Associate Director, Sales Operations

SmartRecruiters, Inc.; Waltham (MA); On-site; USD 170,000 - 234,000; Full time

Benefits offered by this job

Annual bonus

Comprehensive benefits

401(k) with company match

Parental leave

Job summary

Deciphera, a biotechnology company focused on oncology, seeks an Associate Director of Sales Operations to lead and optimize the field operations, analytics, and systems that enable effective sales planning and execution.

You will partner with Commercial leadership to drive data-driven decisions, design incentive plans, manage territory rosters, deploy product launches, and ensure compliance with FDA and related standards.

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.

Responsibilities

• Lead and optimize field operations strategy and governance.
• Design and administer incentive compensation plans and reporting.
• Manage territory rosters, alignment, onboarding, and field communications.
• Develop standardized field reporting dashboards and insights.
• Ensure compliance with FDA, OIG, and internal policies.
• Collaborate with Commercial, Medical, IT, Legal, HR, and Finance.

Skills

Leadership

CRM systems

Analytics platforms

Project management

Cross-functional collaboration

Education

Bachelor's degree

Advanced degree preferred

Tools

Veeva CRM

Roster/alignment technologies

Job description

Deciphera, a member of Ono Pharmaceutical Co., Ltd., is a biopharmaceutical company focused on discovering, developing, and commercializing important new medicines and providing hope to people living with cancer, neurologic and autoimmune disease. Deciphera isleveragingits proprietary switch-control kinase inhibitor platform and deepexpertisein kinase biology to develop a broad portfolio of innovative medicines. In addition to advancing multiple product candidates fromDeciphera’splatform in clinical studies, QINLOCK® (ripretinib) isDeciphera’sswitch-control kinase inhibitor approved in many countries including the European Union and the United States for the treatment of adult patients with advanced gastrointestinal stromal tumor (GIST) who have received prior treatment with 3 or more kinase inhibitors, including imatinib. ROMVIMZA® (vimseltinib) is a kinase inhibitor approved in the United States for adult patients with symptomatictenosynovialgiant cell tumor (TGCT) for which surgical resection will potentially cause worsening functional limitation or severe morbidity, and in the European Union for adult patients with TGCT associated with clinically relevant physical function deterioration and in the European Union for adult patients with TGCT associated with clinically relevant physical function deterioration and in who surgical options have been exhausted or would induce unacceptable morbidity or disability.

The spirit of collaboration that has brought medications to life continues to guide how weoperate, grow, and discover new breakthroughs. We cultivate an inclusive culture that values curiosity, creativity, and shared accountability—empowering individuals to challenge the unknown together.

Deciphera offers competitive compensation, including equity-based compensation,and a comprehensive benefits package that includes medical, dental, vision, 401(k) retirement plan, lifeinsuranceand a flexible spending account for either health care and/or dependent care.

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.

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)

• 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.