Senior Vice President, Head of Sales Operations
Your Daily Mission
The Senior Vice President, Head of Sales Operations is responsible for architecting, operationalizing, and leading Centauri’s commercial transformation. This executive builds the foundational GTM infrastructure required to drive payer and provider sales growth, strengthen retention, and create disciplined, scalable commercial processes. The role serves as the organization’s Change Agent, ensuring alignment across Sales, Account Management, Customer Success, Marketing, and Operations while modernizing customer engagement and retention processes.
This leader oversees Sales Operations, GTM enablement, Salesforce effectiveness, QBR and account planning discipline, sales training, and cross‑functional coordination with product SMEs. The SVP partners closely with the Chief Growth Officer (CGO) and Chief Operating Officer (COO) to implement the future‑state commercial structure recommended in the GTM redesign.
During the transformation and transition period, this leader is accountable for ensuring continued revenue creation across named accounts, effective training, knowledge transfer, and SME/product support.
Who You Are
Bachelor’s or Master’s degree in Business or related field
10-15 years experience in enterprise sales, consultative sales, commercial leadership or business development with health plan clients.
Strong track record of leading healthcare sales teams/hunters, success driving 20%+ annual growth.
Demonstrated ability to close large, complex enterprise health plan deals across MA, Medicaid, and Duals programs
Experience selling healthcare technology, analytics, interoperability, or data enabled solutions.
Track record of building, scaling, and leading sales or strategic account teams in high growth environments
Strong executive presence and ability to influence C suite stakeholders.
Experience running a disciplined commercial engine, including forecasting, pipeline management, and revenue modeling.
Ability to work in matrixed structure across Product, Delivery, Implementation, Legal, Finance, and Customer Success.
Strong executive presence and ability to influence C suite stakeholders.
The Reality of the Role
1. GTM Transformation Leadership
Lead a 9–24 month commercial transformation aligned to the future‑state org design recommended for commercial acceleration and in the GTM working session.
Build and manage a multi‑phase transformation roadmap with milestones, dependencies, and measurable outcomes.
Establish cross‑functional alignment mechanisms across Sales (National Accounts/Plans/New Growth), Account Management, Customer Engagement, and Strategic Partners.
Serve as the executive sponsor for customer/growth focused QB/account management, change‑management initiatives, ensuring knowledge transfer, adoption, communication, and accountability.
2. Commercial Organization Build‑Out
Support implementation of the redesigned commercial org structure, including integration of National Accounts under CGO, Head of Payer Sales and Head of Partner Sales roles, and refinement of SAM 2.0 responsibilities into new SAE/AE roles.
Support growth and hiring strategy, knowledge/sales SME support for new commercial roles, including Hunters, Account Executives, Account Managers, and Sales Operations talent.
Partner with CGO to realign legacy teams (Strategic Account Management, Strategic Programs, Ops, Client Services) into the appropriate commercial or operational functions.
3. Sales Operations & Process Excellence
Support the goal to expand and build a high performing sales team that drives accelerated commercial excellence, redefine the Sales Operations function that supports the entire commercial organization.
Lead:
Accelerated revenue growth
Account planning/QBR and whitespace mapping
Annual account plans and quarterly business reviews
Sales product and value proposition training
Strategic Contract management, renewals, and expansion motions
Cross‑functional coordination with Customer Success and Operations
Ensure disciplined execution of SAE 2.0 and AM responsibilities across Tier 1–3 accounts.
4. Salesforce Integration & Single Source of Truth
Lead direction of Salesforce to be a revenue growth system versus a reporting system, leveraging AI to define where customers can expand, next steps and execution rate to support planning, prospecting, quoting, retention to support view across payer, provider, partner, and national accounts.
Integrate BattleCards, product content, and sales enablement assets into Salesforce.
Build dashboards, forecasting models, whitespace analytics, and reporting structures that drive revenue growth, and transparency.
Drive adoption through training, reinforcement, and AI‑enabled workflows.
5. Sales Training & Enablement
Design and implement a comprehensive training program for hunters, SAE (SAM 2.0), Account Managers, client engagement and SMEs.
Build phased curricula (0–3, 3–6, 6+ months) covering:
Standardized pitch decks and value based messaging
Product knowledge
Sales operations processes
Pipeline discipline and CRM rigor
6. Value Proposition & Impact Messaging
Partner with product SMEs and analytics teams to refresh value propositions for each core solution.
Develop fact‑based, quantified impact stories aligned to payer and provider needs.
Ensure value propositions are embedded into sales enablement materials, BattleCards, and account plans.
7. Cross‑Functional Leadership
Partner across Centauri - CGO, COO, Marketing, Customer Engagement, Product Management, Finance to ensure alignment across GTM motions.
Coordinate commercial inputs into product roadmap discussions through structured feedback loops.
Ensure seamless client experience through alignment of sales, onboarding, delivery, and support teams.
8. Incentives, Performance Management & KPIs
Support redesign of incentive structures to reinforce teamwork and account‑level growth.
Establish KPIs for SAM 2.0, AMs, and Sales Ops, including:
NRR and account growth
Pipeline health and CRM discipline
Cross‑sell penetration
Renewal performance
Relationship breadth and executive engagement
Build dashboards and scorecards to track performance across the commercial organization.
Lead other initiatives as necessary to achieve overall revenue acceleration and growth