Head of Revenue Operations

Accountabilities

• • Own the revenue operating system, including processes, metrics, systems, and operating cadences that support consistent and predictable commercial performance.
  • Take end-to-end ownership of the CRM and partner with Systems Engineering to improve Salesforce configuration, data integrity, workflow automation, scalability, and adoption.
  • Assess the existing commercial technology ecosystem and define the optimal AI-native technology stack and roadmap for Revenue Operations.
  • Act as the accountable owner of the RevOps technology roadmap while partnering with Product and Technology to develop scalable AI-powered capabilities.
  • Own pricing strategy, SKU structures, and the quote-to-cash process, ensuring pricing and deal execution remain consistent, accurate, and scalable.
  • Lead the forecasting cadence and build robust models covering pipeline, bookings, ARR, pipeline velocity, and other key revenue indicators.
  • Develop an AI-powered operating layer incorporating automated briefings, pipeline intelligence, meeting preparation, reporting dashboards, and workflow automation.
  • Establish a unified KPI framework with consistent definitions, visibility, and accountability across the commercial funnel.
  • Analyze pipeline health, conversion rates, sales efficiency, and other performance indicators to identify opportunities for growth and operational improvement.
  • Coordinate cross-functional resources across Marketing, Finance, RFP, Value Enablement, Sales Engineering, and Sales to maximize effectiveness on active opportunities.
  • Partner with Sales, Marketing, Customer Success, and Finance leadership to align go-to-market execution with broader business and financial objectives.
  • Design and manage sales compensation and incentive plans that support business goals and encourage the right behaviors across revenue teams.
  • Build scalable processes and infrastructure that can evolve with the organization as it grows.

  Requirements

  • 8–12+ years of experience across Revenue Operations, Sales Operations, or GTM analytics, preferably within a SaaS environment.
  • Previous experience serving as a Head or Director of Revenue Operations, or in an equivalent role, with demonstrated ownership of the function at a comparable growth stage.
  • Proven experience operating in a high-growth environment characterized by ambiguity, rapid change, and the need to build infrastructure from the ground up.
  • Deep understanding of SaaS metrics, including ARR, NDR, GDR, CAC, LTV, pipeline coverage, sales productivity, and their relationship to overall business performance.
  • Strong forecasting and financial modeling capabilities, including experience building pipeline, bookings, ARR, or pipeline-velocity models that improve predictability.
  • Hands-on expertise owning Salesforce or a comparable CRM, including configuration, data governance, workflow design, automation, and adoption.
  • Demonstrated experience owning pricing strategy, SKU structures, and quote-to-cash processes, ideally through a period of significant business or pricing-model growth.
  • Strong understanding of modern GTM technology, BI, planning, AI, and automation tools, with the ability to identify opportunities to create operational leverage.
  • Experience using AI to automate reporting, briefings, workflows, and operational processes rather than relying solely on additional headcount.
  • Proven ability to collaborate effectively with Sales, Marketing, Customer Success, Finance, Product, Technology, and executive leadership.
  • Strong analytical, strategic, and problem-solving skills, combined with a highly hands-on operator mindset.
  • Ability to translate data and insights into clear recommendations, operational improvements, and measurable business outcomes.
  • Experience supporting major growth milestones such as scale-ups, post-acquisition integrations, restructuring, or M&A is a plus.
  • Familiarity with tools such as Sigma, Adaptive, Salesforce ecosystem solutions, AI-native reporting platforms, and self-service analytics environments is advantageous.
  • Experience designing and optimizing sales compensation programs at scale is preferred.

  Benefits

  • Salary: $175,000–$200,000 per year.
  • Flexible Time Off (FTO) to support work-life balance and flexibility.
  • Competitive overall compensation and benefits package.
  • Opportunity to build a scalable, predictable commercial engine rather than simply maintain an established system.
  • Opportunity for career growth from an individual-contributor leadership role into managing the people and functions supporting Sales Operations as the organization scales.
  • Mission-driven environment focused on improving healthcare outcomes through data and technology.
  • Opportunity to build and own an AI-powered revenue operating layer using modern technology and automation.
  • Collaborative, data-driven culture centered on ownership, measurable impact, and continuous improvement.
  • Remote work within the United States.