Job Description: Head of Sales Performance & Revenue Excellence (SPEX)

Revenue Strategy & Go-To-Market Leadership

Role Title: Head - Sales Performance & Revenue Excellence (SPEX)

Reporting To: SVP & Revenue Head

Department: Sales Strategy & Revenue Operations

Industry Focus: Healthcare / Health-Tech / Enterprise SaaS

Target Experience: 5-10 Years

Role Overview:

The Head of SPEX (Sales Performance & Revenue Excellence) will serve as the strategic engine for the SVP & Revenue Head, driving Sales GTM Strategy, Performance Governance, and Revenue Operations across enterprise health, provider, and institutional sales channels. This high-impact leadership role operates at the intersection of GTM strategy, analytical rigor, and frontline execution. You will build scalable revenue systems, establish forecasting discipline, optimize sales funnels, and empower sales teams to achieve predictable growth.

Key Responsibilities:

1. Sales Strategy & GTM Planning:

- Annual & Quarterly Planning: Partner with the SVP & Revenue Head to design and own the Annual Operating Plan (AOP), quarterly revenue targets, and quota allocation frameworks.

- Healthcare GTM Design: Design target account segmentation strategies across enterprise hospitals, clinic chains, insurance/payers, and health-tech accounts.

- Territory & Capacity Modeling: Model sales team capacity, territory allocations, target setting, and ramp-up schedules to ensure target coverage.

- Pricing & Monetization: Collaborate with Finance and Commercial teams to optimize commercial models, deal structuring, and pricing tiers.

2. Performance Governance & Revenue Forecasting:

- Executive Revenue Dashboards: Build, institutionalize, and govern centralized revenue cockpits (tracking pipeline velocity, win rates, conversion stages, ACV, and rep productivity).

- Cadence Ownership: Lead weekly, monthly, and quarterly business reviews (WBRs/MBRs/QBRs) with sales leadership and regional leads.

- Forecasting Discipline: Drive institutional forecasting rigor, reducing forecast variance and increasing predictability across enterprise deals and long-gestation sales cycles.

- Performance Interventions: Diagnose pipeline bottlenecks and funnel leakages, executing swift operational interventions to get underperforming cohorts back on track.

3. Sales Excellence, Process & Automation:

- Process Standardization: Define and enforce standard enterprise sales processes, qualification frameworks (e.g., MEDDPICC / BANT), and deal governance.

- CRM & Tech Stack Mastery: Drive Salesforce/CRM architecture, pipeline hygiene, automation, and automated reporting to minimize administrative overhead for sales teams.

- Incentives & Compensation Modeling: Partner with Finance to design, model, and deploy performance-linked incentive compensation structures (SIPs) that align with strategic GTM priorities.

4. Leadership & CXO Interface:

- Strategic Partner to SVP Revenue: Function as the primary strategic advisor to the SVP & Revenue Head, translating data insights into board-ready narratives and actionable executive strategies.

- Team Building: Build, mentor, and lead a high-performing team of Sales Operations, Revenue Analysts, and Enablement Specialists.

- Cross-Functional Alignment: Align GTM strategies cross-functionally with Product, Operations, Finance, and Marketing to ensure seamless delivery and post-sale onboarding.

Candidate Profile:

Experience:

- 5 - 10 Years of experience in Sales Strategy, Revenue Operations, Sales Excellence, or Founders / Revenue Office roles.

- Industry Exposure: Prior experience in B2B / B2C / SaaS / Health-Tech / Digital Health environments is highly preferred start up experience.

- CXO Interface: Proven track record of supporting or directly interfacing with CXOs / SVP-level stakeholders.

Analytical & Technical Capabilities:

- Financial & Analytical Modeling: Advanced proficiency in Excel, financial scenario planning, and quota/territory modeling.

- CRM Expertise: Deep hands-on experience with Salesforce CRM workflows, dashboard configuration, and pipeline stage architecture.

- BI & Analytics Tools: Hands-on capability with SQL, Power BI, Tableau, or modern RevOps platforms (e.g., Clari, Gong) is a strong plus.

Leadership & Mindset:

- Team Management: Demonstrated ability to manage and mentor a team (36 analysts/managers).

- Problem Solving: Structured first-principles thinker with high ownership, business acumen, and commercial sharp-mindedness.

- Communication: Exceptional executive communication and stakeholder management skills.

Education:

- Pedigree: MBA from a Tier-1 Institution (IIMs, ISB preferred).