Head of Revenue Operations

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

📋 Description

• Take charge of and expand the revenue operating system, encompassing processes, metrics, and infrastructure.

• Collaborate with Systems Engineering to enhance and scale the Salesforce architecture, ensuring data hygiene, workflow automation, and user adoption.

• Assess commercial and revenue operations tools, providing recommendations for an optimal AI-native technology stack.

• Manage the commercial technology stack and roadmap in collaboration with Product and Tech teams.

• Oversee pricing strategies, SKUs, and the comprehensive quote-to-cash process.

• Lead the forecasting cadence and create forecasting models for pipeline, bookings, and ARR.

• Develop AI-driven operational tools, including automated briefings, pipeline intelligence, meeting preparations, and reporting dashboards.

• Create and uphold a unified KPI framework across the sales funnel.

• Coordinate resources from Marketing, Finance, RFP, Value Enablement, and Sales Engineering for live opportunities.

• Collaborate with Sales, Marketing, Customer Success, and Finance leadership to ensure alignment with company objectives and financial strategies.

• Analyze pipeline health, conversion rates, and sales efficiency to implement enhancements.

• Design and oversee sales compensation and incentive plans.

• Provide scalable revenue operations, precise forecasts, and actionable insights for executive decision-making.

⛳️ Requirements

• Previously held the position of Head/Director of Revenue Operations or a similar role at a company of comparable growth stage.

• Proven experience operating at the pace and uncertainty of a growth-stage environment, building infrastructure from the ground up.

• Strong understanding of SaaS metrics, including ARR, NDR, GDR, CAC, LTV, pipeline coverage, and sales productivity.

• Demonstrated capability in constructing and operationalizing forecasting models such as pipeline velocity and ARR forecasting.

• Extensive, hands-on experience managing a CRM (Salesforce or similar) and a broader GTM technology stack, including configuration, data integrity, and workflow design.

• Practical experience overseeing pricing strategies, SKU structures, and quote-to-cash processes.

• Proficient in using AI tools to automate reporting, briefings, and workflows.

• Established history of collaboration with Sales, Marketing, Customer Success, Finance, and executive leadership.

• Ability to transition between strategy and execution, driving measurable impact.

• 8–12+ years of experience in Revenue Operations, Sales Operations, or GTM analytics within a SaaS context.

• Experience aiding a high-growth SaaS company through post-acquisition integration, scaling, or M&A activities.

• Familiarity with contemporary BI, AI, and planning tools such as Sigma, Adaptive, the Salesforce ecosystem, and AI-native reporting/agent tools.

• Experience in designing and optimizing sales compensation plans on a large scale.

🏝️ Benefits

• Competitive salary and comprehensive benefits package.

• Flexible Time Off policy.

• Opportunities for career advancement from individual contributor to leadership roles within sales operations.

• A mission-driven culture aimed at improving healthcare outcomes.

• A collaborative, data-focused environment emphasizing impact, ownership, and continuous improvement.