Director, Revenue Operations

Welldoc Inc

3d • $140,000 - $180,000

About The Position

Welldoc is seeking a Director of Revenue Operations to support commercial growth by overseeing the Inside Sales (SDR) team and Revenue Operations stack, and by optimizing and aligning the commercial system across the organization. The role connects go-to-market strategy with measurable data and refined messaging to help build a scalable, efficient sales organization. It combines executive-level demonstrations and strategic leadership with hands-on work such as Salesforce forecasting optimization.

The Director partners with executive leadership on revenue planning and advises leaders on revenue trends, operational efficiency, and business performance. The role coordinates processes across Sales, Marketing, Client Success, and Finance; leads SDR performance; manages the commercial technology stack and related integrations; and develops forecasting, reporting, and process improvements. It also oversees RFP and security questionnaire strategy and execution, proposal workflows, sales capacity planning, and initiatives to improve growth and operating efficiency.

Welldoc operates in ISO 13485- and MDSAP-regulated, and HITRUST- and SOC 2 Type II-compliant environments. Employees are expected to have prior experience in such environments or receive training to understand the relevant requirements and culture for their roles.

Requirements

• At least 8 years of experience in Revenue Operations, Sales Operations, or a blended leadership role within Health Tech or Digital Health.
• Deep expertise in the modern sales stack, with Salesforce mastery required, and ability to translate data into actionable sales strategy.
• Experience managing or mentoring SDR or Inside Sales teams, with a focus on leading by example and metric-driven growth.
• Exceptional organizational skills and ability to manage complex RFP processes and security requirements.
• Strong presentation and negotiation skills, including the ability to explain complex technical or clinical value propositions to executive audiences.
• Ability to move between high-level strategy and detailed operational work in a fast-paced, high-growth environment.
• Bachelor’s degree in business, marketing, or a related field.
• Prior experience in ISO 13485- and MDSAP-regulated or HITRUST- and SOC 2 Type II-compliant environments, or willingness to be trained in the applicable requirements and culture.

Responsibilities

• Partner with executive leadership to build annual revenue plans, capacity models, headcount allocations, and scalable sales territory designs.
• Own forecasting accuracy, monitor conversion rates, and track pipeline health.
• Align cross-departmental handoffs across Sales, Marketing, Client Success, and Finance throughout the customer journey.
• Advise leadership on revenue trends, operational efficiency, and business performance.
• Oversee strategy and execution for RFPs and security questionnaires.
• Improve proposal workflows to reduce sales cycle time and increase win rates.
• Build sales capacity models to support headcount expansion and track new-hire productivity and performance.
• Develop shared understanding of target accounts, opportunities, customer requirements, implementation status, renewals, and expansion opportunities.
• Lead special projects that improve revenue growth, scalability, and operating efficiency.
• Lead and mentor the SDR team, establishing KPIs and performance metrics to maintain a consistent flow of qualified opportunities.
• Manage external partnerships and vendor relationships intended to diversify and increase lead generation.
• Own the commercial tooling stack, including Salesforce, ZoomInfo, Salesloft, LinkedIn Sales Navigator, and Benefitflow, and ensure data integrity and reporting accuracy.
• Evaluate and implement technology enhancements to improve productivity and reporting capabilities.
• Ensure effective system integrations across revenue-generating teams.
• Standardize and document revenue-related processes, procedures, and best practices.
• Develop the commercial forecasting cadence with Finance and Implementation teams to support predictability and board-level visibility.
• Refine bottom-of-funnel reporting and outreach strategies, including messaging, scripts, and segmentation for key campaigns.
• Develop executive dashboards and reporting that provide actionable business insights.
• Develop reporting for key metrics including ARR, pipeline coverage, renewal and retention, win rate, ACV, sales velocity, and forecast accuracy.
• Analyze trends and proactively identify opportunities for process improvement and revenue optimization.

Benefits

• Generous paid time off
• Medical insurance
• Dental insurance
• Vision care
• Life insurance
• Disability insurance
• Retirement benefits
• Opportunity to participate in health savings accounts and/or dependent care accounts

What This Job Offers

• Job Type: Full-time
• Career Level: Director