Jacqueline Norton
Huntington Woods
Summary
Strategic and growth-focused Sales Enablement & Operations executive with over a decade of executive leadership track record of building high-performance teams and transforming complex go-to-market ecosystems. Known for delivering enterprise impact through modern enablement strategies, digital selling tools, and organizational alignment. Combines deep healthcare experience with proven ability to scale sales operations, optimize tech stacks, and lead change across matrixed environments. Adept at driving adoption of AI and revenue platforms, creating data-informed sales cultures, and enhancing sales productivity while cultivating top-tier talent.
Overview
18
18
years of professional experience
Work History
Managing Director, Sales Enablement and Operations
Evernorth Health Services
08.2024 - Current
- Lead all aspects of revenue enablement and sales operations including tech stack strategy, analytics, digital selling, L&D, and bid operations across a $100B+ healthcare enterprise.
- Oversee team of 90+ and manage cross-functional delivery across business units, marketing, and product.
- Deployed enterprise Revenue Enablement Platform (Allego), integrating AI, CRM, and collaboration tools to increase seller productivity and asset influence on deal velocity.
- Developed new sales cycle collaboration model and KPI architecture for forecasting, pipeline health, upsell cadence, and sales planning.
- Built and scaled cohesive enablement org, attracting top talent, improving engagement, and redefining leadership roles.
- Led design and execution of national sales kickoff for >1,000 sellers.
Senior Director, Bid Response & Finalist Strategy
Evernorth Health Services
06.2021 - 08.2024
- Lead high performance team of 70+ person sales operations team covering RFPs, finalist presentations, deal desk, and consultant strategies.
- Scaled bid operations to support post-COVID surge in deal volume, maintaining 0% disqualification rate.
- Reorganized finalist delivery to support early-stage selling and value positioning, improving conversion rates.
- Stabilized high-turnover team via strong change leadership and effective future-of-work models.
Senior Director, Deal Desk
Evernorth Health Services
03.2019 - 06.2021
- Launched centralized Deal Desk and RFP Center of Excellence to streamline support for non-standard, high-stakes deals.
- Spearheaded enterprise rollout of RFPIO, Seal, and Apttus, enhancing automation and compliance in contract workflows.
- Led segmentation strategy ensuring alignment of sales support to revenue priorities.
Senior Director, PBM Optimization - Integration Management Office
Express Scripts
06.2018 - 03.2019
- Led synergy planning and operational readiness for PBM integration with Cigna, aligning enterprise-wide delivery plans.
- Mitigated implementation risk by mapping complexity gaps and creating cross-functional solutions.
- Responsible for integration team communications with Chief Operating Officer of PBM
Director, Strategy & Planning - Sales & Account Management
Express Scripts
11.2015 - 06.2018
- Drove three-year strategic roadmap development across Sales & AM functions in partnership with executive leadership.
- Introduced Challenger Sales methodology and implemented cross-functional initiatives including CRM integration, survey insights, and performance scorecards.
- Managed budgeting, strategic planning, and operational performance metrics.
Research Operations Lead
JD Power
06.2012 - 11.2015
- Design syndicated and custom studies related to U.S. pharmaceutical and healthcare markets, informing payer, provider, and patient engagement strategies.
- Led U.S. and global (OUS) pharmaceutical market research team supporting pre-launch, launch, and post-launch brand strategy for top biopharma clients.
Lead Market Research Manager
Market Strategies International
08.2007 - 06.2012
- Provided data-driven recommendations to support brand positioning, value proposition development, and go-to-market planning across therapeutic areas including oncology, immunology, and rare diseases for global pharma clients, acting as single point of client contact for research services.
- Applied both quantitative analytics and qualitative insight development to support market entry strategies, competitive benchmarking, and healthcare practitioner experience enhancement.
Education
M.S. - Industrial-Organizational Psychology
University of Wisconsin-Oshkosh
B.S. - Psychology
Central Michigan University
Skills
- Executive Enablement Strategy
- Sales Process & Analytics
- L&D Transformation
- Organizational Design
- Digital Sales & GTM Enablement
- AI & Automation Adoption
- Talent Strategy
- Challenger Sales
- National Sales Meetings
- Revenue Enablement Platforms
- CRM
- RFP Automation
- Primary Market Research
- Secondary Market Research
- Rev Tech Vendor Competitive Capabilities Review
Publications And Honors
- Women and Wealth Management: J.D. Power Analyst Briefing, Foy, M., Huang, W., Lajdziak, R., Norton, J., 11/01/14
- Organizational performance and investments in Human Resources: A firm level investigation, Subramony, M., Krause, N., Norton, J., Burns, G.N., Journal of Applied Psychology, 93, 778-788, 01/01/08
- Organizational performance, human resource investments, and employee attitudes, Subramony, M., Krause N., Norton, J., Academy of Management Annual Meeting, Published in the Best Papers Proceedings (top 10% of papers), 01/01/07
- Central Michigan University Department of Psychology Outstanding Graduate Award, 2004
- Certificate (With honors); Sixteenth Century Renaissance English Literature, University of Wisconsin-Oshkosh, 2007
Technology And Core Competencies
- Executive Enablement Strategy
- Sales Process & Analytics
- L&D Transformation
- Organizational Design
- Digital Sales & GTM Enablement
- AI & Automation Adoption
- Talent Strategy
- Challenger Sales
- National Sales Meetings
- Revenue Enablement Platforms (Allego, Highspot)
- CRM (Salesforce)
- RFP Automation (RFPIO)
- Primary & Secondary Market Research
Timeline
Managing Director, Sales Enablement and Operations
Evernorth Health Services
08.2024 - Current
Senior Director, Bid Response & Finalist Strategy
Evernorth Health Services
06.2021 - 08.2024
Senior Director, Deal Desk
Evernorth Health Services
03.2019 - 06.2021
Senior Director, PBM Optimization - Integration Management Office
Express Scripts
06.2018 - 03.2019
Director, Strategy & Planning - Sales & Account Management
Express Scripts
11.2015 - 06.2018
Research Operations Lead
JD Power
06.2012 - 11.2015
Lead Market Research Manager
Market Strategies International
08.2007 - 06.2012
M.S. - Industrial-Organizational Psychology
University of Wisconsin-Oshkosh
B.S. - Psychology
Central Michigan University