Senior Manager Revenue Operations

Chemence • Alpharetta, GA

5h

About The Position

The Senior Manager, Revenue Operations will lead the development and execution of Chemence Medical’s revenue operations strategy, driving commercial performance through pricing strategy, sales analytics, forecasting, CRM optimization, and disciplined sales execution. This role will establish scalable processes and systems, strengthen pipeline visibility and forecast accuracy, and optimize revenue growth and margin performance across GPO, IDN, distributor, and direct sales channels. Partnering closely with executive leadership and commercial teams, this individual will translate data into actionable business recommendations, drive accountability across the sales organization, and build a high-performing Revenue Operations function to support the company’s continued growth.

Requirements

• Bachelor’s degree in Business, Finance, Analytics, or a related field.
• Master of Business Administration (MBA) or relevant pricing certification.
• At least 8 years of experience in Revenue Operations, Sales Operations, or Commercial Pricing, including at least 5 years in the medical device or medtech industry and 2 years leading a related function.
• Demonstrated experience with Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) contracting, tiered pricing structures, distributor chargebacks, and rebates.
• Proven ownership of pricing decisions, deal desk processes, or commercial pricing strategy, beyond reporting and analytics.
• Hands-on experience managing HubSpot CRM, including Sales Hub; experience with Operations Hub is a plus.
• Strong Excel and business intelligence skills, including experience with Power BI, Tableau, or similar analytics tools.
• Working knowledge of applicable healthcare compliance requirements, including the Anti-Kickback Statute, Sunshine Act/Open Payments, and AdvaMed Code, particularly as they relate to pricing, contracting, rebates, and sales incentives.
• Demonstrated results in one or more key performance areas, such as forecast accuracy, margin improvement, pipeline performance, or CRM adoption.
• English required, bilingual (Spanish) a plus.

Nice To Haves

• Experience building a Revenue Operations or Sales Operations function from the ground up within a small or midsize organization, including hiring, developing, and leading analysts or other team members.
• Experience integrating CRM and ERP systems, particularly across order-to-cash processes and sales commission calculations.
• Experience with medtech demand generation, lead management, and marketing automation; familiarity with HubSpot Marketing Hub is a plus.

Responsibilities

• Define the RevOps strategy and 12-month roadmap for the medical business.
• Partner with leadership on GTM strategy, channel mix (GPO, IDN, distributor, direct), and the annual revenue plan.
• Lead pricing strategy for new product launches and major contract renewals and distribution partners.
• Present commercial performance and recommendations to executive leadership monthly.
• Build and lead the RevOps team as the function scales.
• Own the medical price list, discount approval matrix, and deal desk.
• Model and recommend pricing for GPO, IDN, distributor, and direct-account deals; protect margin by account, product, and channel.
• Manage GPO/IDN contract terms, tiers, admin fees, rebates, and distributor chargebacks.
• Prepare pricing recommendations for executive approval on non-standard deals.
• Own the HubSpot end to end configuration, data hygiene, pipeline stages, and sales adoption.
• Build and maintain dashboards for pipeline, bookings, forecast, margin, and account performance.
• Run the monthly and quarterly forecast; report forecast accuracy and variance drivers.
• Integrate CRM and ERP data from order to invoice to commission.
• Own the lead generation engine in HubSpot: campaigns, lead scoring, routing to RSMs, and follow-up standards.
• Track lead-to-opportunity conversion by source and by RSM; cut what doesn't convert.
• Manage each RSM's pipeline weekly: stage accuracy, next steps, stalled deals, and close dates.
• Hold RSMs accountable to pipeline coverage and activity standards.
• Allocate sales resources (RSM time, samples, clinical and technical support, marketing spend) to the highest-value accounts and opportunities.
• Set the sales operating cadence: pipeline reviews, account plans, and weekly activity standards.
• Direct sales activity toward priority accounts and products using data.
• Run payout calculations under the existing incentive plan. Territory, quota, and plan design are out of scope.
• Track hospital value analysis committee (VAC) progress and its effect on pipeline timing.

What This Job Offers

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