Director, Sales Partnerships Strategy & Operations

What you'll do

• Lead annual and long-range planning (LRP) end-to-end for the Sales and Partnerships organizations — from capacity modeling and quota design to territory architecture and headcount alignment — translating company growth targets into executable GTM plans.
• Drive rigorous forecast cadence and scenario planning, partnering with Finance, Revenue Leadership and cross-functional teams to deliver predictable revenue outcomes and clear business visibility to the executive team.
• Architect and own a portfolio of strategic projects and cross-functional initiatives, acting as a trusted operator and thought partner to the SVP of Sales, SVP of Partnerships and business segments that are in support of our sales go-to-market motion (e.g., BDR).
• Own and execute the operating cadence and rhythm for the Sales and Partnerships organizations across forecasting, pipeline, strategic deal reviews, and more.
• Lead and develop a team of analysts embedded within Sales and Partnerships segments — evolving their role from operational executors to AI-enabled strategic builders who develop dashboards / AI agents in the field, while also being strong strategic and operational partners to leaders supporting with business reviews, pipeline hygiene, performance insights.
• Serve as the AI orchestration layer for and in support of Sales and Partnerships teams — defining how AI is adopted within the business segment and how the team deploys AI agents, automation, and analytics tools (including Claude) across people, process, and data to compound team productivity and decision-making velocity.
• Champion a culture of continuous experimentation and tooling adoption, identifying where AI can eliminate repetitive work, surface insights faster, and enable the team to operate at a level beyond headcount - this means daily experimentation.

What success looks like in this role

• Planning quality and timeliness: Annual plan and LRP inputs delivered on schedule, with quota attainment rates and ramp-to-productivity metrics tracking at or above industry benchmarks across all segments.
• Sales and Partnerships forecast accuracy: Segment and company-level forecasts fall within 5% of actuals on a rolling 90-day basis, reflecting strong operational rigor across the team.
• AI productivity impact: Measurable and documented productivity gains from AI and analytics deployments across the team — including time savings, faster insight delivery, and reduced manual reporting burden — tracked and reported quarterly.
• Sales and Partnerships Operations effectiveness: Business review scores, segment NPS for team, and the volume of self-serve analytics / AI tools deployed.
• Team development: analysts demonstrate measurable growth in analytics and AI capabilities, with clear evidence of skill progression and retention.

What you'll bring

• 10+ years of experience in Revenue Operations, Sales Strategy, Business Operations, Consulting, or a related function at a high-growth B2B SaaS or technology company.
• 5+ years of people management experience, with a track record of developing high-performing teams and evolving team capabilities in response to changing business needs.
• Deep expertise in GTM planning, including annual planning, quota design, territory modeling, headcount planning, and long-range strategic planning.
• Strong analytics fluency, including proficiency with Omni (or equivalent BI tools such as Looker, Tableau, or Sigma) for building dashboards, data models, and self-serve reporting infrastructure.
• Advanced SQL skills or experience working alongside analytics engineering teams to define and validate data models.
• 2 years of demonstrable experience designing and deploying automation, AI, and/or ML systems in a GTM context (prospecting, forecasting, coaching, data enrichment to workflow automation, analysis acceleration).
• Proven ability to lead cross-functional strategic initiatives with executive-level stakeholders and to distill complex data into clear, actionable recommendations.
• Experience as an operational partner to segment or business unit leaders, translating business performance data into strategic recommendations and enabling field execution.

Nice to have

• Experience in healthcare technology, mental health, or mission-driven SaaS environments.
• Hands-on experience with AI agent design, prompt engineering, or deploying AI workflows using tools like Claude API, Anthropic Console, or similar platforms.
• Familiarity with Salesforce SFDC CRM administration, data hygiene practices, and pipeline management workflows.
• Familiarity with the B2B healthcare and employee benefits partnership landscape, including brokers, benefits consultants, channel partners, and strategic alliances, and the ability to assess how these relationships can support go-to-market goals.
• A software engineering mindset: rigorous about testing, observability, data hygiene, and iteration cycles.
• Background in management consulting, FP&A, or corporate strategy — particularly in organizations that have undergone significant GTM transformation.