Director, Revenue Operations
About The Position
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.
Requirements
- 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
Responsibilities
- 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
- 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
- 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
- Own forecast process execution in partnership with FP&A (who retains financial accountability) Improve forecast accuracy through data discipline, analytics, and process rigor
- 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
- 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
- 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
- Act as lead for the Digital Transformation strategic initiative Remain close to the project through the entire duration
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
