- Location
- Sunnyvale, CA · Sunnyvale, California, United States
- Workplace
- Hybrid
- Department
- Commercial Operations
- Seniority
- Manager
- Experience
- 5+ years
- Source
- Greenhouse
Description
About Ceribell
Ceribell is a medical technology company focused on transforming the diagnosis and management of patients with serious neurological conditions. The Ceribell System is a novel, point-of-care electroencephalography (“EEG”) platform specifically designed to address the unmet needs of patients in the acute care setting, and is being used in hundreds of community hospitals, large academic facilities and major IDN's across the country. Our entire team is driven by a shared commitment to transforming the landscape of critical care through our rapid seizure detection technology, come join the movement!
The Sr. Manager of Commercial Strategy & Operations is an individual contributor who is a core strategic, operational, and analytical partner to Ceribell's commercial leadership team. Partnering directly with VPs, Regional Directors, Territory Managers, and Health System leaders across territories, this individual will drive forecasting, territory design, and capacity models, while establishing operational KPIs, dashboards, and strategic performance metrics to guide executive decision-making and accelerate commercial execution.
Capacity Planning & Forecasting
- Build and maintain the quarterly capacity and PO forecasting model across Territory Managers, Strategic Account Managers, and National Health Systems, reconciling bottoms-up field input with top-down company targets
- Own the forecast accuracy program: measure historical performance of Regional Director forecasts, partnering with Finance on headcount, quota, and target-setting assumptions
- Support the Account Acquisition forecast cadence with analysis that sharpens deal-level accuracy
Territory Strategy & Organizational Design
- Direct territory planning and coverage strategies for Strategic Account Managers, evaluating IDN utilization, pipeline health, and market adoption
- Design operational models to navigate team restructuring, promotions, and account realignments, maintaining seamless account handoffs and transparent status updates
- Establish targeting and deployment frameworks that optimize market potential, team capacity, and key stakeholder engagement
Pipeline Health & Funnel Analytics
- Establish and manage routine pipeline cadence reviews for Regional Directors and their teams, conducting Territory Manager analyses, Salesforce data validation, and actionable field guidance
- Develop and monitor key performance indicators to assess funnel integrity—such as key stakeholder alignment and clinical milestone progress—across regional territories
- Synthesize monthly executive review packages detailing pipeline velocity, conversion trends, and opportunity concentrations
- Collaborate with Commercial and Revenue Operations to refine CRM data governance, account categorization, and field reporting standards
Performance Diagnostics & Executive Insights
- Conduct root-cause analysis on quarterly performance using point-in-time Salesforce history to separate forecasting issues from execution gaps
- Develop repeatable diagnostic frameworks that categorize deal outcomes into actionable themes and drive follow-through with sales leadership
- Draft presentations for VP reviews, leadership meetings, competitive strategy discussions, and product launch readiness tracking
Sales Partner Development and Relationship Management
- Build credibility and trusted relationships across the sales organization, especially with the Regional Directors
- Identify and build genAI-enabled workflows and automations that scale commercial operations, reduce manual reporting, and give sales leaders faster access to insights
- Partner with Sales Enablement, Marketing, Finance, and Product on go-to-market execution, sales process definitions, and operating cadences
What you’ll need to be successful
- 5+ years of experience in sales operations, commercial strategy, FP&A, or a top-tier management consulting firm, with at least 2 years supporting a B2B sales organization (medical device or healthcare strongly preferred)
- Proven ability to lead complex, cross-functional projects and influence senior stakeholders without direct authority
- Experience with territory design and sales forecasting
- Hands-on experience using generative AI tools (e.g., Claude, ChatGPT, Copilot) and automation to speed up analysis, reporting, and recurring deliverables, such as forecast models, funnel reviews, territory analyses, and executive presentations
- Advanced analytical skills: Excel modeling, SQL (Snowflake a plus), and BI tools such as Power BI; familiarity with Salesforce data structures
- Executive PowerPoint presentation capabilities: proven history of translating analytical insights into structured deck narratives for senior leadership
- Innate curiosity—you investigate anomalies, ask the right questions, and push beyond surface-level explanations
- Strong judgment and integrity, balancing efficiency with the rigor required for sensitive compensation processes
- Analytical skills, including automation, complex formulas
- Clear communicator who can translate complex logic or compensation structures to non-technical stakeholders
- Adaptability and drive to thrive in a fast-paced, evolving environment
- Ownership mindset
A candidate’s final salary offer will be based on their skills, education, work location and experience, and thus it may differ from the posted range. Compensation may also include bonuses consistent with Ceribell’s corporate compensation plan. Note, the above description is not all-encompassing and Ceribell reserves the right to change or modify job duties and assignments at any time.
In addition to your base compensation, Ceribell offers eligible employees the following:
- Performance-based incentive compensation (varies by role)
- Equity opportunities
- 100% Employer paid Health Benefits for Employees
- 50% - 70% Employer paid Health, Dental & Vision for dependents (depending on plan selection)
- 100% paid Life and Long-Term Disability Insurance
- 401(k) with a generous company match
- Employee Stock Purchase Plan (ESPP) with a discount
- Monthly cell phone stipend
- Flexible paid time off
- 13 Paid Holidays + 3 Company Wellness Days
- Excellent parental leave policy
- Fantastic culture with tremendous career advancement opportunities
- Joining a mission-minded organization!
Application Deadline: Ongoing
Other Job Details
Ceribell reports transfers of value to health care providers (HCPs) as required by federal and state transparency laws. These laws and implementing regulations require Ceribell to provide government agencies with HCPs’ names, addresses and the type of payments or other value received, generally for public disclosure. If you are an HCP and we pay or reimburse your recruiting expenses as a result of interviewing with Ceribell, your name, address and the amount of payments made may be reported to the government.
Equal Opportunity Employer
Ceribell is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth and related medical conditions), sexual orientation, gender identity or expression, national origin, age, marital status, disability, veteran status or any other characteristic protected by law. Ceribell complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Ceribell is an E-Verify employer. Any applicant with a disability who requires an accommodation during the application process should contact [email protected] to request reasonable accommodation.
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