Director of Revenue Operations
About The Position
The Director of Revenue Operations is a strategic leader responsible for designing, optimizing, and governing the operational infrastructure that enables predictable revenue growth, customer retention, and commercial excellence. This role serves as the operational backbone of the commercial organization, ensuring sales, marketing and customer experience operate through integrated processes, trusted data, actionable analytics, and scalable technology. Partners closely with sales, customer experience, marketing, finance, operations, information technology, and product leadership to create a unified commercial operating model that supports the entire customer lifecycle from opportunity creation through customer value realization, renewal, and expansion. The successful candidate will combine strategic thinking with operational execution, building the systems, insights, and disciplines necessary to improve commercial performance while enabling data-driven decision making across the organization.
Requirements
- Bachelor's degree in business, finance, analytics, or a related field.
- 10+ years of progressive experience in revenue operations, sales operations, commercial operations, business operations, or related leadership roles.
- Demonstrated success supporting both sales and customer success organizations.
- Experience implementing and optimizing CRM and commercial technology platforms.
- Strong background in forecasting, analytics, reporting, and operational process improvement.
- Proven ability to influence executive leaders and drive cross-functional initiatives.
- Experience leading organizational change and scaling commercial operations in a growth-oriented business.
- Experience within B2B services, healthcare services, logistics, or other recurring revenue environments.
- Experience supporting organizations with complex enterprise sales and long-term customer relationships.
- Knowledge of customer success methodologies, recurring revenue models, and net revenue retention metrics.
- Deep understanding of healthcare operations and service delivery models.
- Strong project management skills, with experience managing cross-functional teams in complex environments.
- Excellent communication, negotiation, and executive relationship-building skills.
- Experience with CRM and marketing automation platforms.
Responsibilities
- Lead annual revenue planning, territory design, quota development, and capacity modeling.
- Develop revenue forecasts and scenario analysis that support executive decision-making.
- Monitor pipeline health and velocity, sales productivity, and revenue performance against organizational objectives.
- Build executive dashboards and reporting that provide clear visibility into commercial performance.
- Optimize sales processes, pipeline governance, forecasting, and opportunity management.
- Own CRM strategy, governance, and continuous improvement.
- Manage territory alignment, account assignments, lead routing, and sales performance reporting.
- Partner with sales leadership to improve forecast accuracy, seller productivity, and operational consistency.
- Administer sales incentive compensation processes and performance measurement.
- Establish a single source of truth for commercial performance metrics.
- Standardize customer segmentation, renewal forecasting, churn analytics, and expansion opportunity management.
- Develop executive reporting across growth, retention, renewals, forecasting, and customer health.
- Analyze trends, identify risks, and deliver actionable insights that improve business performance.
- Support Board of Directors reporting and executive business reviews through accurate, meaningful analytics.
- Design and continuously improve end-to-end commercial workflows across the customer lifecycle.
- Standardize commercial processes while reducing operational complexity.
- Improve cross-functional handoffs and identify automation opportunities that enhance customer experience and organizational efficiency.
- Document and govern commercial operating procedures and best practices.
- Utilize the commercial technology ecosystem, including CRM, business intelligence tools, marketing automation, contract management, and related technologies.
- Inform the technology roadmap supporting future business growth.
- Ensure successful system integrations, platform adoption, and continuous optimization.
- Partner with IT on system architecture and data management initiatives.
- Establish governance standards that ensure data integrity across all commercial systems.
- Define business rules, account hierarchies, reporting standards, and data quality expectations.
- Lead ongoing initiatives to improve accuracy, consistency, and usability of commercial data.
- Lead the organization's commercial operating cadence, including pipeline and revenue reviews
- Drive operational discipline through support of defined sales and proposal development processes
- Serve as the commercial operational integrator across sales, customer experience, marketing, finance, operations, and product teams.
Benefits
- medical
- dental
- vision coverage
- flexible spending accounts
- paid time off
- 401(k)
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What This Job Offers
Job Type
Full-time
Career Level
Director
