EmblemHealth is seeking for an innovative and creative Vice President of Go‑to‑Market (GTM) Operations to lead and scale a centralized, enterprise shared‑services organization supporting all sales channels across Under‑65 Consumer and Group Business. This executive will be responsible for designing and operating the systems, processes, analytics, and enablement capabilities that power sales execution, broker effectiveness, and sustainable membership growth.
The VP, GTM Operations will act as the operational backbone of the Sales organization — ensuring sellers and brokers are enabled with the right tools, insights, incentives, and support to perform at their best, while delivering predictable growth through disciplined forecasting, data‑driven decision‑making, and strong CRM adoption.
This role requires a leader who can balance strategic vision with operational rigor, partnering closely with Sales, Product, Marketing, Finance, and Technology to build scalable capabilities aligned to EmblemHealth’s mission and regulatory environment.
What you’ll do (impact)
- Build the GTM operating system that accelerates membership growth.
- Create a cross-functional flywheel that removes friction and speeds launches.
- Drive CRM adoption and real-time visibility into pipeline and performance.
Key responsibilities
Sales Operations (Shared Services)
- Run a high-velocity Sales Ops shared-services team that keeps Under 65 Consumer, Medicare, and Group Business sellers focused on selling—and winning.
- Standardize the sales playbook: rhythm, territories/quotas, governance, and execution.
- Turn strategy into weekly execution: pipeline, conversion, capacity, and field alignment.
Sales Enablement
- Own enablement that ramps teams fast: onboarding, training, playbooks, and messaging.
- Equip sellers and brokers with messaging, competitive positioning, and compliant materials that convert.
- Measure impact (ramp, adoption, conversion, productivity) and iterate relentlessly.
Broker Services & Support
- Own the broker experience end-to-end—make it easy to partner and easy to grow.
- Streamline onboarding, contracting, and support so brokers get productive fast.
- Scale support with the right mix of self-serve, shared services, and high-touch.
Commission Administration & Incentive Management
- Own end-to-end incentives and commissions—design through payout—so plans are simple, trusted, and built to drive growth.
- Partner with Finance, Legal, and Compliance to ensure accurate, timely, and compliant commission payments.
- Tune incentive plans to drive growth and retention.
Growth Analytics, Forecasting & Insights
- Build a commercial insights engine that connects activity to outcomes—pipeline, membership growth, retention, and revenue performance.
- Own forecasts for pipeline, membership, revenue, and retention—so leaders can invest and hit targets.
- Deliver dashboards and insights that drive decisions—fast.
CRM & Sales Technology Adoption
- Own CRM strategy and adoption (e.g., Salesforce or equivalent) to increase selling time, improve conversion, and elevate pipeline visibility.
- Set the CRM standard—rules, training, and accountability—so the field uses it daily.
- Ship sales tech that saves time and improves win rates.
Leadership & Cross-functional partnership
- Build and lead a high-performing GTM Ops team.
- Be the exec partner across Sales, Product, Marketing, Finance, and Tech to drive GTM strategy and execution.
- Build a culture that moves—high ownership, fast learning, and customer-first execution.
Success measures (deliverables)
- Run the commercial cadence: quarterly planning + weekly operating rhythm tied to annual goals.
- Increase sales productivity and revenue growth.
- Build scalable, efficient sales operations and broker support models.
- Launch end-to-end sales analytics—and keep evolving the ops tech roadmap.
Education & experience
- Bachelor’s degree required; MBA or advanced degree preferred.
- 15+ years of progressive experience in sales operations, GTM operations, or commercial operations—ideally in healthcare, insurance, or other regulated industries.
- 7+ years of senior leadership experience building and leading multi-disciplinary teams.
- Deep expertise across Sales Ops, Enablement, Broker Services, Commissions/Incentives, Analytics/Forecasting, and CRM (e.g., Salesforce).
- Strong executive communication plus an analytical toolkit (forecasting, performance management, dashboards).
- High ownership, detail-strong, and able to scale operations without losing the big picture.
