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Director, Sales Operations - Process and Analytics



Sales & Business Development, Operations, Data Science
Pune, Maharashtra, India
Posted on Thursday, October 26, 2023

Company overview:

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

Director, Sales Operations - Process and Analytics

Seeking a Director level leader to scale and lead a world-class Sales Operations team to support our fast-growing worldwide SaaS software company. We are looking for someone with strong process, analytical, and operations expertise. The successful candidate will be responsible for optimizing our sales process, forecasting and analytics, and supporting revenue growth. The Director Sales Operations will report directly to the VP Commercial Operations and Analytics.


  • Manage the Sales Operations Process and Analytics team.

  • Develop Sales Operations strategies and processes to improve sales efficiency and effectiveness using Salesforce and Outreach.

  • Lead sales forecasting process using Salesforce and work closely with sales teams to ensure accuracy and alignment with business objectives.

  • Collaborate with cross-functional teams, including Marketing, Finance and Operations to drive revenue growth and ensure alignment with business objectives.

  • Maintain and manage TAM, solutions and product pricing in Salesforce.

  • Analyze sales data to identify trends and provide actionable insights to sales teams and senior management.

  • Work with Sales management to develop sales performance metrics and assist with territory management.

  • Responsible for data quality and provide management with timely and accurate sales reporting.

  • Support quarterly and annual regional and corporate operational and strategic sales reviews, board meetings, sales kickoffs, etc.

  • Manage and maintain Salesforce management reports and dashboards.

  • Manage and mentor a team of sales operations professionals to ensure optimal performance and career development.

  • Manage the Renewals and Churn reconciliation process.

  • Build and maintain a culture of continuous improvement, ensuring that sales operations processes and systems are constantly evaluated and refined to ensure maximum efficiency and effectiveness.

  • Work with the sales leadership team to set and communicate sales goals and targets, ensuring alignment with the company's overall objectives.


  • Bachelor’s degree in business, finance, or related field required. MBA preferred.

  • 10+ years leading a global Sales Operations team

  • Strong analytical and problem-solving skills, with ability to translate data into actionable insights using Salesforce and Outreach.

  • Experience with Business Intelligence systems like Tableau, SFDC CRMA+ Einstein or DOMO is a plus.

  • Proven track record of supporting sales growth and achieving revenue targets.

  • Experience managing and developing high performing sales operations teams.

  • Strong leadership skills with the ability to inspire and motivate teams to achieve their full potential.

  • Ability to work in a fast-paced, collaborative and dynamic environment with a focus on results.