Director of Sales Operations

Director of Sales Operations

Preferred Location: On-site in Santa Clara, CA 

Travel: Up to 30-35%

Salary range: $195,000 - $215,000

SI-BONE® is focused on helping patients in one of the most under-served, under-diagnosed, and under-treated areas in orthopedics, the sacroiliac (SI) joint. SI-BONE developed an innovative, patented implant to fuse the SI joint. The iFuse Implant System® provides a less invasive alternative to traditional sacroiliac (SI) joint fusion surgery and has been used in over 90,000 procedures to date. 

We are a medical device company that is focused on improving the lives of patients with sacroiliac pelvic conditions. We are looking for people who are passionate about our mission and who are willing to work hard to achieve it. We are also looking for people who are: 

• Agile: We work in a fast-paced environment and need to be able to learn and adapt to change quickly. 

• Creative: We embrace creativity, and we need people who are not afraid to challenge the status quo. 
• Team Players: We roll-up our sleeves and work together as one team to achieve our goals.

General Responsibilities:

The Director of Sales Operations leads and scales all aspects of sales operations for the organization at the direction of the Vice President US Sales and the commercial leadership team. This highly strategic and hands-on role focuses on driving sales force effectiveness, operational excellence, and commercial growth, ensuring that processes, technology, data, and people are optimized for best-in-class performance and market success. The position reports to the Vice President US Sales.

Specific Responsibilities and Skills:

Strategic Leadership

• Lead revenue planning, pipeline management, and commercial process optimization to meet corporate goals.   
• Partner with commercial leadership on go-to-market strategies, territory structure, channel optimization, and new product launch readiness.
• Collaborate with VP US Sales, Area Vice Presidents (AVPs) and Regional Sales Directors (RSDs) to review KPIs and support revenue growth and profitability initiatives.
• Work with Operations on S&OP, surgical capacity deployment, and rebalancing.
• Support the quarterly planning and review (P&R) process.

Sales Force Effectiveness

• Partner with People & Culture on hiring activities including hiring plans, resource allocation, onboarding, and sales analytics.
• Coordinate with Commercial Leadership and Finance on revenue forecasting, commission plans (with Sales Compensation), incentive programs, & budgeting.
• Partner with Marketing, Finance, Operations, & Product on marketing initiatives, new product launches, lead management, campaign ROI, and sales enablement content.
• Partner with IT, Marketing and Sr. Director of Analytics as business lead for implementation, maintenance, and adoption of commercial systems and tools (SalesForce, Power BI, sales automation) in collaboration with IT and vendors.

Business Intelligence & Analysis

• Implement and maintain with commercial leadership KPIs, dashboards, and reporting frameworks to monitor sales performance, forecasting accuracy, territory productivity, and pipeline health (including regular sales activity reporting (“Sales Rollup” email)), quarterly Salesforce Dashboard Updates.
• Maintain Territory Snapshot (sales roster)
• Lead surgeon targeting, account segmentation, and physician profiling.
• Partner with IT to become business lead for CRMA Targeting-AI tool
• Ensure compliance with contracts, pricing policies, discounts, and relevant healthcare regulations (e.g., anti-kickback statute, Sunshine Act).
• Partner with People & Culture to conduct headcount modeling, coverage analysis, and sales structure optimization to maximize resources.

Qualifications, Expertise and Attributes:

• Bachelor’s degree required; advanced degree (MBA or similar) preferred.
• 5+ years of progressive experience in commercial operations, preferably within medical device or healthcare.
• Demonstrated experience managing and scaling large sales teams or commercial operations organizations.
• Strong analytic skills with the ability to translate data into actionable insights.
• Proficiency with CRM platforms, targeting platforms and business intelligence tools.
• Excellent leadership, communication, project management, and interpersonal skills.
• Experience in process optimization, sales compensation planning, and cross-departmental collaboration.

Salary range:  $195,000 - $215,000. The compensation range for this position is specific to the location and is in good faith what SI-BONE expects to pay for the position taking into account the wide variety of factors that are considered in making compensation decisions, including job-related knowledge; skillset; experience, education and training; certifications; and other relevant business and organizational factors.

Supplemental pay: bonus and stock