Director, Growth Operations - NovaOne

Horizon Blue Cross Blue Shield of New Jersey empowers our members to achieve their best health. For over 90 years, we have been New Jersey’s health solutions leader driving innovations that improve health care quality, affordability, and member experience. Our members are our neighbors, our friends, and our families. It is this understanding that drives us to better serve and care for the 3.5 million people who place their trust in us. We pride ourselves on our best-in-class employees and strive to maintain an innovative and inclusive environment that allows them to thrive. When our employees bring their best and succeed, the Company succeeds.

About the Role

Supports executive-led selling efforts and helps scale and operationalize NovaOne’s enterprise growth engine. Position will lead a small team and focus on pipeline management, BANT qualification, meeting generation, forecasting discipline, CRM excellence, enterprise sales coordination and process optimization.

This role is ideal for a highly organized, process-oriented growth leader who thrives in fast-moving environments and understands how to build pipeline discipline, qualification rigor and enterprise sales operating cadence.

What You'll Do

Pipeline & Sales Operations

• 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.

Executive Meeting Generation

• 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

Enterprise Sales Coordination and Cross-Functional Collaboration

• 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

Team Leadership & Coaching

• Directly manage junior growth team members

• Coach and support development of enterprise sales process discipline

• Reinforce operational rigor and accountability across the growth organization

What You Bring

Required Qualifications

• 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.

Preferred Qualifications

• 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.

Why Horizon?

At Horizon, you’ll do meaningful work that directly improves lives—while being supported by a mission‑driven organization that values expertise, collaboration, and growth. We believe that when our people thrive, our communities do too. If you are passionate about making an impact, we’d love to hear from you!

Salary Range:

$123,000 - $167,895

This compensation range is specific to the job level and takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to: education, experience, licensure, certifications, geographic location, and internal equity. This range has been created in good faith based on information known to Horizon at the time of posting. Compensation decisions are dependent on the circumstances of each case. Horizon also provides a comprehensive compensation and benefits package which includes:

• Comprehensive health benefits (Medical/Dental/Vision)

• Retirement Plans

• Generous PTO

• Incentive Plans

• Wellness Programs

• Paid Volunteer Time Off

• Tuition Reimbursement

Disclaimer:

This job summary has been designed to indicate the general nature and level of work performed by colleagues within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of colleagues assigned to this job.

Horizon Blue Cross Blue Shield of New Jersey is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or status as an individual with a disability and any other protected class as required by federal, state or local law. Horizon will consider reasonable accommodation requests as part of the recruiting and hiring process.