Director, Sales Operations

| Greater LA Area

WELL is a fully integrated patient communication platform that enables enterprise health systems, private practices, and vendors to communicate with patients securely across any channel, including text messaging, email, telephone, and live-chat.

With WELL, patients receive all of their healthcare communication from one trusted source — their provider. The platform empowers service representatives to seamlessly converse with patients in real time, ensuring patients feel heard while driving staff efficiency and increased revenue.

Founded in 2015, WELL is based in Santa Barbara, California and was recently rated the category leader for Patient Engagement Software by G2 Crowd. WELL serves many of the country’s leading health systems and powers best-in-class experiences for more than 7,000 healthcare professionals and 5 million patients nationwide.


The Sales Operations Manager is responsible to implement all sales resources, processes and tools such that the output of the individuals and collective team is optimized for performance output, including but not limited to growing the sales pipeline, accelerating deal velocity, and closing deals to achieve CARR targets.

Responsibilities include:

  • Ensure the sales team has the proper staffing and organization in each functional area (e.g. BDI, BDR, ISR, AE) and segment area (e.g. Growth, Enterprise) to ensure the individuals and team hit designated performance targets (ie. quota, pipeline, CARR, average deal cycle, etc.).
  • Build and maintain models including (but not limited to) sales productivity, rep activity, rep attainment, revenue forecast, pipeline, and anything else that would help us run a stronger organization.
  • Define the sales process (e.g. cycle, stages, workflows, etc.) to optimize performance output. Support and hold the team resources accountable to defined processes including all input(s) and output(s) of workflows. Proactively identify bottlenecks and areas for process improvement. Develop and implement appropriate solutions (with team and/or leadership buy-in).
  • Manage all existing sales tools, including but not limited to Salesforce, Salesloft, Cloudingo, etc. to ensure our sales team is providing value and not wasting time. Support the development of the annual commission structure and create tools to manage between sales and finance. Manage the sales budget, and proactively identify new tools that could optimize efficiency against increased spend.
  • Generate reports to required cadence (daily, weekly, monthly, etc.) in support of regular and off-cycle performance or deal reviews. When required, run performance review meetings, ensuring accountability. Document all gaps and areas for improvement. Communicate performance updates to company and leadership team.
  • Manage the business development intern team to ensure enough quality sales leads are getting to the business development reps such that performance targets are achievable with a healthy margin for error. Provide any and all support to the sales team and leadership to enable an effective, efficient and high performing sales organization.


  • 3-5 years in sales operations or equivalent role
  • 1-2 years in people management
  • Management of sales processes
  • Deal desk experience
  • BA in Business Administration (or Equivalent)
  • Salesforce CRM Platform
  • Sales Operations best practices


  • 5-7 years in sales operations or sales operations management
  • 3-5 years in people management
  • Salesforce Certification


  • Full Health Benefits (Medical/Dental/Vision)
  • Generous equity package
  • Unlimited Vacation / PTO
  • Located in the heart of downtown Santa Barbara
  • Monthly commuter stipend
  • Fantastic company culture
  • Frequent happy hours and events
  • Stocked kitchen
  • Ergonomic desk setup
  • Dog friendly office
Read Full Job Description

Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavascriptLanguages
    • ReactLibraries
    • ReduxLibraries
    • Node.jsFrameworks
    • MongoDBDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • AsanaManagement
    • JIRAManagement
    • TrelloManagement
    • WordpressCMS
    • PardotCMS
    • Adobe CMS
    • Google AnalyticsCMS
    • Google AdsCMS
    • SalesforceCRM
    • MailChimpEmail
    • ZoominfoLead Gen


Located in the heart of downtown Santa Barbara, just a 10 minute walk from the beach, and moments away from top eating and drinking establishments!

An Insider's view of Well Health, Inc.

What’s the vibe like in the office?

The WELL team is a group of lively, driven and hardworking individuals. There is always music playing and dogs hanging- making it truly enjoyable to come into the office. The environment is very collaborative and exciting. I feel valued and challenged every day- the 4pm beer from the office keg is always well deserved! 10/10 would recommend WELL!


Inside Sales Rep

What kinds of technical challenges do you and your team face?

As an integration engineer, I am exposed to working with different EHRs. Records kept by different facilities need to be interchangeable; the file formats and structure need to be consistent enough that they can be read by our software. I am always thrilled to use our tools in innovative ways to overcome the challenges of our healthcare IT industry


Integration Engineer

What makes someone successful on your team?

WELL’s Business Development Team is the foundation of our sales engine and secret sauce to the company’s incredible growth over the past few years. The most successful reps are hungry and creative. They exceed pipeline targets, crush activity metrics, and most importantly - elevate the team around them.


Business Development Manager

What is your vision for the company?

The average American spends more than $10K a year on healthcare, but customer service in medicine is rated the third-worst of any industry. We’re going to change that, giving patients delightful experiences, freeing the industry from clunky, obsolete communication practices, and making healthcare easier and more accessible—for everyone.



How does the company support your career growth?

WELL gives me opportunities that I wouldn't otherwise get at a larger company. These opportunities are usually ones I have done before and WELL let's me rise to the occasion and figure it out. I can't recommend WELL enough if you would like to accelerate your career growth.

Erin Clayton

Data Engineer

What are Well Health, Inc. Perks + Benefits

Well Health, Inc. Benefits Overview

Full Health Benefits (Medical/Dental/Vision)
Generous equity package
Unlimited Vacation / PTO
Located in the heart of downtown Santa Barbara
Monthly commuter stipend
Fantastic company culture
Frequent happy hours and events
Stocked kitchen
Ergonomic desk setup
Dog friendly office

Volunteer in local community
Friends outside of work
Eat lunch together
Intracompany committees
Group brainstorming sessions
Open office floor plan
Dedicated Diversity/Inclusion Staff
Health Insurance & Wellness Benefits
Dental Benefits
Vision Benefits
Health Insurance Benefits
Retirement & Stock Options Benefits
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Happy Hours
Pet Friendly
Relocation Assistance
Professional Development Benefits
Lunch and learns
Acme Co. hosts lunch and learn meetings once per month.
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