Director, Revenue Operations

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We're committed to bringing passion and customer focus to the business.

Mission:

The Director, Revenue Operations is responsible for driving disciplined, scalable, and data-driven revenue execution across the organization. Reporting to the CFO, this role owns the infrastructure, governance, and processes that support the full revenue lifecycle—from opportunity creation framework through booking, contracting, and forecasting. This leader ensures alignment across Sales, Finance (FP&A and Controller), IT, and Legal, acting as the central authority on pricing execution, deal governance, CRM/CPQ systems, and revenue analytics enablement. The role is critical to improving forecast accuracy, enforcing margin discipline, accelerating deal velocity, and enabling scalable growth.

Responsibilities:

Deal Desk & Commercial Governance

• Own and operate the Deal Desk function, including:

• Pricing approvals, discount governance, and exception handling based on CFO delegation of authority

• Structured SLAs for deal review and turnaround

• Establish and enforce pricing guardrails, approval thresholds, and margin discipline, based on CFO delegation of authority

• Ensure financial and contractual integrity in all customer agreements

2. Revenue Policy & Contract Operations

• Own revenue policy governance, including:

• Standard terms, approval workflows, and escalation paths

• Partner with Legal on non-standard deal structures and contract risk management

• Oversee contract administration to ensure consistency, compliance, and audit readiness

3. CRM & CPQ Ownership (Salesforce)

• Own CRM and CPQ systems (e.g., Salesforce), including:

• Data model, fields, validation rules, workflows, and approvals

• Manage SFDC Admin and RevOps tooling roadmap

• Drive automation to reduce manual processes and improve scalability

4. Revenue Forecasting Integrity

• Own forecast process execution in partnership with FP&A (who retains financial accountability)

• Improve forecast accuracy through data discipline, analytics, and process rigor

5. Systems Integration & Revenue Data Flow

• Partner with IT to ensure seamless integration across:

• CRM → ERP → Billing → Data Warehouse

• Support creation of a single source of truth for revenue data

• Drive system enhancements that enable scale, automation, and reporting accuracy

6. Revenue Analytics & Insights Enablement

• Enable actionable dashboards and reporting across:

• Pipeline, bookings, conversion rates, discounting trends, and deal cycle times

• Partner with FP&A and Analytics to translate data into insights that improve:

• Sales productivity

• Pricing strategy

• Revenue predictability

7. Cross-Functional Alignment

• Act as the connective layer across Sales, Finance, IT, and Legal:

• Sales → execution and pipeline discipline

• FP&A → forecasting and planning assumptions

• Controller → revenue recognition alignment

• IT → systems and integration

• Ensure clarity of ownership through defined RACI structure

8. Lead Digital Transformation Initiative

• Act as lead for the Digital Transformation strategic initiative

• Remain close to the project through the entire duration

9. Other key functions

• GPO administration

• Pricing Analysis

Team Leadership

• Lead and develop the RevOps function, including:

• Salesforce / CRM Administrator

• Contract Administrator

• Future scaling roles (e.g., Deal Desk analysts, RevOps specialists)

• Build a high-performance, service-oriented team with clear SLAs and accountability

Key Performance Metrics

• Forecast accuracy (orders vs. committed forecast vs. weighted pipeline)

• Deal cycle time and approval turnaround

• Discount levels vs. guardrails

• Gross margin / contribution margin integrity

• Pipeline data quality and hygiene

• CRM adoption and system utilization

Qualifications:

• 8–12+ years of experience in Revenue Operations, Sales Operations, Finance, or related roles in SaaS / healthcare tech environments preferred

• Deep expertise in:

• Salesforce / CRM and CPQ systems

• Deal desk operations and pricing governance

• Revenue processes (lead-to-cash lifecycle)

• Strong financial acumen; ability to partner effectively with CFO and FP&A

• Proven ability to influence Sales leadership while enforcing discipline

• Experience building scalable processes in high-growth environments

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

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