Sr. Manager of Commercial Strategy and Operations
Ceribell, Inc
Summary
The Sr. Manager of Commercial Strategy & Operations is an individual contributor who is a core strategic, operational, and analytical partner to Ceribell's commercial leadership team. Partnering directly with VPs, Regional Directors, Territory Managers, and Health System leaders across territories, this individual will drive forecasting, territory design, and capacity models, while establishing operational KPIs, dashboards, and strategic performance metrics to guide executive decision-making and accelerate commercial execution.
Job description
Capacity Planning & Forecasting
- Build and maintain the quarterly capacity and PO forecasting model across Territory Managers, Strategic Account Managers, and National Health Systems, reconciling bottoms-up field input with top-down company targets
- Own the forecast accuracy program: measure historical performance of Regional Director forecasts, partnering with Finance on headcount, quota, and target-setting assumptions
- Support the Account Acquisition forecast cadence with analysis that sharpens deal-level accuracy
Territory Strategy & Organizational Design
- Direct territory planning and coverage strategies for Strategic Account Managers, evaluating IDN utilization, pipeline health, and market adoption
- Design operational models to navigate team restructuring, promotions, and account realignments, maintaining seamless account handoffs and transparent status updates
- Establish targeting and deployment frameworks that optimize market potential, team capacity, and key stakeholder engagement
Pipeline Health & Funnel Analytics
- Establish and manage routine pipeline cadence reviews for Regional Directors and their teams, conducting Territory Manager analyses, Salesforce data validation, and actionable field guidance
- Develop and monitor key performance indicators to assess funnel integrity—such as key stakeholder alignment and clinical milestone progress—across regional territories
- Synthesize monthly executive review packages detailing pipeline velocity, conversion trends, and opportunity concentrations
- Collaborate with Commercial and Revenue Operations to refine CRM data governance, account categorization, and field reporting standards
Performance Diagnostics & Executive Insights
- Conduct root-cause analysis on quarterly performance using point-in-time Salesforce history to separate forecasting issues from execution gaps
- Develop repeatable diagnostic frameworks that categorize deal outcomes into actionable themes and drive follow-through with sales leadership
- Draft presentations for VP reviews, leadership meetings, competitive strategy discussions, and product launch readiness tracking
Sales Partner Development and Relationship Management
- Build credibility and trusted relationships across the sales organization, especially with the Regional Directors
- Identify and build genAI-enabled workflows and automations that scale commercial operations, reduce manual reporting, and give sales leaders faster access to insights
- Partner with Sales Enablement, Marketing, Finance, and Product on go-to-market execution, sales process definitions, and operating cadences
Requirements
- 5+ years of experience in sales operations, commercial strategy, FP&A, or a top-tier management consulting firm
- At least 2 years supporting a B2B sales organization
- Medical device or healthcare experience strongly preferred
- Proven ability to lead complex, cross-functional projects and influence senior stakeholders without direct authority
- Experience with territory design and sales forecasting
- Hands-on experience using generative AI tools (e.g., Claude, ChatGPT, Copilot) and automation
- Advanced analytical skills: Excel modeling, SQL (Snowflake a plus), and BI tools such as Power BI
- Familiarity with Salesforce data structures
- Executive PowerPoint presentation capabilities
- Innate curiosity
- Strong judgment and integrity
- Clear communicator who can translate complex logic or compensation structures to non-technical stakeholders
- Adaptability and drive to thrive in a fast-paced, evolving environment
- Ownership mindset
Benefits
- Performance-Based Incentive Compensation
- Equity Opportunities
- 100% Employer-Paid Health Benefits
- Dependent Health, Dental & Vision
- Life & Long-Term Disability Insurance
- 401(k) Matching
- Employee Stock Purchase Plan
- Monthly Cell Phone Stipend
- Flexible PTO
- 13 Paid Holidays
- 3 Company Wellness Days
- Parental Leave
Company overview
Ceribell, Inc. is a pioneering medical technology company headquartered in Sunnyvale, California, focused on revolutionizing neurological care through innovative point-of-care electroencephalography (EEG) solutions. Founded in 2014, the company has developed the Ceribell System, a novel EEG platform that combines highly portable, rapidly deployable hardware with sophisticated artificial intelligence-powered algorithms specifically designed for acute care settings. The system enables rapid diagnosis and continuous monitoring of patients with serious neurological conditions, including seizures, delirium, and stroke detection. FDA 510(k) cleared for indicating suspected seizure activity, the Ceribell System is currently utilized in intensive care units and emergency rooms across the United States. The company's mission is to establish the Ceribell System as the standard of care for EEG in acute care settings, helping clinicians save patient lives through timely intervention. Ceribell has received FDA Breakthrough Device Designation for its Large Vessel Occlusion (LVO) stroke detection monitor and continues to expand its technology to address additional neurological indications, positioning itself at the forefront of neurodiagnostic innovation.