Note: The job is a remote job and is open to candidates in USA. Horizon Blue Cross Blue Shield of New Jersey is a health solutions leader dedicated to improving healthcare quality and member experience. The Director of Growth Operations will lead a team to enhance enterprise sales operations, focusing on pipeline management, CRM excellence, and cross-functional collaboration.
Responsibilities
- Manage and maintain a high-quality enterprise sales pipeline
- Implement and enforce BANT qualification processes
- Drive CRM accuracy, hygiene and forecasting discipline
- Create operational cadence for pipeline reviews, opportunity progression, follow-up management and sales reporting
- Ensure all opportunities are progressing efficiently through the funnel
- Build, maintain, and continuously refine a lead scoring model in Salesforce; own accountability for keeping lead scores and funnel stages current so leadership always has a clear, real-time view of where every prospect sits
- Leverage AI tools to accelerate prospecting, research, account targeting, and personalized outreach at scale
- Proactively bring new ideas to the team — new lead sources, prospecting tools and software, and potential partners — to expand pipeline and improve conversion
- Deeply understand the NovaOne brand — how we position ourselves, who we sell to, and what our buyers care about — and translate that into personalized, buyer-specific conversations
- Partner closely with Marketing to convert inbound and outbound campaigns into qualified enterprise meetings
- Coordinate strategic outreach and follow-up efforts
- Support conference and event lead conversion
- Increase the volume and quality of executive-level meetings for growth leadership
- Support enterprise deal orchestration and account strategy
- Manage timelines and coordination across sales, marketing, clinical, product and legal
- Prepare briefing materials and opportunity summaries for executive meetings
- Partner with Marketing Operations on lead flow and campaign performance
- Collaborate with Client Success on account transition processes
- Support leadership with forecasting, reporting, and growth analytics
- Directly manage junior growth team members
- Coach and support development of enterprise sales process discipline
- Reinforce operational rigor and accountability across the growth organization
Skills
- High School Diploma or GED required
- 5–10 years of experience in SaaS product sales, healthcare technology, enterprise sales operations, revenue operations, business development
- Experience supporting enterprise or consultative sales motions
- Demonstrated experience implementing sales process discipline and forecasting rigor
- Demonstrated ability to design and operate effective lead scoring models and to keep them current
- Deep, hands-on Salesforce expertise — able to build, update, and share reports; send emails and pull reports on email sends; track and update prospect activities; and build both a pipeline and a funnel that show where each prospect sits
- Strong understanding of CRM systems and pipeline management
- Practical experience leveraging AI tools for prospecting, research, and personalized outreach
- Excellent organizational and project management skills
- Strong communication and executive coordination skills
- Bachelor's degree preferred or relevant experience in lieu of a degree
- Prior experience with LinkedIn Sales Navigator and ZoomInfo (so onboarding to our prospecting stack is faster); experience with HubSpot is a plus but not required
Benefits
- Comprehensive health benefits (Medical/Dental/Vision)
- Retirement Plans
- Generous PTO
- Incentive Plans
- Wellness Programs
- Paid Volunteer Time Off
- Tuition Reimbursement
Company Overview