Sr. GTM Operations Manager

Our Team's Impact:

Think about the last time you searched for care. How did it make you feel?

The healthcare system is not a welcoming place. Every year, millions of patients fall through the cracks of the fragmented system, leading to poor health and wasteful spending on unnecessary care. COVID caused many doctor's offices to close, exacerbating the fragmentation problem.

Our goal at Included Health is to simplify healthcare by making it easy to find the right care. We do this by fusing virtual care, technology, data, clinical insight, and empathy in a platform that makes it easier for people to get high-quality care. We provide personalized care recommendations, connect patients to the right resources for their specific needs, and remove uncertainty around costs.

The full suite of our Included Health's products & services includes:

Virtual primary care, urgent care, therapy, psychiatry, and specialty clinics

AI-powered provider matching to supercharge the doctor referral process and help patients find the highest quality in-network providers for their specific care needs

Advocacy services to guide members through the litany of needs that arise during the course of seeking treatment

Care and case management to support complex chronic and acute health needs

A financial toolkit to provide spending history, insurance plan info and generally help with cost considerations

Expert medical opinions to provide insight into an ongoing condition

Routing across the benefits suite so that members can take full advantage of the benefits at their disposal

And much, much more!

About the Role:

We're seeking a GTM (Go to Market) Operations Senior Manager who has a background in Sales and Marketing Operations, tools, process, and analysis, and who will be responsible for providing operational expertise within the Business Operations organization. The efforts should be designed to forecast sales performance, generate insights to help accelerate growth, manage sales tooling, assist in the field incentive compensation process, and evaluate third-party solutions appropriate for GTM Operations functions. This is a highly cross-functional role that will work closely with the broader Sales and Corporate Marketing organizations to own end-to-end thinking around metrics our team needs to regularly monitor to understand Sales health, and generate insights to power pipeline and bookings efforts. We're looking for a highly analytical team member who can conduct analyses, generate key business insights and communicate implications to influence effectively cross-functionally.

Our team partners with senior leadership to run critical initiatives that cross-cut our organizations and deliver high impact results. You collaborate and approach your work with humility, empathy, creativity, intellectual horsepower, and an enduring hunger to achieve results. You are passionate about transforming healthcare and want to play an active role in building our team culture while we do so. You will be part of a small and nimble team that will help to change the way healthcare is experienced by millions of members.

What you'll Do:

• Conduct strategic thinking on how to optimize performance of a large and growing Sales team in partnership with our Sales Operations Director
• Generate visibility into end-to-end Sales funnel, from top-of-funnel brand/PR efforts to drive impressions, to corporate marketing events to generate marketing qualified leads, through active pipeline and completed Sales
• Set business goals based on insights and measure success of ongoing efforts
• Build, monitor and analyze the health of Included Health's Sales businesses overall through dashboards, ad-hoc analyses, and ongoing 'run the business' forums to track performance against business plans
• Own Salesforce.com rules, process, and ongoing data integrity to increase functionality to improve process and usage of Salesforce.com
• Creating reports and dashboards in Salesforce to generate scalable insights
• In coordination with the Director, administer sales quotas, quota attainment, compensation plans, territory management, program rules, policies, and proceduresOwn reporting for Sales business metrics, including regular executive communication and readouts

Your Qualifications:

• Bachelor's degree or equivalent practical experience
• Passion for raising the standard of healthcare
• 5+ years of relevant professional experience - at least 2 years in management consulting, investment banking, private equity or venture capital, and at least 1 year of experience in relevant Go to Market roles at fast-paced startups or tech companies
• Outstanding analytical abilities and instincts
• Must have experience with Salesforce as a CRM
• Proficiency in spreadsheet analysis (Excel, Google Sheets), data visualization (Looker, Tableau) and reporting
• Ability to perform multiple projects simultaneously and creatively execute projects
• Ability to work independently and work within a team environment
• Proactive and relentless: independently capable of seeking information in an unstructured environment, solving conceptual problems, corralling resources, and delivering results in challenging situations
• Strong bias for action and ability to prioritize and execute
• Ability to operate comfortably and effectively in ambiguity
• Excellent written and verbal communication, problem-solving and business judgment skills

Physical/Cognitive Requirements:

• Ability to thrive in a fast-paced, high-intensity work environment.
• Ability to remain seated in a stationary position for prolonged periods.
• Requires eye-hand coordination and manual dexterity sufficient to operate keyboard, computer and other office-related equipment.
• No heavy lifting is expected, though occasional exertion of about 20 lbs. of force (e.g., lifting a computer / laptop) may be required.
• Ability to interact with leadership, employees, and members in an appropriate manner.

The United States new hire base salary target ranges for this full-time position are:

Zone A: $114,330 - $148,640 + equity + benefits

Zone B: $125,763 - $163,504 + equity + benefits

Zone C: $137,196 - $178,368 + equity + benefits

Zone D: $148,629 - $193,232 + equity + benefits

This range reflects the minimum and maximum target for new hire salaries for candidates based on their respective Zone. Below is additional information on Included Health's commitment to maintaining transparent and equitable compensation practices across our distinct geographic zones.

Starting base salary for the successful candidate will depend on several job-related factors, unique to each candidate, which may include, but not limited to, education; training; skill set; years and depth of experience; certifications and licensure; business needs; internal peer equity; organizational considerations; and alignment with geographic and market data. Compensation structures and ranges are tailored to each zone's unique market conditions to ensure that all employees receive fair and competitive compensation based on their roles and locations. Your Recruiter can share details of your geographic alignment upon inquiry.

In addition to receiving a competitive base salary, the compensation package may include, depending on the role, the following:

Remote-first culture

401(k) savings plan through Fidelity

Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)

Full suite of Included Health telemedicine (e.g. behavioral health, urgent care, etc.) and health care navigation products and services offered at no cost for employees and dependents

Generous Paid Time Off ("PTO") and Discretionary Time Off ("DTO")

12 weeks of 100% Paid Parental leave

Family Building Benefit with fertility coverage and up to $25,000 for Surrogacy & Adoption financial assistance

Compassionate Leave (paid leave for employees who experience a failed pregnancy, surrogacy, adoption or fertility treatment)

11 Holidays Paid with one Floating Paid Holiday

Work-From-Home reimbursement to support team collaboration and effective home office work

24 hours of Paid Volunteer Time Off ("VTO") Per Year to Volunteer with Charitable Organizations

Your recruiter will share more about the specific salary range and benefits package for your role during the hiring process.

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.

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Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.