Head of Revenue Operations

What You'll Be Doing

• Own the revenue operating system, designing and scaling the processes, metrics, and infrastructure that drive consistent, predictable performance across the business
• Partner with Systems Engineering to drive end-to-end improvements and scalability in Salesforce, including structure, data hygiene, workflow automation, and adoption across the sales org
• Evaluate the current ecosystem of tools and technology supporting commercial and revenue operations, and make recommendations on the optimal, AI-native tech stack for the function
• Serve as the accountable owner of that tech stack and roadmap, partnering closely with Product and Tech to build the AI-native operating system rather than building it in isolation
• Own pricing strategy, SKUs, and the end-to-end quote-to-cash process, ensuring pricing structures and deal execution are clean, consistent, and scalable
• Own the forecasting cadence and develop robust, repeatable forecasting models (pipeline, bookings, ARR) that improve accuracy and predictability
• Build the AI-powered operating layer — automated briefings, pipeline intelligence, meeting prep, and reporting dashboards — that gives the commercial organization real-time visibility
• Establish and maintain a unified KPI framework, ensuring alignment on definitions, visibility, and accountability across the funnel
• Act as connective tissue across live opportunities, coordinating Marketing, Finance, the RFP team, Value Enablement, and Sales Engineering so they're effectively leveraged
• Partner with Sales, Marketing, Customer Success, and Finance leadership to align execution with company goals and financial plans
• Analyze pipeline health, conversion rates, and sales efficiency to identify opportunities and drive improvements
• Design and manage sales compensation and incentive plans that align with business objectives and drive desired behaviors across GTM teams

What You'll Bring

• The Role, Done Before
• You have held this exact role — Head/Director of Revenue Operations or equivalent — at a company of similar growth stage, and can point to what you built and owned.
Growth-Stage Fluency
• Track record of operating at growth-stage speed and ambiguity — scrappy, resourceful, and comfortable building infrastructure from scratch rather than administering something already built. Candidates whose experience is exclusively at large, mature organizations without growth-stage exposure are not a fit for this seat.
Deep SaaS Metrics Expertise
• Strong command of key SaaS metrics including ARR, NDR, GDR, CAC, LTV, pipeline coverage, and sales productivity, and how they connect to business performance.
Forecasting & Modeling Rigor
• Proven ability to build and operationalize forecasting models (e.g., pipeline velocity, ARR forecasting) that improve accuracy and predictability.
CRM & Systems Ownership
• Deep, hands-on experience owning a CRM (Salesforce or equivalent) and the broader GTM tech stack — configuration, data integrity, and workflow design, not just consumption of dashboards.
Pricing & Quote-to-Cash Experience
• Hands-on experience owning pricing strategy, SKU structure, and the quote-to-cash process, ideally in a company that scaled or restructured its pricing model.
AI-Forward
• Comfortable using AI tools to build operational leverage — automating reporting, briefings, and workflows rather than relying solely on headcount to scale.
Cross-Functional Leadership
• Track record of partnering effectively with Sales, Marketing, Customer Success, Finance, and executive leadership to drive alignment and results.
Operator Mindset
• Ability to move between strategy and execution, translating insights into action and driving measurable impact.

Would Love for You to Have

• 8–12+ years of experience across Revenue Operations, Sales Operations, or GTM analytics in a SaaS environment
• Experience supporting a high-growth SaaS company through key milestones (e.g., post-acquisition integration, scale-up, or M&A)
• Familiarity with modern BI, AI, and planning tools (e.g., Sigma, Adaptive, Salesforce ecosystem, AI-native reporting/agent tools) and building self-service analytics environments
• Experience designing and optimizing sales compensation plans at scale

What You'll Get

• The mandate to build a consistent, predictable commercial engine — including its AI-powered tooling — rather than inherit and maintain one
• A growth path from individual contributor to leading the people and functions that support sales operations as Arcadia scales
• A mission-driven culture where your work supports better healthcare outcomes
• Competitive compensation and strong benefits, including Flexible Time Off
• A collaborative, data-driven environment focused on impact, ownership, and continuous improvement