Director, Revenue Operations

Role Overview

• Lead the identification, development and implementation of new programs, processes, frameworks and products to streamline Revenue Operations, ensuring efficient end-to-end GTM execution, and collaboration with cross-functional teams to identify sales growth opportunities.
• Develop and maintain robust sales reports and dashboards, including pipeline reporting, that track key performance indicators (KPIs) and translate insights into actionable strategies for revenue growth.
• Drive deal review process to ensure deals are in alignment to guidelines and deal standards.
• Facilitate the contract execution process, in collaboration with Sales, Legal, Implementations, and Account Management teams to drive efficient and accurate onboarding of new clients. This includes full Contract Lifecycle Management via our internal digital tools.
• Quarterback concurrent projects, ensuring clear communication and comprehensive documentation for seamless execution and team alignment.
• Analyze sales data and performance metrics to identify areas for improvement and implement solutions that optimize the sales engine.
• Maintain ongoing reporting of pacing and sales forecast, including regular reviews with internal customers and revenue gap closure planning.
• Perform bottom-up revenue planning by client and product/revenue stream (working in close partnership with Sales and Finance) for budgeting and allocations.
• Become the trusted advisor and subject-matter expert on internal sales tools and processes, empowering the team with in-depth knowledge.
• Provide comprehensive training and support to sales and marketing teams on revenue-related processes and systems, ensuring successful adoption and driving results.
• Collaborate with stakeholders to create and administer sales quota, territory and competitive compensation plans that incentivize and reward top sales performance.
• Develop a data-driven approach to sales and churn forecasting that leverage both leading and lagging indicators and front-line knowledge of potential outcomes.
• Drive critical issue resolution and eliminate roadblocks. Serve as the key escalation point for critical issues and initiatives impacting the sales team.
• Foster an inclusive and supportive environment where team members of all backgrounds and experiences feel valued, empowered, and can contribute their best work.

Requirements

• 10+ years of experience in Revenue/Sales Operations, with 3+ years of people leadership experience, demonstrating a proven track record of successful execution and achieving business goals.
• Startup experience, where you thrived in a fast-paced environment, is a strong plus.
• Experience in healthcare industries is a plus.
• Bachelor's degree or equivalent experience, advanced degree or MBA preferred.
• Expertise in Salesforce with a deep understanding of its functionality and best practices. Demonstrated experience with certifications like Salesforce Administrator or equivalent.
• Exceptional analytical skills and a keen eye for detail. Experience with Looker or similar data visualization tools is a plus, allowing you to transform data into actionable insights for key stakeholders.
• Excel at both written and oral communication, adeptly presenting revenue KPIs and QBRs to audiences including senior leaders, small groups, and non-technical stakeholders.
• Proven track record of delivering impact across multiple go-to market teams including sales, customer success and marketing.

Benefits

• Highly competitive wellness benefits including Medical, Pharmacy, Dental, Vision, and Life Insurance and AD&D Insurance
• Flexible Spending Benefits
• 401(k) Retirement Savings Program
• Short-term and long-term disability
• Discretionary Paid Time Off
• Paid Company Holidays
• Wellness Benefits
• Commuter Benefits
• Paid Parental Leave benefits
• Employee Assistance Program (EAP)
• Well-stocked kitchen in office locations
• Professional development and training opportunities