• Job Description

  Req#: 5107

  At InnovAge, our PACE program helps seniors age safely at home. As a Revenue Operations Associate, you turn data into insights, streamline sales processes, and enable sales teams to convert leads into enrollments.

  As a Revenue Operations Sales Enablement Analyst, you will support both internal and broker sales channels by delivering training, tools, and content. You will work with SMEs, Sales Leadership, and broker partners to document best practices, develop training, and measure impact on enrollment and revenue. You will drive onboarding, upskilling, and system adoption across Microsoft Dynamics CRM and broker platforms.

  Executive Summary of Impact

  Accelerates ramp time, boosts conversion rates, and drives scalable growth by documenting best practices, delivering targeted training, and continuously measuring outcomes. Key impacts include:

  • Elevating performance by impacting sales productivity.
  • Accelerating sales and broker onboarding to reduce time to effectiveness.
  • Increasing overall sales productivity through a dependable, value-additive training program.
  • Enhancing productivity with structured training and playbooks.
  • Driving consistent adoption of processes and tools to improve lead-to-enrollment conversion.

  Essential Functions and Work Responsibilities

  Functional Category: Sales Enablement (100% Time)

  Documentation & Best Practices

  • Collaborate with SMEs (Sales, Broker Partners, Clinical, Ops) to create standardized sales methodology, ideal customer profiles, referral personas, discovery questions, elevator pitches, talk tracks, FAQs, and pipeline conversion processes across internal and broker channels.
  • Maintain and update sales and broker knowledge bases with process documentation, training materials, and resources.
  • Define “what good looks like” by partnering with Sales Leadership, top performers, and brokers to capture best practices in playbooks and standardized processes.

  Commissions & Broker Channel Support

  • Act as e123 Broker Portal expert: create and maintain reports, manage certification materials, and update certifications annually.
  • Approve monthly commission payments in e123 for accuracy and timeliness.
  • Provide first-line support by answering broker and broker sales team questions.
  • Develop and deliver broker training and certification to ensure compliance and drive performance.
  • Help broker reps identify, target, and activate contracted brokers with no leads yet (e.g., managing the "ready to sell" report).
  • Support tactics during Annual and Open Enrollment Periods to maximize broker roll-out effectiveness.
  • Fill gaps during broker roll-out season to ensure smooth execution and growth.
  • Coordinate communications with internal teams and external brokers for alignment and smooth operations.

  Training & Content Creation

  • Train on systems and processes to leverage CRM, e123 and other tools across sales channels.
  • Design onboarding and upskilling programs, sequencing content by role (Inside Sales, Field Sales, Enrollment Reps, Brokers); develop live and asynchronous modules.
  • Create slides, talk tracks, job aids, exercises, role-plays, and conversational intelligence tools to support learning.
  • Lead training sessions and workshops; provide coaching; track attendance and certifications.
  • Manage certifications: define and administer tests and evaluations to ensure compliance across teams.
  • Optimize onboarding (2+ weeks) by coordinating with HR, Sales Leadership, and IT.

  Measure & Iterate

  • Monitor and manage the "ready to sell" report; analyze activation progress and adjust strategies.
  • Track training completion, certifications, and skill application; assess impact on pipeline and revenue KPIs.
  • Collect feedback; evaluate effectiveness; refine content, processes, and tools.
  • Strengthen learning reinforcement through peer and manager coaching.

  Cross-Functional Collaboration & Advisory

  • Partner with Sales Leadership, Broker Partners, Operations, Clinical, IT, and vendors to align enablement priorities and integrate processes.
  • Support change management by communicating updates, gathering input, and driving adoption.
  • Lead or support special projects like product launches, process improvements, and sales kick-offs.

  Presentations & Communication

  • Develop and deliver enablement briefs and updates for leadership and sales teams.
  • Lead best-practice sessions, quarterly business reviews, and team meetings.

  Additional Responsibilities

  • Maintain FAQs, cheat sheets, and resource archives for sales and broker teams.
  • Stay updated on enablement trends and tools; recommend or pilot improvements.
  • Perform other duties to boost InnovAge’s sales productivity and growth.

  Qualifications

  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions

  REQUIRED

  Education, Work Experience and Qualifications

  • Bachelor’s degree in Business, Communications, Education, or related field, or equivalent experience.
  • Minimum 2 years’ direct experience in sales, sales operations, sales training, learning & development, or related roles within B2B or healthcare sales teams.
  • Proven experience developing and delivering training programs (live and asynchronous), certifications, and instructional materials.
  • Familiarity with Microsoft Dynamics CRM or Salesforce from an enablement/configuration perspective.
  • Strong project management skills managing multiple training streams, content updates, and deadlines.
  • Excellent written and verbal communication; skilled in storytelling, facilitation, and presenting to diverse audiences.
  • Strong people skills; able to partner effectively with SMEs, Sales Leadership, and cross-functional teams.
  • Ability to interpret enablement metrics and apply insights for continuous program improvement.
  • Proactive, self-motivated, organized, detail-oriented, and committed to continuous improvement.

  PREFERRED

  Education, Work Experience and Qualifications

  • Experience in healthcare or senior care sales environments (PACE or related).
  • Familiarity with LMS/CMS administration and instructional design tools (e.g., Articulate, Camtasia).
  • Understanding of conversational intelligence tools for feedback and coaching.
  • Project management certification (PMP, Agile) or training certifications (e.g., CPLP).
  • Experience collaborating with analytics teams to measure training ROI and revenue impact.
  • Knowledge of change management frameworks.
  • Familiarity with PACE/LIFE or similar elderly care programs.
  • Multi-lingual capabilities.

  Other Knowledge Skills and Abilities Required

  Key Competencies

  • Instructional design mindset: Simplify complex processes into clear, digestible learning modules.
  • Consultative approach: Collaborate with stakeholders to define needs, align processes, and co-create solutions.
  • Communication excellence: Craft clear, concise, and engaging training materials and presentations.
  • Collaboration & influence: Build credibility and strong partnerships with Sales Leadership, SMEs, and cross-functional teams.
  • Analytical orientation: Use data to prioritize content and measure enablement impact.
  • Project management: Plan, schedule, and track multiple enablement initiatives effectively.
  • Adaptability & continuous improvement: Iterate content and processes based on feedback and results.

  Working Relationships

  • Internal: Sales Leadership, Sales Enablement, Marketing, IT/CRM, Finance/FP&A, Clinical/Operations, Vendor partners.
  • External: Analytics/BI vendors, and others as needed.

  InnovAge is dedicated to empowering seniors to live independently, allowing them to age in their own homes and communities safely. InnovAge offers an alternative to nursing homes through its Program of All-inclusive Care for the Elderly (PACE), which provides enrolled seniors with customized healthcare and social support at PACE Adult Day Health Centers. These centers are staffed by medical professionals who are committed to creating personalized care plans for each participant. At InnovAge, our team members are our greatest asset and have a significant impact on the lives of our participants every day. When you join InnovAge, you'll work alongside talented, respectful, and passionate colleagues within a patient-centered care model.

  InnovAge is committed to equal opportunity and affirmative action, and we strive to create a diverse and inclusive workplace. We consider all qualified candidates for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity/expression, national origin, disability, protected veteran status, pregnancy, or any other protected status. Salaries are determined by various factors such as qualifications, experience, and location, and do not include potential bonuses or benefits. Our extensive benefits package includes medical/dental/vision insurance, short and long-term disability, life insurance and AD&D, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company-paid holidays.

  Applicants are considered until the position is filled.

  $64,500-$80,700
  

  At InnovAge, our PACE program helps seniors age safely at home. As a Revenue Operations Associate, you turn data into insights, streamline sales processes, and enable sales teams to convert leads into enrollments.

  As a Revenue Operations Sales Enablement Analyst, you will support both internal and broker sales channels by delivering training, tools, and content. You will work with SMEs, Sales Leadership, and broker partners to document best practices, develop training, and measure impact on enrollment and revenue. You will drive onboarding, upskilling, and system adoption across Microsoft Dynamics CRM and broker platforms.

  Executive Summary of Impact

  Accelerates ramp time, boosts conversion rates, and drives scalable growth by documenting best practices, delivering targeted training, and continuously measuring outcomes. Key impacts include:

  • Elevating performance by impacting sales productivity.
  • Accelerating sales and broker onboarding to reduce time to effectiveness.
  • Increasing overall sales productivity through a dependable, value-additive training program.
  • Enhancing productivity with structured training and playbooks.
  • Driving consistent adoption of processes and tools to improve lead-to-enrollment conversion.

  Essential Functions and Work Responsibilities

  Functional Category: Sales Enablement (100% Time)

  Documentation & Best Practices

  • Collaborate with SMEs (Sales, Broker Partners, Clinical, Ops) to create standardized sales methodology, ideal customer profiles, referral personas, discovery questions, elevator pitches, talk tracks, FAQs, and pipeline conversion processes across internal and broker channels.
  • Maintain and update sales and broker knowledge bases with process documentation, training materials, and resources.
  • Define “what good looks like” by partnering with Sales Leadership, top performers, and brokers to capture best practices in playbooks and standardized processes.

  Commissions & Broker Channel Support

  • Act as e123 Broker Portal expert: create and maintain reports, manage certification materials, and update certifications annually.
  • Approve monthly commission payments in e123 for accuracy and timeliness.
  • Provide first-line support by answering broker and broker sales team questions.
  • Develop and deliver broker training and certification to ensure compliance and drive performance.
  • Help broker reps identify, target, and activate contracted brokers with no leads yet (e.g., managing the "ready to sell" report).
  • Support tactics during Annual and Open Enrollment Periods to maximize broker roll-out effectiveness.
  • Fill gaps during broker roll-out season to ensure smooth execution and growth.
  • Coordinate communications with internal teams and external brokers for alignment and smooth operations.

  Training & Content Creation

  • Train on systems and processes to leverage CRM, e123 and other tools across sales channels.
  • Design onboarding and upskilling programs, sequencing content by role (Inside Sales, Field Sales, Enrollment Reps, Brokers); develop live and asynchronous modules.
  • Create slides, talk tracks, job aids, exercises, role-plays, and conversational intelligence tools to support learning.
  • Lead training sessions and workshops; provide coaching; track attendance and certifications.
  • Manage certifications: define and administer tests and evaluations to ensure compliance across teams.
  • Optimize onboarding (2+ weeks) by coordinating with HR, Sales Leadership, and IT.

  Measure & Iterate

  • Monitor and manage the "ready to sell" report; analyze activation progress and adjust strategies.
  • Track training completion, certifications, and skill application; assess impact on pipeline and revenue KPIs.
  • Collect feedback; evaluate effectiveness; refine content, processes, and tools.
  • Strengthen learning reinforcement through peer and manager coaching.

  Cross-Functional Collaboration & Advisory

  • Partner with Sales Leadership, Broker Partners, Operations, Clinical, IT, and vendors to align enablement priorities and integrate processes.
  • Support change management by communicating updates, gathering input, and driving adoption.
  • Lead or support special projects like product launches, process improvements, and sales kick-offs.

  Presentations & Communication

  • Develop and deliver enablement briefs and updates for leadership and sales teams.
  • Lead best-practice sessions, quarterly business reviews, and team meetings.

  Additional Responsibilities

  • Maintain FAQs, cheat sheets, and resource archives for sales and broker teams.
  • Stay updated on enablement trends and tools; recommend or pilot improvements.
  • Perform other duties to boost InnovAge’s sales productivity and growth.

  Qualifications

  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions

  REQUIRED

  Education, Work Experience and Qualifications

  • Bachelor’s degree in Business, Communications, Education, or related field, or equivalent experience.
  • Minimum 2 years’ direct experience in sales, sales operations, sales training, learning & development, or related roles within B2B or healthcare sales teams.
  • Proven experience developing and delivering training programs (live and asynchronous), certifications, and instructional materials.
  • Familiarity with Microsoft Dynamics CRM or Salesforce from an enablement/configuration perspective.
  • Strong project management skills managing multiple training streams, content updates, and deadlines.
  • Excellent written and verbal communication; skilled in storytelling, facilitation, and presenting to diverse audiences.
  • Strong people skills; able to partner effectively with SMEs, Sales Leadership, and cross-functional teams.
  • Ability to interpret enablement metrics and apply insights for continuous program improvement.
  • Proactive, self-motivated, organized, detail-oriented, and committed to continuous improvement.

  PREFERRED

  Education, Work Experience and Qualifications

  • Experience in healthcare or senior care sales environments (PACE or related).
  • Familiarity with LMS/CMS administration and instructional design tools (e.g., Articulate, Camtasia).
  • Understanding of conversational intelligence tools for feedback and coaching.
  • Project management certification (PMP, Agile) or training certifications (e.g., CPLP).
  • Experience collaborating with analytics teams to measure training ROI and revenue impact.
  • Knowledge of change management frameworks.
  • Familiarity with PACE/LIFE or similar elderly care programs.
  • Multi-lingual capabilities.

  Other Knowledge Skills and Abilities Required

  Key Competencies

  • Instructional design mindset: Simplify complex processes into clear, digestible learning modules.
  • Consultative approach: Collaborate with stakeholders to define needs, align processes, and co-create solutions.
  • Communication excellence: Craft clear, concise, and engaging training materials and presentations.
  • Collaboration & influence: Build credibility and strong partnerships with Sales Leadership, SMEs, and cross-functional teams.
  • Analytical orientation: Use data to prioritize content and measure enablement impact.
  • Project management: Plan, schedule, and track multiple enablement initiatives effectively.
  • Adaptability & continuous improvement: Iterate content and processes based on feedback and results.

  Working Relationships

  • Internal: Sales Leadership, Sales Enablement, Marketing, IT/CRM, Finance/FP&A, Clinical/Operations, Vendor partners.
  • External: Analytics/BI vendors, and others as needed.

• About the company

  Explore more about Home at Innovage - InnovAge’s Program of All-inclusive Care for the Elderly (PACE) is an alternative to nursing facilities.

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