Sales Operations Manager

The Sales Operations Manager is responsible for the operational backbone of Kandu’s outside sales team. This role owns commission administration, territory design, and prescriber and account targeting for the outside sales organization covering a large prescriber and account universe. The Sales Operations Manager also owns day-to-day Salesforce administration tied to the sales workflow, rep-facing reporting and dashboards, and systems onboarding and training for the sales team. The role works closely with sales leadership and reports to the Senior Director of Revenue Operations.

The ideal candidate has run sales operations in a healthcare, medical device, or other field-sales environment, is comfortable owning the systems and processes a growing sales team depends on daily, and can operate in an environment where data and process are still being built.

What You'll Do:

Commission Administration

• Calculate and administer outside sales rep commissions accurately and on schedule.
• Maintain commission plan documentation, resolve rep disputes, and identify plan design issues.
• Partner with Finance on commission accruals, payout reconciliation, and audit trail integrity.

Territory Planning

• Design and maintain sales territories across Kandu’s core channels.
• Balance territory assignments against account potential, geography, and rep capacity and tenure.
• Recommend and implement territory realignments as the target universe and rep headcount grow.

Prescriber & Account Targeting

• Maintain and enrich the target universe of prescribers and accounts.
• Build and refine prioritization logic based on recency, account productivity, pipeline stage, and event triggers to inform rep next-best-action.
• Maintain target data quality, including deduplication and Salesforce readiness.

Sales Systems & Reporting

• Administer Salesforce objects, fields, and processes tied to the sales team’s daily workflow.
• Build and maintain rep performance dashboards and scorecards tied to leading and lagging indicators, including pipeline activity, conversion rates, and revenue outcomes.
• Identify process breakdowns in the sales workflow and implement fixes.

Rep Credentialing & Field Access

• Manage rep credentialing across health system vendor credentialing platforms, including document submission, training verification, and renewal tracking.
• Maintain a current view of which reps are credentialed at which accounts, and factor credentialing status into territory assignment and account routing.
• Coordinate with HR and Compliance on the underlying documentation reps need to stay credentialed.
• Build a standard onboarding path so new reps are credentialed at their priority accounts within a defined window of their start date.

Systems & Process Onboarding

• Own rep onboarding and ongoing training on Salesforce, territory tools, and internal workflows, including activity logging, target queue management, and commission-relevant data submission.
• Build and maintain process documentation and quick-reference guides for the tools reps use daily.
• Serve as the first line of support for rep questions on system usage and feed recurring issues back into process or system design changes.
• Train reps on new tools, fields, and workflow changes as the Salesforce build-out evolves.

Special Projects

• Performs other related duties and special projects as assigned. Responsibilities may be adjusted periodically to align with organizational priorities, business needs, and company growth.

What You'll Bring:

• Bachelor’s degree or equivalent practical experience.
• 5+ years of experience in sales operations, revenue operations, or a closely related role, ideally supporting a field or outside sales team.
• Hands-on experience administering sales commission plans.
• Experience with territory design and account or lead prioritization logic.
• Strong Salesforce proficiency. Admin-level configuration experience is a plus.
• Experience working with imperfect, evolving data sets and making operational decisions in that environment.
• Strong analytical skills and the ability to communicate clearly to a non-technical sales audience.
• Experience building onboarding materials or leading systems and process training for a sales or field team.

Preferred Qualifications

• Healthcare, medical device, or DME industry experience.
• Salesforce administrator certification.
• Experience supporting a sales team through a period of headcount and territory growth.
• Experience managing rep credentialing at health systems, including familiarity with vendor credentialing platforms and the associated renewal and documentation workflows.

Travel Requirements

• Up to 15% travel.

What We Offer:

• Competitive Compensation (115k-130k DOE)
• Insurance (Medical/Dental/Vision)
• 401(k) with company 
• Unlimited PTO & Holidays
• Life Insurance, LTD and STD
• Remote work desk allowance