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Salary: USD 245,000 - 275,000 / annual
Courier Health is building the future of patient engagement for life sciences companies, helping biopharma organizations support patients with chronic and rare diseases from diagnosis through therapy initiation and ongoing care. The company is experiencing rapid sales growth and needs a strategic leader to build and scale the commercial operations function.
As Head of Sales Strategy and Operations, you will report to the Chief Commercial Officer and own the entire commercial infrastructure surrounding the sales organization. This is a foundational role where you will design the pricing frameworks, deal approval models, and business metrics that will define how Courier Health goes to market for years to come.
Key responsibilities include:
**Pricing, Packaging, and Deal Structure**: Own pricing strategy, product bundling, and deal desk operations. Build the approval frameworks and terms that enable faster deal closure while protecting margin. Partner closely with sellers on high-value opportunities.
**Coverage Model and Territory Design**: Develop segmentation, territory assignments, and account prioritization strategies. Create the capacity planning that informs hiring decisions and resource allocation. Establish the operating rhythm (pipeline reviews, forecasting, target setting) that keeps execution aligned with strategy.
**Commercial Analytics and Insights**: Define and track key metrics (pipeline health, conversion rates, cycle length, win/loss analysis, segment performance, seller productivity). Build the CRM strategy, data standards, and reporting infrastructure that gives leadership actionable insights rather than descriptive dashboards. Partner with Finance on forecasting and variance analysis.
**Sales Enablement and Continuous Improvement**: Develop onboarding, playbooks, and sales methodology that help sellers understand customer problems, not just product features. Create feedback loops that channel deal patterns, loss reasons, and market intelligence back to Product and Product Marketing. Ensure ICPs and positioning reflect what's actually happening in live deals.
You will be the connection point between Sales, Product, Product Marketing, and Finance. Most of the commercial infrastructure is still being built—this role owns designing and implementing it from the ground up.
The company is office-first, requiring in-person collaboration 4 days per week in NYC.
**Requirements:**
- 10+ years in sales strategy, revenue operations, commercial strategy, or management consulting
- 3+ years leading the function at a high-growth B2B software company
- Hands-on depth in pricing and packaging, deal structuring, territory design, and commercial analytics (built, not inherited)
- Exceptional analytical ability with the ability to synthesize insights and communicate them clearly to executives
- Track record of building processes that teams adopt and maintain without adding friction to sales
- Strong understanding of enterprise sales dynamics: long cycles, multiple stakeholders, procurement processes
- Credibility with executives and willingness to challenge decisions when data supports it
- Comfort moving between strategic frameworks and detailed spreadsheet modeling
- Excellent written and verbal communication skills
- Comfort with autonomy and ambiguity in an early-stage environment
**Bonus qualifications:**
- Experience in life sciences, healthcare, or health tech
- Built a deal desk from scratch
- Worked closely with Product and Product Marketing on positioning, launches, and competitive intelligence
- Depth in Salesforce and modern commercial stack (CPQ, forecasting, enablement tools)
