value engineering models.
Support the creation of market sizing and analysis for existing and new potential market segments.
Provide strategic direction and oversight for tooling and capabilities.
Business Intelligence: You speak data and recognize the bedrock importance it plays in any successful strategy. You’ll become the go-to for the company for insights into performance and how to enable teams with the correct information. Analyze, develop, and maintain key data pipelines for strategic and operational needs.
Develop a deep understanding of key data sources and limitations, including the ability to analyze complex SQL queries and no-code data flows.
Build and maintain dashboards to support operational needs across the business.
Own ad hoc analysis needed to support field operations.
Span of Control: This is a player-coach role that reports to the co-CEO.
Performance Metrics: This role will be responsible for meeting or exceeding the following key performance indicators that align with our corporate goals.
Increase Sales Throughput in all Markets.
Drive ACV through excellence in Sales Operations and Sales Standardization.
Increase Deal Turnaround Time.
Decrease Deal Pushes.
Increase Seller Productivity.

Requirements

Proven ability to set overall sales operations strategy and drive process improvement.
Track record in managing and optimizing sales processes through data-driven insights.
Bachelor's degree (or equivalent experience) in Business Administration, Communications, Economics, Finance, or related field.
Minimum of 3 years of experience in sales operations or commercial-related roles.
Experience in a SaaS or digital health company.
Experience in a start-up environment.
Strong management and leadership skills.
Strong analytical skills with a focus on data-driven decision-making.
Ability to work with senior-level stakeholders across multiple teams.
Analytical problem-solving skills with attention to detail.
Excellent interpersonal skills and the ability to influence stakeholders.
Excellent communication, presentation, and data analysis (Excel, SQL preferred) skills.
High attention to detail and strong organizational skills.
Must contribute to a culture that values patient privacy by complying with HIPAA and other regulations, completing company privacy training, and proactively reporting any opportunities to better protect data privacy.

Nice to Have

Familiarity with value-based care, payer-provider dynamics, or healthcare SaaS products.

Base Salary Range

$153,000-$207,000

This salary range is offered with the understanding that final compensation is based on a number of factors including geography and experience. Tendo also offers an equity package, annual bonuses, and benefits.

Benefits

For full time employees, Tendo also offers full health benefits (medical, dental, and vision), flexible spending and health savings accounts, company paid life insurance, company paid short-term and long-term disability, company equity, voluntary benefits, 401(k), company paid holidays, flexible time off, and an employee wellness program (“Breathe”).

Tendo is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.

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