Catalant Technologies

Operations

• Design and maintain territory and account segmentation models aligned to growth strategy
• Own coverage and capacity models, including headcount planning, ramp assumptions, and productivity targets
• Lead annual and quarterly sales planning in partnership with Sales and Finance
• Develop quota-setting and allocation methodologies that balance fairness, stretch, and attainability
• Build scenario and sensitivity models (base / bear / bull) to inform leadership decision-making
• Define and govern the sales KPI framework across pipeline, bookings, ASP, take rate, and productivity
• Own forecasting processes, accuracy targets, and governance cadence
• Deliver performance dashboards and executive-ready reporting for Monthly and Board reviews
• Track actual vs. plan and proactively surface risks and opportunities
• Lead root-cause analysis for underperformance and overperformance to drive corrective action
• Optimize and govern the full sales cycle
• Own CRM architecture and optimization (e.g., Salesforce), including data model, workflows, and reporting
• Implement automation, guardrails, and controls that improve seller efficiency and data quality
• Standardize sales stages, fields, and definitions across the organization
• Partner with Enablement to ensure playbooks and SOPs align with system design and process standards
• Define and enforce pricing strategy, discount guardrails, and approval policies
• Operate deal desk workflows to balance speed, flexibility, and margin protection
• Govern contracting workflows and policy adherence
• Manage exception handling and escalation paths
• Analyze deal economics, margin performance, and deal quality trends
• Design and model sales compensation plans aligned to company objectives
• Own quota-to-pay processes, ensuring accuracy, transparency, and timeliness
• Define attribution logic (seller of record, coverage pools, overlays)
• Analyze performance and payout effectiveness to identify unintended behaviors
• Lead GTM interlock cadences across Sales, Finance, Marketing, Product, and Delivery
• Ensure clean handoffs from Sales to Delivery / Customer Success
• Establish structured feedback loops to Product and Marketing based on market signals
• Integrate sales execution into the broader Order-to-Cash (O2C) process
• Drive change management and adoption of new processes, tools, and operating rhythms

Director, Sales Operations

Director

• Lead efforts to identify, develop, and scale products and services that help independent consultants build and grow successful practices.
• Responsible for commercialization and in-product growth strategy for Catalant’s Expert Products & Services (EPS) business.
• Drive adoption, engagement, and monetization across the independent consultant community.
• Translate consultant pain points and behavioral insights into scalable offerings and growth loops that deliver measurable impact.
• Lead initiatives that accelerate customer acquisition, activation, and retention—testing and optimizing pricing, onboarding, referral, and subscription models.

Director, Sales Operations

Director, Expert Products – Services