• Customize Product Marketing-approved positioning for specific B2B buyer types, verticals, and agency audiences. • Build enablement materials for advertisers and agencies that demonstrate how epocrates’ audience relevance, timing, and context drive better outcomes than traditional, reach-based approaches. • Develop and maintain core sales enablement materials, including pitch decks, case studies, objection-handling tools, and messaging guides. • Design and deliver sales training programs that enable sellers to lead with the epocrates audience and clearly articulate the value of audience—first healthcare media. • Implement and manage a sales certification program to ensure consistent, audience-led selling of epocrates’ digital media solutions across the organization. • Capture frontline deal feedback and translate insights into actionable recommendations for Product Marketing and Commercial Leadership. • Maintain enablement systems and content libraries, ensuring sales teams have easy access to accurate, current messaging, training, and supporting materials.

DescriptionAbout Empathy Empathy is on a mission to help families through life’s most challenging moments. Our award-winning product, powered by tech and driven by purpose, provides peace of mind by guiding families through all the tedious and time-consuming tasks associated with loss. With a combination of tech and human support, we enable families to focus on what truly matters and support them through the emotions that follow. Our team is passionate, empathetic, and dedicated to providing world-class solutions to families in need. We work collaboratively to identify pain points and design elegant solutions that empower and support our users. In this role you willWe're looking for a hands-on, execution-focused Sales Strategy and Operations Lead to serve as the operational backbone of our commercial organization. This is an individual contributor role reporting directly to the Director of Revenue Operations. This role is for an experienced builder who has stood up sales operations infrastructure from scratch and knows what good looks like at scale. Someone who rolls up their sleeves, ships fast, and works shoulder-to-shoulder with Sales and cross-functional partners every day. You will be the trusted operational partner to our sales leaders and you will own the forecasting, planning, and reporting layer that leadership uses to run the business. You will also work very closely with the GTM cross-functional team including Marketing, Finance, and CS. You will play a critical role in: - Partnering with Sales Leadership as their primary operations counterpart - Owning forecasting, pipeline, and the reporting layer that powers executive decisions - Designing the territory, quota, and capacity models that shape how we grow - Turning Salesforce into a true system of action for the field What You'll Own: Sales Partnership - Serve as the day-to-day strategic and analytical right hand to frontline sales leaders, embedded in their pipeline reviews, forecast calls, and planning cycles - Translate sales leadership priorities into crisp, executable workflows for the field - Bring the data and the point of view that help sales leaders make faster, sharper decisions Forecasting & Pipeline - Drive pipeline hygiene through clear stage exit criteria, definitions, and automated enforcement in Salesforce and Sweep through direct partnership with Sales Leadership and RevOps, - Build leading-indicator reporting so the team sees trouble early instead of at quarter end - Tighten forecast accuracy quarter over quarter by tracking forecast vs. actuals, identifying patterns in miss categories, and refining methodology based on what the data shows - Run the weekly forecasting cadence across all GTM channels, including deal inspection, roll-ups, and commentary for executive review Planning & GTM Design - Partner with the Director of Revenue Operations on annual and quarterly planning, including territory design, quota setting, segmentation, and capacity modeling - Run diagnostic analyses on win rates, sales cycle, ASP, and channel performance, and turn findings into clear recommendations for leadership Systems & Tooling - Serve as the primary point of contact for our GTM tech stack, including Salesforce, HubSpot, Sweep, and Gong. Responsibilities include day-to-day administration, building and maintaining workflows and reporting, and triaging field requests. - Build and maintain the core reporting layer covering pipeline health, conversion rates, rep productivity, and forecast accuracy - Analyze sales and pipeline data to surface actionable insights, identify trends, and deliver recommendations that help leadership prioritize strategies and execution - - Partner with Enablement to operationalize process changes so field adoption sticks RequirementsWho You Are - 4 to 6 years in Sales Operations, Revenue Operations, or Sales Strategy at a high-growth B2B SaaS company, or Consulting / Investment Banking - A proven partner to sales leadership, with a track record of building trust and influence with frontline commercial teams - Highly hands-on. You execute, not just plan - Deep Salesforce expertise, including reporting, workflows, and declarative automation - Strong analytical chops with fluency in spreadsheets and BI tools - Excellent communicator who can translate data into a point of view senior leaders can act on - Resourceful and proactive, with a bias toward shaping the business instead of firefighting - Comfortable operating in a fast-paced, high-growth environment where you are building from scratch, educating stakeholders on new processes, and driving transformation across teams without established playbooks - Strong preference for bachelor's degree in Business Administration, Finance, Economics, Accounting, Marketing, or a related business discipline. This role requires strong foundational knowledge in business analysis, financial modeling, and commercial operations. Preferred Qualifications - MBA or other relevant advanced degree - Experience with Clay, Salesloft, Tableau, and Clari - Experience supporting a multi-channel GTM motion (direct, channel, partner) - Familiarity with formal sales methodologies and qualification frameworks The salary for this position is approximately $150,000-$170,000, plus equity and full benefits package. The exact compensation is decided based on many factors, including but not limited to: skills, qualifications, and geographic location. To support our employees, we offer comprehensive benefits both in and out of the office. These include premium healthcare, comprehensive paid time off, and flexible parental leave. Our bereavement care includes premium access to the Empathy platform and support for employees and their families. We support financial wellness with a company-sponsored 401(k) plan and up to a 4% employer match, along with competitive stock options. With annual retreats, team lunches for our NYC office, and a remote employee stipend, we prioritize spending time together and investing in our people. We hope you will want to join our exceptional team!

• Lead the design, development, and delivery of scalable training programs, sales messaging, processes, and tools that drive consistent performance across global sales teams and partners. • Enable successful product launches by equipping sales teams with the knowledge, positioning, and resources needed to effectively sell our solutions. • Plan and facilitate partner webinars to support onboarding, product education, and ongoing enablement initiatives. • Own end-to-end sales learning programs, including content development, scheduling, coordination, and delivery of instructor-led and virtual training. • Drive new hire onboarding programs, ensuring a structured and effective ramp that accelerates productivity and consistency. • Build and maintain strong partner relationships, supporting their journey from initial onboarding through ongoing enablement and engagement. • Partner with sales leadership to identify skill gaps, reinforce messaging, and align enablement initiatives with revenue objectives. • Manage cross-functional enablement projects, including training programs, webinars, and targeted development initiatives. • Develop engaging learning assets across formats, including eLearning modules, instructor-led content, presentations, and job aids. • Continuously assess and improve enablement programs using feedback, performance metrics, and evolving business priorities.

Role Description Definitive Healthcare empowers organizations across the healthcare ecosystem with intelligence that drives better decisions. As our Senior Sales Operations Manager, you’ll play a central role in ensuring our go‑to‑market teams operate with the same level of clarity and precision we deliver to our customers. You’ll lead the strategy, systems, and insights that enable our sales organization to scale effectively, execute with discipline, and deliver exceptional value. This is a strategic role for someone who excels at turning data into direction, building scalable processes, and guiding teams through growth and change. What You'll Do - Lead Sales Strategy & Planning - Own the development of forecasting models, territory design, and quota methodologies that support our long‑term growth. - Partner closely with Sales Leadership to evaluate performance trends, segment opportunities, and shape strategic decisions. - Drive annual and quarterly planning cycles with clear, data‑backed recommendations that align teams and resources. - Build and Optimize Scalable Sales Processes - Architect end‑to‑end sales processes that support consistency, efficiency, and operational rigor across the organization. - Identify friction points in the sales cycle and implement improvements that accelerate deal velocity and enhance the customer experience. - Ensure process documentation, playbooks, and enablement materials are current, accessible, and aligned with best practices. - Own Systems & Tools Excellence - Serve as the strategic owner of Salesforce and the broader sales tech stack, ensuring systems are optimized for scale, usability, and data integrity. - Partner with RevOps, IT, and Enablement to drive system enhancements, integrations, and adoption initiatives. - Champion data governance and operational discipline across the GTM organization. - Deliver High‑Impact Reporting & Insights - Build and maintain dashboards that provide visibility into pipeline health, performance metrics, and key KPIs. - Translate complex data into clear, actionable insights for Sales, Marketing, Finance, and Executive Leadership. - Establish reporting standards that support transparency, alignment, and confident decision‑making. - Drive Cross‑Functional Alignment - Collaborate closely with Marketing, Customer Success, Finance, and Product to ensure seamless execution across the customer lifecycle. - Support go‑to‑market initiatives—including new product launches, pricing changes, and market expansion—with operational readiness and performance tracking. - Act as a trusted advisor to senior leadership, offering clarity, structure, and strategic perspective in a dynamic environment. Qualifications - Proven experience mapping sales or customer journeys and designing scalable, end‑to‑end processes that improve efficiency and clarity. - Strong analytical skills with hands‑on experience building dashboards, interpreting sales performance data, and driving insights that influence strategy. - Deep proficiency with CRM and GTM systems, especially Salesforce, and familiarity with adjacent tools such as Zendesk, Intercom, Pendo, Gainsight, or similar platforms. - Demonstrated ability to lead cross‑functional initiatives and manage stakeholders across Sales, Marketing, Customer Success, Finance, and Product. - Track record of owning complex projects from concept through implementation, delivering measurable operational improvements. - Excellent communication skills with the ability to translate data, processes, and technical concepts into clear, actionable guidance for diverse audiences. Preferred Qualifications - Experience implementing automation, routing logic, or workflow optimization within sales or revenue operations. - Familiarity with customer feedback systems, closed‑loop processes, and how they inform GTM strategy. - Working knowledge of SQL or BI tools such as Sigma, Tableau, or Power BI. - Background in a high‑growth SaaS, data‑driven, or service‑oriented environment where processes and systems evolve rapidly. - Experience supporting or partnering with Customer Success or CX teams to align sales and post‑sale motions. What Success Looks Like - Streamlined, well‑documented sales processes that reduce friction, improve execution, and support a consistent customer journey from first touch through renewal. - Improved sales performance metrics, including forecast accuracy, pipeline visibility, sales efficiency, and adherence to SLAs. - A reliable, data‑driven feedback loop that informs product, process, and operational improvements across the GTM organization. - Strong cross‑functional alignment, with Sales, Marketing, Customer Success, and Product operating from shared insights, shared systems, and shared goals. - Highly enabled sales teams equipped with the tools, training, and insights they need to perform at a high level. - Scalable, well‑governed systems and workflows that support Definitive Healthcare’s growth and ensure operational excellence as the business expands. Compensation and Benefits - The salary range for this position is $77,000 – $143,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. - Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications. - Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. - All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company’s 401(k) plan with employer contribution. Why we love Definitive, and why you will too! - Industry leading products - Work hard, and have fun doing it - Incredibly fast growth means limitless opportunity - Flexible and dynamic culture - Work alongside some of the most talented and dedicated teammates - Definitive Cares, our community service group, gives all of us a chance to give back - Competitive benefits package including great healthcare benefits and a 401(k) match What our Employees are saying about us on Glassdoor: - “Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed.” - Business Development Manager - “Great team. Amazing growth. Employees are treated very well.” - Research Analyst - “I have waited 36 years to work at a dream job for a dream company and I am so happy to have finally got there.” - Profile Analyst If you don’t fit all of these qualifications, but believe you’re still a great fit, feel free to apply and tell us why in your cover letter. If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request. Definitive Hiring Philosophy Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply! Privacy Your privacy is important to us. Please review our Candidate Privacy Notice which tells you how we use and process your personal information. Please note: All communications regarding the hiring process at Definitive Healthcare will come directly from one of our corporate recruiters or coordinators using an @definitivehc.com email address. We do not advertise open roles on Facebook and will never request money transfers or ask candidates to purchase equipment with a promise of reimbursement. If you receive any suspicious communication, please contact careers@definitivehc.com to verify your status in the application process.