New

Sr. Manager, Sales Operations

United States

Senior Manager, Sales Operations

Role Overview

The Senior Manager, Sales Operations is a senior individual contributor responsible for maximizing the effectiveness and efficiency of Natera’s field sales organization across all business units. This is a cross–business unit role supporting field sales teams in Oncology, Women’s Health, and Organ Health.

The role owns core sales operations design and analysis, including sales compensation support, goal setting, territory design, incentive analysis, and automation design. This individual partners closely with Sales Leadership, Sales Analytics, Finance, and technical teams to design data-backed solutions that drive profitable growth and scalable execution.

 

Key Responsibilities

Sales Compensation, Goals & Incentives

  • Support the design and ongoing optimization of sales compensation plans for field sales teams across all business units
     

  • Ensure compensation structures align sales behavior with company objectives, including profitable growth
     

  • Partner with Sales Leadership and Finance on goal setting and quota deployment
     

  • Support commission payout processes by validating data inputs and incentive logic
     

  • Design and evaluate SPIFFs and incentive programs, including ROI analysis relative to other commercial investments
     

Sales Insights & Strategic Analysis

  • Independently access and analyze sales data using SQL, Excel, and BI tools to deliver actionable insights
     

  • Answer strategic questions such as:
     

    • Time to full productivity for new sales representatives
       

    • Effectiveness and ROI of incentive programs and sales initiatives
       

  • Develop analytical models and frameworks to support investment, coverage, and productivity decisions
     

  • Translate complex analyses into clear, business-relevant recommendations for sales leadership
     

Territory Design & Coverage

  • Own territory design and coverage models for field sales teams across all business units
     

  • Define and maintain target data sources in partnership with sales leaders
     

  • Ensure equitable territory distribution and ongoing compliance with territory frameworks
     

  • Adjust territories based on performance data, market changes, and organizational needs
     

Automation & Workflow Design

  • Design end-to-end operational workflows and logic to improve efficiency and scalability
     

  • Use SQL and Excel to build backend logic and analytical foundations for automation initiatives
     

  • Partner with technical and analytics teams to operationalize automation designs
     

  • Lead design and analysis for automation initiatives including:
     

    • President’s Club (P Club) qualification and tracking
       

    • Oncology goal-setting workflows
       

    • Salesforce call logging and activity tracking
       

  • Evaluate and operationalize AI-enabled tools developed by other teams or vendors to accelerate repeatable work
     

Cross-Functional Partnership & Governance

  • Partner closely with Sales Leadership, Sales Analytics, Finance, and technical teams
     

  • Provide clear documentation and logic for compensation, incentive, territory, and automation designs
     

  • Support change management for new processes and tools through clear communication and data-backed rationale
     

Immediate / Near-Term Priorities

  • Automation of President’s Club qualification and tracking
     

  • Oncology goal-setting automation
     

  • Improvements to Salesforce call logging and activity workflows
     

  • Evaluation and rollout of AI-enabled tools to improve Sales Operations efficiency
     

Qualifications

  • 7+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, or a related analytical role
     

  • Strong hands-on experience querying data using SQL
     

  • Advanced Excel / spreadsheet modeling skills
     

  • Experience working with BI or reporting tools (e.g., Qlik or similar)
     

  • Proven experience supporting sales compensation, incentive design, or territory modeling
     

  • Ability to independently design analytical and operational workflows from end to end
     

  • Experience partnering with technical and analytics teams to operationalize solutions
     

  • Strong communication skills with the ability to present data-backed insights to senior stakeholders
     

  • Experience supporting field sales organizations required
     

  • Healthcare, diagnostics, or life sciences experience preferred but not required
     

What Success Looks Like

  • Sales leadership relies on this role for trusted, data-backed decision support
     

  • Compensation and incentive analyses clearly drive improved sales behavior and outcomes
     

  • Territories are equitable, defensible, and aligned with strategy across business units
     

  • Manual processes are replaced with scalable, well-designed workflows
     

  • Automation and AI tools are successfully operationalized, not just piloted
     

  • Sales Operations is viewed as a strategic, analytical partner to the field sales organization

 

The pay range is listed and actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations.

Remote USA

$123,500 - $180,000 USD

OUR OPPORTUNITY

Natera™ is a global leader in cell-free DNA (cfDNA) testing, dedicated to oncology, women’s health, and organ health. Our aim is to make personalized genetic testing and diagnostics part of the standard of care to protect health and enable earlier and more targeted interventions that lead to longer, healthier lives.

The Natera team consists of highly dedicated statisticians, geneticists, doctors, laboratory scientists, business professionals, software engineers and many other professionals from world-class institutions, who care deeply for our work and each other. When you join Natera, you’ll work hard and grow quickly. Working alongside the elite of the industry, you’ll be stretched and challenged, and take pride in being part of a company that is changing the landscape of genetic disease management.

WHAT WE OFFER

Competitive Benefits - Employee benefits include comprehensive medical, dental, vision, life and disability plans for eligible employees and their dependents. Additionally, Natera employees and their immediate families receive free testing in addition to fertility care benefits. Other benefits include pregnancy and baby bonding leave, 401k benefits, commuter benefits and much more. We also offer a generous employee referral program!

For more information, visit www.natera.com.

Natera is proud to be an Equal Opportunity Employer. We are committed to ensuring a diverse and inclusive workplace environment, and welcome people of different backgrounds, experiences, abilities and perspectives. Inclusive collaboration benefits our employees, our community and our patients, and is critical to our mission of changing the management of disease worldwide.

All qualified applicants are encouraged to apply, and will be considered without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, disability or any other legally protected status. We also consider qualified applicants regardless of criminal histories, consistent with applicable laws.

If you are based in California, we encourage you to read this important information for California residents. 

Link: https://www.natera.com/notice-of-data-collection-california-residents/

Please be advised that Natera will reach out to candidates with a @natera.com email domain ONLY. Email communications from all other domain names are not from Natera or its employees and are fraudulent. Natera does not request interviews via text messages and does not ask for personal information until a candidate has engaged with the company and has spoken to a recruiter and the hiring team. Natera takes cyber crimes seriously, and will collaborate with law enforcement authorities to prosecute any related cyber crimes.

For more information:
- BBB announcement on job scams 
- FBI Cyber Crime resource page 

Create a Job Alert

Interested in building your career at Natera? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Employment

Select...
Select...

Education

Select...
Select...
Select...
Select...
Select...
Select...
Select...

Natera values transparency and fair hiring practices. Disclosure of a family relationship does not automatically disqualify you from employment. This information helps us comply with our internal policies on conflicts of interest and reporting structures.

Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Natera’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.