Director, Revenue Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop annual revenue strategies, capacity models, workforce allocations, and scalable sales territory frameworks in collaboration with executive leadership.

• Take ownership of forecasting precision, monitor conversion rates, and assess pipeline health.

• Coordinate efforts between Sales, Marketing, Client Success, and Finance throughout the entire customer journey.

• Provide insights to leadership concerning revenue trends, operational effectiveness, and overall business performance.

• Manage the strategy and execution of RFPs and security questionnaires.

• Enhance proposal workflows to shorten sales cycle durations and boost win rates.

• Construct sales capacity models and monitor the productivity and performance of new hires.

• Ensure shared visibility of target accounts, opportunities, customer needs, implementation progress, renewals, and potential expansions.

• Direct initiatives that foster revenue growth, scalability, and operational efficiency.

• Lead and mentor the SDR team while establishing KPIs and performance metrics.

• Oversee partnerships and vendors related to lead generation.

• Manage the commercial tooling stack, including Salesforce, ZoomInfo, Salesloft, LinkedIn Sales Navigator, and Benefitflow.

• Assess and implement technology upgrades and revenue-system integrations.

• Standardize and document revenue-related processes, procedures, and best practices.

• Design forecasting cycles in collaboration with Finance and Implementation teams.

• Enhance bottom-of-funnel reporting and outreach tactics.

• Create executive dashboards and reports on ARR, pipeline coverage, renewal/retention rates, win rates, ACV, sales velocity, and forecasting accuracy.

• Examine trends and pinpoint opportunities for process enhancement and revenue optimization.

⛳️ Requirements

• A minimum of 8 years of experience in Revenue Operations, Sales Operations, or a hybrid leadership role within Health Tech or Digital Health.

• Profound knowledge of the modern sales stack; mastery of Salesforce is mandatory.

• Experience in managing or mentoring SDRs or Inside Sales teams.

• Outstanding organizational abilities and capability to manage intricate RFP processes and security requirements.

• Exceptional skills in presentation and negotiation.

• Ability to distill complex technical or clinical value propositions for executive audiences.

• Skilled in transitioning between high-level strategic planning and detailed operational tasks in a dynamic, high-growth setting.

• Previous experience in ISO 13485 and MDSAP regulated environments, as well as HITRUST and SOC 2 Type II compliance, or a willingness to undergo training.

• Bachelor's degree in business, marketing, or a related field.

• May be required to successfully complete a multi-panel drug screening process upon receiving a conditional offer.

🏝️ Benefits

• Generous paid time off (PTO).

• Comprehensive medical insurance.

• Dental insurance coverage.

• Vision care benefits.

• Life and disability insurance options.

• Retirement benefits.

• Opportunity to engage in health savings accounts and/or dependent care accounts.