Senior Sales Operations Manager Position Overview b.well is seeking a Senior Sales Operations Manager to serve as the operational backbone of our commercialization efforts. This is a highly cross-functional, individual contributor role for someone who thrives on building infrastructure from the ground up—establishing strategy, defining benchmarks, and driving execution across the entire sales cycle. You will be the go-to expert on sales operations and revenue systems, serving as the critical liaison between sales, marketing, and partner teams. This role requires someone who can design scalable CRM architecture, build multi-touch attribution models, create automated workflows, troubleshoot tech stack integrations, and drive continuous process improvements—all while maintaining data integrity and providing leadership with accurate revenue forecasting. This role is open to fully remote work. What You'll Do: CRM Architecture & System Design - Design and maintain a scalable HubSpot data model (properties, associations, custom objects, and record types) that prevents "data debt" - Build and optimize Sales Hub (Professional or Enterprise) configurations, including advanced sequences and programmable automation - Audit the current sales funnel to identify friction points and automate manual tasks to increase "selling time" - Manage deal stage pipeline to provide leadership with 90% accurate revenue projections - Design lead scoring and routing logic (territories, round-robin) to ensure no lead goes cold Integration & Tech Stack Management - Connect HubSpot with the rest of the tech stack (e.g., ZoomInfo, Slack, PandaDoc, or ERP systems) via native integrations or tools like Zapier/Make - Ensure that marketing resources and automation tools integrate seamlessly into sales CRM - Maintain data integrity across systems, ensuring customers/prospects are not getting "touched" by marketing, partner, and sales in ways that conflict Revenue Analytics & Reporting - Build multi-touch attribution models and custom report builder dashboards to track pipeline velocity, LTV, and CAC - Track lead conversion rates and funnel analytics across all channels - Track deals sourced by specific partners with proper attribution - Build and maintain dashboards that show leadership exactly which channels are the most profitable - Define SLAs and performance benchmarks across the end-to-end sales cycle and present recommendations to senior leadership Cross-Functional Collaboration & Process Design - Work with Marketing to define what a "qualified" lead looks like and build the logic in the CRM to ensure leads from webinars or ads go to the right rep instantly - Create unified workflows so that all leads (whether partner or marketing sourced) follow the same rigorous path - Collaborate across the commercialization team to ensure process alignment and operational excellence - Build the playbooks, snippets, and templates that ensure the sales team actually uses the tools provided What You Bring: Required Qualifications - 5+ years of Sales Operations or Revenue Operations experience, with a demonstrated track record of successfully scaling commercialization operations within a growing business - Proven ability to proactively build operational infrastructure—establishing strategy, defining benchmarks, and driving execution—not simply maintaining existing systems - HubSpot Power User with mastery of Sales Hub (Professional or Enterprise), including: - Custom objects and advanced sequences - Programmable automation - CRM architecture and scalable data modeling - Integration management with third-party tools - Strong analytical and problem-solving skills with ability to: - Translate data into actionable insights and recommendations - Build multi-touch attribution models - Create custom dashboards and revenue reporting - Identify and resolve process friction points - Proven experience as a cross-functional liaison with ability to: - Build relationships across the organization - Bridge communication between sales, marketing, and partner teams - Manage competing priorities across multiple departments - Ensure alignment on data integrity and process design - Self-starter mentality with: - High accountability and sense of urgency - Ability to work independently in a fast-paced, dynamic startup environment - Comfort with ambiguity and rapid change - Excellent communication skills (written and verbal) with strong interpersonal skills Preferred Qualifications - Experience in healthcare or the digital health industry - Experience defining and implementing SLAs and performance benchmarks - Background in sales enablement and building tools that drive adoption - Experience with lead management systems and territory design - Familiarity with revenue forecasting methodologies Some Key Details - This position will report to the SVP of Sales but will collaborate across the commercialization team - This position requires a background check and adherence to b.well's Code of Conduct and applicable policies The target salary range for this position is [INSERT RANGE] and is part of a competitive total rewards package including stock options, benefits, and incentive pay for eligible roles. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay. Data shows that women, people of color, and other underrepresented groups may be less likely to apply for jobs unless they believe they are a perfect match. But b.well holds diversity amongst its key values, and we have a strong commitment to building our workforce and products through that lens. You don't have to check every box in this job description to be a great fit for the role! If you're excited about this position and the prospect of working for b.well, please apply. If it turns out this role isn't for you, there may be other openings that could align with your experience and expertise! We are committed to an inclusive and diverse b.well. We are an equal opportunity employer. We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran, genetic information, marital status or any other legally protected status.

• Partner with Sales leadership to analyze, optimize, and operationalize the sales funnel, from prospecting through closed-won, ensuring visibility into performance at every stage • Develop and maintain sales dashboards, reports, and KPIs to track pipeline health, conversion rates, forecasting accuracy, and rep productivity • Own CRM processes (Salesforce) to ensure accurate data capture, hygiene, and compliance with sales processes and SLAs • Support ad hoc analysis and campaign targeting requests with scalable, repeatable reporting processes • Support and improve lead and account routing logic to ensure speed-to-lead and alignment with go-to-market strategy • Partner with Systems Admins to deploy and maintain Salesforce enhancements and related sales tools, supporting the evolving needs of the sales organization • Serve as the point of contact for sales tooling—monitoring performance, troubleshooting issues, and coordinating fixes as needed • Support territory planning and account ownership within the CRM, ensuring accurate assignments and clean data • Conduct process audits and identify opportunities for automation and scalability within core GTM workflows • Collaborate with stakeholders in Sales, Marketing, and RevOps to streamline lead routing, territory assignments, and opportunity management • Support forecasting and pipeline management, ensuring consistent methodology and high confidence in reported data • Coordinate cross-functional projects that impact the sales organization (e.g., rollout of new tools, process changes) • Document and maintain sales processes to drive clarity and alignment across teams

• Support recurring and ad hoc reporting related to pipeline, bookings, forecasting, productivity, and performance metrics. • Maintain and validate sales data within CRM and related systems to ensure accuracy, completeness, and consistency. • Assist in the administration of sales processes, including territory alignment, account assignment, quota tracking, and pipeline management. • Partner cross-functionally to support operational workflows, system updates, and process documentation. • Analyze trends in sales data and provide insights to support business planning and decision-making. • Contribute to the preparation of dashboards, presentations, and performance summaries for leadership review. • Support system enhancements, testing, and user acceptance activities related to sales tools and reporting platforms. • Document standard operating procedures and ensure adherence to defined processes and controls.

• Design, build and implement a comprehensive sales enablement program (to include tools, processes, and programs). • You will partner with Sales Leadership to identify knowledge and skills gaps across the company, conduct ongoing needs assessments and roll out targeted programs. • You will be responsible for New Sales onboarding programs. • Designing and implementing metrics to ensure consistent evaluation. • Collaborate with Product Management and Product Marketing to develop and launch sales enablement programs. • Ensure skills, knowledge, and sales readiness of sales organization. • Craft and run sales enablement tools and enablement materials that support the sales force in their revenue-generating efforts. • Identify and spotlight repeatable standard methodologies for rapid dissemination across the field. • Build and own the sales enablement content in our Learning Management System (Sidetrade Academy). • A passion for building new enablement tools/programs and uncovering untapped enablement potential.