Associate Director, Sales Operations

Tech Sales Jobs; United States; Remote; USD 170,000 - 234,000; Full time

Job summary

Deciphera is seeking an Associate Director, Sales Operations in Waltham/Remote to lead field operations strategy, incentives, enablement, and reporting. You will partner with Commercial leadership to drive data-driven planning, forecasting, and execution across biotech field teams.

The role requires 10+ years, CRM experience (Veeva), and strong cross-functional collaboration to ensure regulatory compliance and scalable processes for launches and growth.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 10+ years in Field Operations, Commercial Operations, Sales Operations, or related functions within biotech or pharmaceuticals.
• Proven experience in designing strategic and equitable incentive compensation plans.
• Demonstrated leadership overseeing complex operational programs supporting field-based teams.
• Strong understanding of FDA, OIG, and industry compliance standards for field activities.
• Experience managing CRM systems (e.g., Veeva), field analytics platforms, and roster/alignment technologies.
• Proven ability to collaborate across functions and influence at senior levels.

Responsibilities

• Lead field operations strategy to support commercial field teams.
• Oversee incentive plan design, documentation, and payout processes.
• Manage territory, roster, and alignment for optimized coverage.
• Develop standardized field reporting dashboards and business insights.
• Ensure compliance with FDA, OIG, and internal policies for field activities.
• Collaborate with Commercial, IT, Legal, HR, and Finance on launches and readiness.
• Support field deployment for new product launches.

Skills

Strategic leadership

Sales Operations

CRM systems (Veeva)

Field analytics

Cross-functional collaboration

Education

Bachelor’s degree

Advanced degree preferred

Tools

Veeva CRM

Roster/Alignment tech

Job description

Associate Director, Sales Operations

Location: Waltham, MA, us, Remote

Job Description

Role Summary:

The Associate Director, Sales Operations, is responsible for leading and optimizing the operational infrastructure supporting field‑based commercial teams. This role develops and oversees processes, analytics, systems, and cross‑functional alignment that enable effective sales planning, performance management, forecasting, and execution. The position serves as a strategic partner to the Commercial leadership team to ensure disciplined, data‑driven decision‑making and operational excellence. The Associate Director will also contribute to functional strategic planning and ensure operational readiness to support product launches and ongoing field excellence initiatives.

Key Responsibilities:

Field Operations Strategy & Leadership – 20%

• Lead and execute the field operations strategy to support commercial and medical field teams across all therapeutic areas.
• Establish Scalable processes, tools, and policies that promote compliant and efficient field operations
• Serve as the guide of field operations processes, governance, and performance standards.
• Partner with senior commercial leadership to anticipate operational needs and deploy proactive solutions.
• Oversee administration of CRM Platforms (roster systems, reporting portals) and guide enhancements with IT partners.
• Motus Fund Forecasting & Management

Lead a best-in-class incentive compensation function – 20%

• Facilitate the committee and processes to compliantly design, document and administer incentive plans
• Design and administer compliant incentive compensation plans that appropriately motivate the commercial field team(s)
• Develop tracking, attainment reconciliation and payout calculation process
• Design timely and effective standardized incentive compensation reporting
• Lead quarterly IC committee Discussions (present the proposal(s), address questions and obtain relevant approvals) from key stakeholders including commercial field leadership, legal, finance, compliance, and HR

Field Team Enablement & Deployment – 20%

• Lead territory, roster, and alignment management, ensuring optimized coverage models and compliant assignment processes.
• Coordinate with Training, HR, and Compliance to manage onboarding operational components for new field hires.
• Ensure timely distribution and governance of field communications, playbooks, and process updates.
• Support field deployment planning for new product launches and field-force expansions or restructures.

Field Reporting & Insights – 20%

• Oversee development and maintenance of standardized reporting suites, dashboards, and business insights for field teams and leadership.
• Monitor KPIs, identify performance trends, and recommend operational improvements.
• Partner with Analytics and Data Operations teams to ensure accuracy, data integrity, and compliant use of field performance information.

Compliance, Quality, & Operational Excellence – 15%

• Ensure all field operational processes align with FDA, OIG, and corporate compliance expectations for a biotech environment.
• Collaborate with Compliance to maintain audit‑ready documentation and field interaction controls.
• Lead continuous improvement projects to enhance efficiency, scalability, and quality of field operations systems and processes.

Cross-Functional Collaboration – 5%

• Maintain strong partnerships with Commercial, Medical Affairs, IT, Legal, HR, and Finance to support integrated field readiness.
• Represent Field Operations in strategic planning meetings, cross-functional governance forums, and launch preparation initiatives.

Other duties and responsibilities as assigned

Qualifications

Required Qualifications

• Bachelor’s degree required; advanced degree preferred.

• 10+ years of experience in Field Operations, Commercial Operations, Sales Operations, or related functions within biotech or pharmaceuticals.
• Proven experience in the development of strategic and equitable incentive compensation plans.
• Demonstrated leadership experience overseeing complex operational programs supporting field-based teams.
• Strong understanding of FDA, OIG, and industry compliance standards for field activities.
• Experience managing CRM systems (e.g., Veeva), field analytics platforms, and roster/alignment technologies.
• Proven ability to collaborate across functions and influence at senior levels.

Preferred Capabilities

• Experience supporting product launches in small–midsize biotech organizations.

• Prior management experience leading high‑performing operations teams.
• Advanced analytical capabilities and familiarity with field insights or forecasting tools.
• Ability to design and scale SOPs, governance models, and operational infrastructure.
• Strong project management skills and comfort operating in fast‑paced, evolving environments.

Additional Information

Deciphera is committed to fair and equitable compensation practices. The base salary pay range for this role is $170,000 - $234,000. Actual compensation packages will depend on various factors, including, but not limited to depth of experience, education, skillset, overall performance and/or location.

Deciphera believes in providing a competitive compensation and benefits package to all employees. Our base salary is just one component of Deciphera’s competitive total rewards strategy that also includes annual performance bonus, a long-term incentive plan, full range of benefits and other incentive compensation plans (if applicable)

Benefits:

• Competitive salary and annual bonus.
• Comprehensive benefits package including medical, dental, vision insurance, 401(k) retirement plan with company match, and more.
• Generous parental leave and family planning benefits.
• Outstanding culture and opportunities for personal and professional growth.

EQUAL EMPLOYMENT OPPORTUNITY INFORMATION

Deciphera is committed to equal employment opportunity and values diversity. To ensure that we comply with reporting requirements, we invite you complete the confidential survey at the end of this application. Providing this information is optional. It will not be accessible or used in the hiring process, and has no effect on your opportunity for employment. This information will also be treated confidentially. We are committed to make all hiring decisions and other employment decisions on a non-discriminatory basis.