About PartsSource
PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 U.S. hospitals and 15,000 clinical sites, we empower providers and service organizations to maximize clinical availability for patient care. Our platform digitizes and automates the procurement of parts, services, and training, creating a data-driven, reliable, and efficient digital supply chain for healthcare.
Our team members thrive when they feel ownership, respect, and success. We value collaboration, innovation, and diverse perspectives—fueling our performance, growth, and impact. Together, we’re committed to Ensuring Healthcare is Always On® for our customers, patients, and communities.
About the Job Opportunity
The Vice President, Sales Operations leads the operating engine that enables predictable, scalable sales performance across the Commercial organization. This executive role owns sales planning, forecasting, analytics, systems, and governance—ensuring Sales teams operate with clarity, discipline, and data-driven rigor.
As a strategic partner to Sales leadership and the executive team, you will translate growth strategy into executable operating models that improve pipeline health, forecast accuracy, rep productivity, and deal efficiency. This is a highly visible role with direct impact on revenue execution and organizational scale.
What You’ll Do
Sales Strategy, Planning & Forecasting
- Lead annual and quarterly sales planning across territories, quotas, capacity, headcount, and coverage models.
- Partner with Sales Leadership to design forecasting methodology, pipeline standards, and capacity planning models.
- Own sales operating cadence including pipeline reviews, forecast calls, QBRs, and executive reporting.
- Translate growth strategy into actionable operating plans that support scalable execution.
Sales Analytics & Performance Management
- Define and own sales KPIs, dashboards, and performance reporting across pipelines, bookings, attainment, and velocity.
- Drive forecast accuracy through standardized pipeline inspection, scenario modeling, and risk identification.
- Deliver insights that inform territory optimization, segmentation, account potential, and sales strategy.
- Manage incentive compensation, analytics and governance in partnership with Finance.
Sales Systems, Tools & Data Governance
- Own the Sales technology stack (e.g., Salesforce, CPQ, BI tools) ensuring usability, adoption, and data integrity.
- Lead sales systems architecture, integrations, automation, and roadmap aligned to selling efficiency.
- Establish standardized sales data models, definitions, and taxonomies for consistent reporting.
- Govern CRM hygiene, pipeline discipline, and change management across Sales.
Deal Governance, Process Design & Productivity
- Design and optimize core sales processes from lead handoff through close with clear stage definitions.
- Own Deal Desk operations including pricing guardrails, approval workflows, and non-standard deal reviews.
- Build role-based sales scorecards with leading and lagging performance indicators.
- Create early-warning indicators for pipeline risk, deal slippage, and coverage gaps with remediation frameworks.
- Continuously refine territories, quotas, and operating models based on performance data.
What You’ll Bring
- Bachelor’s degree required; advanced degree preferred.
- 10+ years of experience in Sales Operations or Revenue Operations with a strong Sales focus.
- 5+ years leading complex, multi-segment B2B sales organizations.
- Proven ownership of forecasting, territory design, pipeline governance, and sales analytics.
- Deep expertise in Salesforce, CPQ, BI tools, and sales performance systems.
- Strong executive presence with the ability to influence senior Sales and Finance leaders.
Who We Want to Meet
(Growth Attributes + Core Competencies for Interview Scorecard)
- Act Like an Owner – Accountability & Execution: You take ownership of sales performance systems and deliver consistent, reliable outcomes.
- Serve with Purpose – Customer Centric: You design sales processes that support sellers and improve outcomes for healthcare customers.
- Adapt to Thrive – Managing Ambiguity: You operate effectively in evolving environments and adjust operating models as the business scales.
- Collaborate to Win – Influence & Communication: You partner across Sales, Finance, Marketing, and Customer Success while maintaining clear ownership.
- Challenge the Status Quo – Data-Informed Decision Making: You use data and insight to challenge assumptions and improve sales execution.
