Senior Director, Revenue Operations

GetWellNetwork, Inc.•Bethesda, MD

3d•$150,000 - $175,000•Remote

About The Position

The Director of Revenue Operations will be responsible for developing and managing the processes, systems, data, analytics, and operating cadence that support GW Rhythm's go-to-market organization. This role will serve as the connective tissue across Sales, Marketing, Partnerships, Customer Success, Finance, and Executive Leadership, ensuring that the company has a clear and reliable view of pipeline, bookings, revenue, customer activity, sales performance, and growth opportunities. The ideal candidate is both strategic and highly operational—someone who can establish and maintain the infrastructure required for a rapidly growing healthcare technology company while also personally driving improvements in forecasting, pipeline management, CRM utilization, reporting, compensation, and sales productivity.

Requirements

7+ years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy, Finance, or a related field.
Experience supporting a B2B enterprise sales organization.
Strong understanding of CRM systems and revenue technology.
Demonstrated experience building and managing forecasting, pipeline management, reporting, and revenue analytics processes.
Strong analytical and quantitative skills.
Excellent communication and presentation skills.
Ability to translate complex data into clear recommendations for executives.
Demonstrated ability to operate effectively in a fast-paced, high-growth environment.
Adhere to all organizational information security policies and protect all sensitive information including but not limited to ePHI and PHI in accordance with organizational policy and Federal, State, and local regulations.

Nice To Haves

Experience in healthcare technology, SaaS, AI, or enterprise software.
Experience selling to health systems, hospitals, health plans, or other healthcare organizations.
Experience with long, complex enterprise sales cycles.
Experience with Salesforce or another leading enterprise CRM.
Experience building Revenue Operations functions within a growing company.
Familiarity with SaaS metrics and financial concepts including ARR, ACV, NRR, GRR, CAC, LTV, pipeline coverage, bookings, and revenue forecasting.

Responsibilities

Develop and continuously improve the company's revenue operating model across Sales, Marketing, Partnerships, and Customer Success.
Establish standardized processes and definitions across the revenue organization, including pipeline stages, opportunity qualification, forecasting, bookings, ARR, renewals, expansion, and customer lifecycle metrics.
Partner with executive leadership to translate growth objectives into measurable revenue plans, capacity requirements, and operating targets.
Identify bottlenecks and opportunities to improve the efficiency and scalability of the revenue engine.
Own the company's revenue pipeline reporting and forecasting processes.
Establish rigorous pipeline inspection and forecasting methodologies.
Develop and maintain dashboards that provide visibility into pipeline coverage, conversion rates, sales velocity, deal progression, win/loss trends, and forecast accuracy.
Partner with GTM leadership to identify pipeline gaps and develop strategies to address them.
Create a consistent executive-level view of current and future revenue performance.
Own the strategy, governance, and optimization of the company's CRM (Salesforce) and revenue technology ecosystem.
Ensure CRM data is accurate, complete, and actionable.
Establish appropriate workflows, automation, reporting, and data standards.
Evaluate and implement technologies that improve sales productivity, intelligence, forecasting, and customer engagement.
Integrate CRM data with financial and operational systems where appropriate.
Develop metrics and reporting that measure sales-team productivity and effectiveness.
Analyze performance by representative, territory, market segment, customer type, and sales stage.
Support territory planning, account segmentation, quota setting, and sales capacity planning.
Identify opportunities to improve sales processes, shorten sales cycles, and increase conversion rates.
Build a comprehensive revenue-performance reporting framework for the executive team and Board.
Develop reporting around Key Metrics such as (ARR, Pipeline Coverage, Renewal/Retention, Win-Rate, ACV, Sales Velocity, Forecast Accuracy, CAC, other)
Establish common operating processes across Sales, Marketing, Customer Success, Partnerships, Finance, and Product.
Improve handoffs between functions throughout the customer lifecycle.
Develop a shared understanding of target accounts, opportunities, customer requirements, implementation status, renewals, and expansion opportunities.
Partner with Finance to ensure revenue forecasts and operating metrics are aligned with financial reporting.
Track opportunities across health systems, health plans, and other strategic healthcare customers.
Help leadership understand sales cycles, buying committees, contracting processes, pilots, implementations, expansions, and enterprise adoption.
Develop account-level intelligence that supports strategic account planning and executive engagement.
Support analysis of the company's Ideal Customer Profile (ICP) and identify patterns among high-value prospects and customers.
Lead special projects designed to improve revenue growth, scalability, and operating efficiency.
Support development of annual revenue plans and go-to-market strategies.
Develop business cases and ROI analyses for new markets, channels, products, or investments.
Provide analytical support for strategic partnerships, acquisitions, and other growth initiatives as appropriate.