Head of Revenue Operations

Arcadia

4d•$175,000 - $200,000

About The Position

Arcadia is seeking a Head of Revenue Operations to own the systems, tools, and cadences that ensure consistent and accurate pipeline reviews, forecasting, and reporting across the commercial team. This role is crucial for scaling the company's infrastructure, systems, and operating model to match its rapid growth. The Head of Revenue Operations will be responsible for understanding the current technology ecosystem, recommending an optimal AI-native tech stack, and owning its roadmap in partnership with Product and Tech. This individual will also lead sales operations, manage the forecasting cadence, and build an AI-powered operating layer for real-time visibility and leverage across the entire commercial organization. The role requires an execution-oriented individual who can work directly with the tools while also setting strategy and ensuring rigor across Sales, Marketing, Customer Success, Legal, and Finance.

Requirements

Held the exact role of Head/Director of Revenue Operations or equivalent at a company of similar growth stage.
Track record of operating at growth-stage speed and ambiguity — scrappy, resourceful, and comfortable building infrastructure from scratch.
Deep SaaS metrics expertise, including ARR, NDR, GDR, CAC, LTV, pipeline coverage, and sales productivity.
Proven ability to build and operationalize forecasting models (e.g., pipeline velocity, ARR forecasting) that improve accuracy and predictability.
Deep, hands-on experience owning a CRM (Salesforce or equivalent) and the broader GTM tech stack — configuration, data integrity, and workflow design.
Hands-on experience owning pricing strategy, SKU structure, and the quote-to-cash process, ideally in a company that scaled or restructured its pricing model.
Comfortable using AI tools to build operational leverage — automating reporting, briefings, and workflows.
Track record of partnering effectively with Sales, Marketing, Customer Success, Finance, and executive leadership to drive alignment and results.
Ability to move between strategy and execution, translating insights into action and driving measurable impact.

Nice To Haves

8–12+ years of experience across Revenue Operations, Sales Operations, or GTM analytics in a SaaS environment.
Experience supporting a high-growth SaaS company through key milestones (e.g., post-acquisition integration, scale-up, or M&A).
Familiarity with modern BI, AI, and planning tools (e.g., Sigma, Adaptive, Salesforce ecosystem, AI-native reporting/agent tools) and building self-service analytics environments.
Experience designing and optimizing sales compensation plans at scale.

Responsibilities

Own the revenue operating system, designing and scaling the processes, metrics, and infrastructure that drive consistent, predictable performance across the business.
Partner with Systems Engineering to drive end-to-end improvements and scalability in Salesforce, including structure, data hygiene, workflow automation, and adoption across the sales org.
Evaluate the current ecosystem of tools and technology supporting commercial and revenue operations, and make recommendations on the optimal, AI-native tech stack for the function.
Serve as the accountable owner of that tech stack and roadmap, partnering closely with Product and Tech to build the AI-native operating system rather than building it in isolation.
Own pricing strategy, SKUs, and the end-to-end quote-to-cash process, ensuring pricing structures and deal execution are clean, consistent, and scalable.
Own the forecasting cadence and develop robust, repeatable forecasting models (pipeline, bookings, ARR) that improve accuracy and predictability.
Build the AI-powered operating layer — automated briefings, pipeline intelligence, meeting prep, and reporting dashboards — that gives the commercial organization real-time visibility.
Establish and maintain a unified KPI framework, ensuring alignment on definitions, visibility, and accountability across the funnel.
Act as connective tissue across live opportunities, coordinating Marketing, Finance, the RFP team, Value Enablement, and Sales Engineering so they're effectively leveraged.
Partner with Sales, Marketing, Customer Success, and Finance leadership to align execution with company goals and financial plans.
Analyze pipeline health, conversion rates, and sales efficiency to identify opportunities and drive improvements.
Design and manage sales compensation and incentive plans that align with business objectives and drive desired behaviors across GTM teams.
Follow all Security policies and procedures to protect PHI and Arcadia Intellectual Properties.