Director, Sales Strategy & Analytics

Position Summary

The Director, Sales Strategy & Analytics is a high-impact individual contributor responsible for leading cross-functional initiatives that drive performance across Oncology and Strategic Accounts commercial teams.

Operating within a complex oncology environment shaped by a multi-product portfolio and matrixed sales organization, this role will design and optimize scalable commercial infrastructure across Salesforce (SFDC), business intelligence platforms, and advanced analytical tools, including AI-enabled capabilities.

This leader will combine strategic thinking, technical depth, and executive influence to enable data-driven decision-making, improve coordination across commercial functions, and drive sustained performance improvement.

Key Responsibilities

Strategic Initiatives & Commercial Optimization

Lead enterprise-level initiatives that improve coordination, clarity, and measurable performance outcomes across Oncology and Strategic Accounts teams.
Assess and optimize portfolio performance, account penetration, territory design, role alignment, call plan effectiveness, and cross-sell dynamics.
Identify structural gaps and growth opportunities within complex account and coverage models.

Commercial Infrastructure & Systems Design

Design, implement, and continuously improve scalable infrastructure within Salesforce (SFDC), BI platforms, and integrated data systems.
Support complex account hierarchies, multi-product portfolio management, overlapping coverage models, and coordinated selling motions.
Establish reporting governance and ensure data integrity across commercial systems.

Advanced Analytics & AI Enablement

Develop and deploy advanced analytics and AI-enabled models to enhance segmentation, opportunity prioritization, forecasting accuracy, resource allocation, and account strategy development.
Build KPI frameworks and executive dashboards that provide transparency into sales productivity, portfolio performance, and cross-functional execution.
Translate complex analyses into actionable insights that inform commercial investment decisions, organizational design, and strategic planning.

Cross-Functional Partnership

Partner closely with Sales Operations, IT, Marketing, Finance, and Commercial Leadership to drive sustainable adoption of tools, processes, and reporting standards.
Influence senior stakeholders within a matrixed commercial environment to align on priorities and execution strategies.

Qualifications

Bachelor’s degree in Business, Economics, Analytics, Finance, Life Sciences, Engineering, Computer Science, or related field required; MBA or advanced degree strongly preferred.
8+ years of experience in commercial strategy, sales analytics, sales operations, management consulting, or related functions.
Experience supporting oncology or other complex healthcare commercial models strongly preferred.
Demonstrated expertise designing and optimizing Salesforce (SFDC) infrastructure within matrixed or multi-product sales organizations.
Proven ability to independently lead ambiguous, high-impact initiatives at a senior leader or director level.
Equivalent combination of education and relevant experience may be considered.

Knowledge, Skills & Competencies

Deep expertise in Salesforce Sales Cloud, including complex account hierarchies, territory alignment, workflow automation, pipeline governance, and reporting architecture.
Strong proficiency in BI platforms (e.g., Qlik, Tableau, Power BI), advanced Excel, and data modeling; SQL or similar query language preferred.
Experience leveraging AI and machine learning tools to improve segmentation, cross-sell identification, opportunity scoring, forecasting, and workflow optimization.
Strong understanding of oncology commercial dynamics, including multi-product portfolios, overlapping sales roles, strategic account engagement, and coordinated selling across provider networks and health systems.
Ability to build KPI frameworks that align field execution with enterprise portfolio priorities.
Strategic thinker who translates commercial complexity into scalable operational solutions.
Executive presence with the ability to synthesize complex analyses into clear, compelling narratives.
Highly collaborative, with demonstrated ability to influence across sales, marketing, operations, and executive leadership.
Strong ownership mindset, intellectual curiosity, and comfort operating in ambiguous environments.

Work Environment & Travel

Office-based with field engagement as needed.
Ability to work outside normal business hours when required.
Up to 20% travel.

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

$219,000—$238,000 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

Director, Sales Strategy & Analytics (Oncology)

About the role