Role Description Are you a HubSpot Expert who thrives on building systems that make sales teams more effective? The Sales Enablement & Revenue Operations Specialist plays a critical role in driving sales performance by owning the systems, automation, and reporting that power our sales organization. This role is responsible for optimizing our sales infrastructure and eliminating operational inefficiencies so Sales Leadership can focus on coaching, field engagement, and revenue growth. As a Sales Enablement & Revenue Operations Specialist, you will leverage tools such as HubSpot, ZoomInfo, and LinkedIn automation platforms to streamline processes, improve data integrity, and enhance outbound effectiveness. You will partner closely with Sales and Marketing leadership to support go-to-market execution, improve conversion rates, and drive overall sales efficiency. This is a highly impactful opportunity for someone who enjoys building, optimizing, and scaling systems that directly influence revenue performance. Responsibilities & Expectations - HubSpot Ownership & Sales Infrastructure Optimization - Own the architecture, automation, and ongoing optimization of HubSpot to drive efficiency, scalability, and data integrity across the sales organization. - Maintain lifecycle stages, lead scoring models, and pipeline structure. - Build and optimize workflows to automate: - Lead routing - Sequence enrollment - Task creation - Deal creation triggers - Enforce CRM best practices and data hygiene across sales teams. - Eliminate duplicate fields, outdated properties, and process inefficiencies. - Continuously identify automation opportunities to reduce manual effort. - Build and optimize omnichannel outbound sequences. - Maintain and enhance automated nurture campaigns. - A/B test messaging, subject lines, and calls-to-action. - Monitor performance metrics including reply rates, meeting conversion, and engagement. - Refine messaging and sequence structure to improve results. - Develop standardized sequence guidelines and templates to ensure brand consistency. - Build systems to track total ICP coverage and outbound activity across tools. - Sales Efficiency & Tool Utilization - Drive adoption, optimization, and effective use of the sales technology stack across the organization. - Ensure ZoomInfo usage is structured, accurate, and aligned with targeting strategy. - Manage and optimize integration between ZoomInfo and HubSpot. - Optimize LinkedIn automation campaigns (e.g., Dripify) while ensuring platform compliance. - Improve adoption and usage of tools such as RingCentral, PandaDoc, and reporting platforms. - Identify underutilized features across the tech stack and implement improvements. - Proactively audit workflows and systems to remove friction and inefficiencies. - Sales Optimization Program Execution - Execute and continuously improve structured outbound and account targeting programs. - Run monthly account tiering processes and maintain ICP account lists. - Clean and enrich account data using market insights and tools (e.g., Lightcast, ZoomInfo). - Assign target accounts by sales territory and ensure proper distribution. - Automate enrollment of accounts and contacts into outbound sequences. - Maintain and update scoring criteria and account prioritization frameworks. - Ensure adherence to internal account ownership and engagement guidelines. - Monitor deal pipeline automation and ensure accurate stage progression. - Build workflows to automate manual processes such as lead generation and data capture. - Reporting, Dashboard Accuracy & Performance Visibility - Own data accuracy and reporting visibility to support sales leadership and performance tracking. - Audit and validate sales dashboards to ensure data accuracy. - Identify and resolve discrepancies in sales activity tracking. - Build and maintain reports to support leadership decision-making. - Provide simplified, actionable weekly reporting summaries. - Proactively identify trends, gaps, and inefficiencies in sales data. - Sales Onboarding & System Reinforcement - Support onboarding and ongoing system adoption to drive consistency across the sales organization. - Manage onboarding tracking (e.g., ramp metrics and progress reporting). - Monitor and communicate KPI adherence for new hires. - Partner with HR and leadership to enhance training materials and system documentation. - Provide hands-on training and reinforcement for CRM usage, sequencing, and workflows. - Ensure consistent adoption of tools and processes across all team members. - Training & Ongoing Sales Tech Support - Serve as the go-to resource for sales systems, tools, and troubleshooting. - Deliver training on sales technology tools including HubSpot, ZoomInfo, and LinkedIn automation platforms. - Troubleshoot system issues and resolve workflow or data challenges. - Support new hires and existing team members with setup, sequencing, and tool usage. - Provide ongoing guidance to improve efficiency and system utilization across the organization. Qualifications - 2+ years of experience in Sales Operations, Revenue Operations, or a related role. - Advanced experience with HubSpot CRM, including workflows, automation, and reporting. - Strong analytical skills with the ability to interpret data and provide actionable insights. - Experience supporting sales teams through process improvement and system optimization. - Strong attention to detail and commitment to data accuracy. - Ability to manage multiple priorities in a fast-paced environment. - Excellent communication and cross-functional collaboration skills. Requirements - Experience with ZoomInfo and CRM integrations. - Familiarity with LinkedIn Sales Navigator, Dripify, or similar outbound automation tools. - Experience building and optimizing sales sequences and outbound strategies. - Exposure to reporting tools such as Power BI or similar platforms. - Background in staffing, recruiting, or high-volume sales environments. Benefits - Employee Stock Ownership Plan (ESOP), a tax-qualified retirement benefit plan. - Medical, Dental, Vision, Life Insurance. - 401(k) plan, Roth IRA, and Flexible Spending Account offerings. - Paid Time Off and Sick time. - 12 Paid Holidays annually. - Tuition Reimbursement Program. - Health and Wellness benefits. - Pet Insurance. - Company-sponsored Volunteer Events. - Corporate Discounts - 20-60% off on certain movies, hotels, concerts, sporting events, and more!

Role Description We are seeking a highly motivated and analytical expert to join our growing team as the Sales Operations & Analytics Manager. This is a high-impact, critical role where you will be the commercial data engine, turning complex data into clear, actionable business stories that directly drive performance and growth across our retail and distributor partners. This role will own forecast and budget planning, trade and category analysis, and performance reporting across key distribution partners (including UNFI and KeHE). Additionally, the Manager will serve as the analytical resource for innovation research, leveraging data to identify emerging trends, whitespace opportunities, and category growth potential to guide new product and channel strategies. - Partner with the Chief Commercial Officer to build and deliver data-driven insights that inform sales strategy and execution. - Assist with financial planning and forecasting processes, ensuring alignment with supply chain and sales objectives. - Manage trade planning and category management activities in Confido, leveraging tools like SPINS, Nielsen Insights, and Instacart Insights to drive retailer and distributor performance. - Analyze and report on sales and distribution performance at retail and wholesale partners (e.g., UNFI, KeHE), identifying growth opportunities and performance gaps. - Support innovation research by analyzing category trends, competitive dynamics, consumer data, and market performance to inform new product development and commercialization strategies. - Develop clear, compelling dashboards and presentations that translate complex data into actionable insights for internal and external stakeholders. - Support financial reporting and modeling, including sales forecasting, trade spend analysis, and budget tracking. - Collaborate cross-functionally with sales, finance, supply chain, and marketing teams to ensure commercial strategies are data-informed and execution-ready, and that deductions are valid. - Proactively identify process improvements to enhance efficiency and accuracy in sales operations and reporting. Qualifications - 5+ years of experience in sales operations, sales analytics, demand planning, category management, or trade planning (CPG industry experience strongly preferred). - Fluency with syndicated and shopper data platforms, including SPINS, Nielsen Insights, and Instacart Insights. - Direct experience with retailer portals and distributor reporting systems (UNFI, KeHE, etc.). - Strong understanding of demand planning, category insights, and innovation analytics. - Experience with financial reporting and sales modeling preferred. - Proven ability to craft data-driven presentations and compelling business stories. - Advanced proficiency in Excel/Google Sheets; familiarity with Confido, BI tools (Tableau, Power BI, etc.) is a plus. - Excellent communication and presentation skills; ability to engage both technical and non-technical stakeholders. - Highly organized, detail-oriented, and comfortable managing multiple priorities in a fast-paced environment. Benefits - Join a collaborative, fast-paced, and entrepreneurial team focused on growth and mission. - Fully remote role with flexibility to work from anywhere in the U.S. - Robust healthcare coverage and a 401(k) plan with company match. - Flexibility of unlimited PTO to ensure you have the support to thrive both personally and professionally. - Competitive Compensation Package: $120,000 - $140,000 annual base salary, commensurate with experience + bonus potential. - Opportunity to work directly with the Leadership Team and play a key role in shaping commercial and innovation strategy.

Let's talk about the team and you: This role is uniquely focused on digital sales workflows within Diagnostic Sales, supporting our Somnoware and VirtuOx businesses. This leader will design programs that optimize digitally driven sales motions, workflow automation, and data enabled customer engagement. This role will work directly with sales and key partners cross-functionally to create scalable processes focused on increasing productivity and efficiency as well as building sales enablement best practices, driven sales motions, workflow automation, and data enabled customer engagement. Prior experience in healthcare or health tech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions-driven sales motions, workflow automation, and dataenabled customer engagement. Prior experience in healthcare or healthtech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions. Let's talk about responsibilities: - Develop a comprehensive understanding of internal methodologies and processes for identifying, qualifying and closing sales opportunities as well as conducting win-loss analysis toward identifying areas for improvement. - Develop a deep understanding of the diagnostic sales model structure, processes, revenue recognition, compensation and management structure for direct sales channels, to inform and shape enablement strategies - Design sales enablement strategies tailored for digital diagnostic workflows (Somnoware and VirtuOx) that strengthen seller fluency in SaaS based diagnostic platforms and digital ecosystem integrationsbased diagnostic platforms and digital ecosystem integrations - Identify and support implementation of effective technologies including, but not limited to, CRM, opportunity management, sales training and coaching systems and digital content management - Identify and implement technology solutions to sales experiences, including web, mobile and voice applications; artificial intelligence and machine learning; and gamification. - Ensure that the sales processes are optimized, from lead generation to post-sale follow-up. - Provide the sales team with the right learning content, tools, and resources to effectively communicate the value of our products and services and close deals. - Leverage sales enablement platforms and tools to equip sales reps with the necessary knowledge, skills and behaviors to have effective and high-quality customer conversations, resulting in increased win-rates and customer satisfaction. - Utilize blended learning techniques and emerging technologies to design and implement scalable and engaging learning and competency programs. - Establish and manage sales enablement curriculum and craft short-term and long-term programs in context of the curriculum. - Analyze the impact of sales enablement program efforts to continually optimize programs and increase business impact. - Identify and define key performance indicators (KPIs) and metrics that track and evaluate success of sales enablement. - Assess skills gaps for individual sellers or sales teams - Own onboarding and ongoing learning experiences from new hire induction through to development experiences of tenured reps for continued success. - Measure/Assess the impact and effectiveness of sales enablement initiatives on behavior change and key objectives. - Collaborate with HR and/or L&D team to ensure that sales reps are up to speed more quickly to reduce time to revenue, increase sales job satisfaction and ensure corporate sales processes are adhered to. - Track sales enablement spends against budget; provide executive-level transparency to investments and results. - Analyze shifts in sales performance in the sales organization at the individual, team and regional and corporate levels. - Develop and nurture cross-functional relationships across GTM teams - Understand the product development roadmap and release or launch plans. - Develop market understanding (including competitive positioning, buyer profiles and personas) and align messaging strategy and content. Let's talk about qualifications and experience: - Relevant sales insight, including a deep understanding of various sales cycles and functions and direct experience in B2B sales. - Experience in healthcare, diagnostics, digital health, or health tech environments strongly preferred due to domain complexitytech environments strongly preferred due to domain complexity - 5+ years of sales enablement experience with a strong preference for roles supporting SaaS, digital health, diagnostics, clinical workflows, or broader healthcare technology. - Demonstrated ability to support or enable digital/SaaS based sales cycles, including workflow mapping, platform value articulation, and data driven sales processesbased sales cycles, including workflow mapping, platform value articulation, and datadriven sales processes. - Strong communication skills, including having the ability to listen keenly to both validate existing hypotheses and uncover new insights, deliver clear, compelling and articulate written and verbal communication. - Ability to establish and prioritize KPIs that can help determine the impact and effectiveness of enablement efforts. - Openness to experimenting with new approaches and testing hypotheses. - Ability to effectively and efficiently collaborate with cross-functional teams - Effective time management skills, with the ability to prioritize and manage multiple projects, while ensuring that deadlines are met, and resources are allocated efficiently. - Ability to effectively persuade and influence others, including sales leaders and cross-functional teams, to support enablement initiatives. - Ability to balance innovation against known and effective approaches to improve the productivity of the sales team. - Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities. - Ability to quickly build consensus and take decisive actions. - Skill to persuasively influence teams. - Ability to build enthusiasm and consensus for new plans and approaches. - Ability to lead and manage diverse global teams. - Project planning and management, budget management. - Ability to build relationships with functions outside of sales, including HR, L&D, corporate communications, product marketing, product management, customer success, services, and IT. - Ability to mentor and develop resources who will recruit and professionally develop sales/revenue enablement team members. - Experience in selecting and managing external resources. - Ability to manage upward in the organization to influence executives as well as manage downward. - Ability to develop knowledge of and competency in the products being sold. - Ability to align and integrate the technology stack for the sales/revenue organization to drive productivity growth. - Ability to identify impact measures that can be incorporated into KPIs and develop methodologies to track them. - Proven competence to perform gap analysis and interpret disparate datasets to derive insights. - Intuition to challenge conclusions based on incomplete data. - Knowledge or direct experience with relevant sales/revenue enablement technologies constitutive of an effective technology stack including, but not limited to, CRM, LMS, content management applications, cloud computing, AI and ML automation tools, product demo tools, outreach, communication and scheduling tools. - Ability to guide the selection, purchase, implementation and support of sales/revenue enablement-specific technologies that can improve competitive advantage. - Acumen to develop and deliver business cases for technology purchases. We are shaping the future at ResMed, and we recognize the need to build on and broaden our existing skills and continue to attract and retain the world’s best talent. We work hard to offer holistic benefits packages, provide flexible work arrangements, cultivate a workforce culture that allows employees to grow personally and professionally, and deliver competitive salaries to our team members. Employees scheduled to work 30 or more hours per week are eligible for benefits. This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, AD&D, short-term and long-term disability insurance, sleep care management, Health Savings Account (HSA), Flexible Spending Account (FSA), commuter benefits, 401(k), Employee Stock Purchase Plan (ESPP), Employee Assistance Program (EAP), and tuition assistance. Employees have Flexible Time Off (FTO), receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members. Individual pay decisions are based on a variety of factors, such as the candidate’s geographic work location, relevant qualifications, work experience, and skills. At ResMed, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range for this position is: $161,000.00 -$241,000.00 USD. Joining us is more than saying “yes” to making the world a healthier place. It’s discovering a career that’s challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now! We commit to respond to every applicant.

The Opportunity: Avantor is looking for a Sr. Sales Compensation Analyst to join our organization. The Sr. Sales Compensation Analyst plays a critical role in implementing and managing the sales incentive compensation programs at Avantor. As the face of sales incentive compensation for the company, this role is involved in the administration and analytical support of current incentive compensation programs within the organization as well as in the design and modeling of future programs. This role requires a deep understanding of sales performance metrics, sales processes, and industry best practices and will collaborate with cross-functional teams, including Sales, Finance, Human Resources and Sales Operations. This is a full-time, remote position. Hybrid if based close to Radnor, PA office. What we’re looking for  - Education: Bachelor's degree in Finance, Business Administration, or a related field with 5+ years’ experience as a Sales Compensation Analyst or in a similar role with a focus on sales compensation. Willing to consider non-degreed candidates with 7+ years’ direct experience as a Sales Compensation Analyst or in a similar role focused on sales compensation. A Master's degree is a plus. - Experience: - Firm grasp of the sales incentives administrative process flow including plan document distribution and tracking, transaction crediting, incentive calculations, payment file preparation, and issue resolution. - Excellent attention to detail and accuracy with the ability to manage multiple projects and meet deadlines - Exceptional problem-solving and critical-thinking skills with a solid ability to drive towards action - Superior written and verbal communication skills with strong attention to detail required - Strong presentation skills to effectively collaborate with stakeholders at all levels - Knowledge of compensation principles, incentive plan design, and performance measurement - Experience with Incentive Compensation Management (ICM) tools for plan administration and automation (such as CATS, SAP Commissions, or Xactly) - Advanced knowledge of Microsoft Excel and experience with data visualization tools (e.g. Tableau, Power BI) is preferred - Team player but able to work independently - Ability to maintain confidentiality and handle sensitive compensation information - Willingness to work extended hours during peak business cycles How you will thrive and create an impact  - Ensure accurate and timely implementation and administration of incentive compensation plans, including eligibility determination, payout calculations, and documentation - Assist with monthly audit processes - Support any incentives calculation-related inquiries and exceptions including disputes, and help drive timely resolution of same - Build strong relationships with key stakeholders to ensure alignment and effective implementation of incentive programs - Provide support and guidance to sales leadership and sales representatives regarding compensation plans, targets, and incentives calculations - Create ad hoc reports supporting incentive compensation analysis requests - Support the roll out of incentive compensation plans to existing and new hires, including the creation and distribution of Sales Incentive Plan documents and education on plans, eligibility criteria and performance metrics - Propose and implement changes to incentive compensation plans as needed to address evolving business needs - Update compensation training tools and policy documents as necessary - Analyze individual and team performance data to evaluate the effectiveness of existing incentive compensation plans and make recommendations for improvements to drive sales performance and align with business objectives - Identify areas for process enhancement, automation, and streamlining to increase efficiency and accuracy - Work with vendor to resolve errors and create structural enhancements as needed with sales compensation tools ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions) Typically works in an office with adequate lighting and ventilation and a normal range of temperature and noise level. Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems. A frequent volume of work and deadlines impose strain on routine basis. Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs. Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position. Avantor is proud to be an equal opportunity employer. Why Avantor? Dare to go further in your career. Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science. The work we do changes people's lives for the better. It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor. We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world. Apply today! EEO Statement: We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at recruiting@avantorsciences.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address. For more information about equal employment opportunity protections, please view the Know Your Rights poster. 3rd Party Non-Solicitation Policy: By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions. Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation.