Head of Sales Operations, Learning & Development, Athelas

• 6+ years in sales enablement, product training, or technical education in high-growth B2B SaaS (healthtech strongly preferred)
• Demonstrated ability to translate complex technical topics (RCM, EHR, AI) into engaging sales narratives
• Strong instructional design and content creation expertise, with experience in VILT, LMS platforms, and asynchronous learning
• Experience ramping non-traditional sellers (e.g., clinicians moving into SaaS)
• Hands-on proficiency with Salesforce, WorkRamp, Avoma (or some other recording/QA tools), and Sales Navigator
• Strong cross-functional collaboration and stakeholder management skills, with the ability to grow a team with internal and outside talent
• Bias for action—executing quickly, testing new ideas, and iterating based on results

Desirable

• We’re seeking a Senior Director of Sales Operations, Learning & Development to own the strategy, measurement, and execution of onboarding, training, tools management, demo environment readiness, content development, and performance coaching across our fast-growing sales organization
• You will ensure Account Executives, SDRs, Sales Engineers, and Sales Managers – many of whom come from clinical backgrounds – are equipped with the product knowledge, sales methodology, and technical fluency needed to close complex deals across RCM, EHR, and AI product lines
• The Sales Ops L&D team is responsible for ensuring our reps are fully equipped to sell Athelas’s complex healthcare solutions with speed and accuracy. This team drives technical onboarding and training, content development, demo readiness, and coaching programs that directly impact quota attainment and deal velocity
• Their focus is on measurable outcomes: in Q3, the team is tasked with ensuring that 40% of sales reps surpass quota, 70% close at least one deal, and 100% of ramping reps (in our 3-month Residency program; think Verkademy at Verkada) meet their input and meeting quotas by the end of ramp. In addition, they are accountable for product fluency across the organization – every rep must be able to accurately explain Athelas’s software offerings through spot checks and demo reviews
• This leader will serve as the bridge between Product/Eng, Marketing, RevOps, Partnerships, and Sales – designing programs that ramp new hires quickly, drive adoption of tools and collateral, increase demo certification rates, and improve quota attainment through continuous skill development and coaching
• Build and maintain comprehensive onboarding covering product, process, industry, and tools for all sales roles
• Develop role-specific training modules for AEs, SDRs, Sales Engineers, and Managers
• Collaborate with Sales Engineering and Product to deliver specialized training (e.g., AIR, Insights demos, EMR comparisons)
• Deliver ongoing sales-skills training (objection handling, ROI storytelling, demo skills, competitive positioning)
• Track training participation and correlate it with performance metrics (ramp time, attainment, follow-up execution)
• Deliver partner-specific training, demo flows, newsletters, and event prep
• Coordinate product training sessions and release briefings with Product/Marketing
• Contribute to territory mapping and in-person meeting targets
• Maintain competitive intelligence and train the team on differentiation
• Support RFP/RFI responses with standardized content and formatting
• Track and measure demo certifications and conduct spot checks of technical/product knowledge
• Translate complex healthcare compliance and regulatory requirements into sales-ready messaging
• Ensure all new features are incorporated into the demo environment on a <30 day cadence
• Develop Avoma scorecards to drive demo coaching and performance evaluation
• Partner with Marketing to create/update product one-pagers, decks, competitive battlecards, and case studies
• Curate and maintain the sales content library (Marketing Drive; WorkRamp)
• Partner with Product to translate roadmap updates into sales-ready content
• Ensure materials are accessible, current, and aligned to messaging
• Conduct win/loss analysis and post-mortems on key deals
• Track demo/sandbox usage and develop best-practice guides
• Track ROI from field blitzes, conferences, and in-market events
• Review call/video recordings to identify technical/product coaching opportunities; kick off the company’s first QA motion
• Develop and track live coaching plans and PIPs in partnership with Sales Leadership
• Capture and distribute best practices from top-performing reps: “How’d they do it?! Here’s how.”
• Enforce hygiene standards across Salesforce and internal trackers
• Measure enablement/SOLD program effectiveness (time-to-ramp, attainment, certifications)
• Contribute to GTM Ops OKR planning, tracking, and reporting
• Track usage of sales content, demo environments, and tools, and correlate with deal velocity
• Report enablement/SOLD ROI, tool performance, and program outcomes to senior leadership