VP, Commercial Operations

Waystar

10d

About The Position

The Vice President of Commercial (Revenue) Operations serves as a strategic business partner to the Chief Commercial Officer and executive leadership team. This leader builds the systems, processes, analytics, forecasting models, and operating cadences that enable predictable, scalable revenue growth across the customer lifecycle. The role oversees Revenue Operations, including sales operations, forecasting, pipeline management, territory and capacity planning, commercial analytics, compensation administration, go-to-market performance, commercial technology, and quote-to-cash optimization. The successful candidate brings strategic thinking, operational excellence, deep expertise in scaling revenue organizations, and a track record of using data-driven insights to accelerate growth, improve productivity, and enhance commercial effectiveness. Waystar helps healthcare providers simplify healthcare payments through a cloud-based platform, data, and client support designed to streamline workflows and improve financial outcomes. Its platform serves providers, hospitals and health systems, and commercial and government payers.

Requirements

Bachelor's degree in Business, Finance, Economics, Analytics, Operations, or a related field.
12+ years of progressive leadership experience in Revenue Operations, Sales Operations, Commercial Operations, Finance, Strategy, or Consulting.
5+ years leading directors and managers in a high-growth environment.
Demonstrated success partnering directly with executive leadership teams.
Deep expertise in revenue forecasting, sales analytics, territory and quota planning, revenue technology platforms, compensation design, and go-to-market operations.
Exceptional executive communication and presentation skills.
Strong analytical, financial, and strategic problem-solving capabilities.

Nice To Haves

MBA or advanced business degree.
Experience leading Revenue Operations in a SaaS, Healthcare Technology, FinTech, or B2B technology company.
Expertise with Salesforce, CPQ platforms, Tableau/Power BI, and modern RevOps technologies.
Experience supporting private equity-backed or publicly traded organizations.

Responsibilities

Partner with the Chief Commercial Officer and executive leadership team to develop and execute commercial growth strategies.
Lead annual planning, including bookings targets, territory design, quota setting, capacity planning, and resource allocation.
Design and maintain operating rhythms that align Sales, Marketing, Customer Success, Finance, Product, and executive leadership.
Translate strategic growth objectives into measurable operational plans and execution frameworks.
Own company-wide bookings and revenue forecasting processes.
Establish forecast methodologies, inspection routines, reporting standards, and executive dashboards.
Monitor performance against targets and proactively identify risks and opportunities.
Deliver actionable insights and recommendations to senior leadership.
Own the commercial technology ecosystem, including CRM, CPQ, forecasting, enablement, and analytics platforms.
Develop a multi-year Revenue Operations technology roadmap.
Partner with Product, Engineering, Finance, and IT on system integrations and data governance.
Drive adoption of AI-enabled tools and reporting solutions to improve decision-making and operational efficiency.
Establish enterprise-wide standards for commercial reporting and measurement.
Develop executive scorecards and dashboards covering pipeline health, sales productivity, forecast accuracy, customer acquisition, retention performance, and revenue growth.
Create actionable insights that influence investment decisions and growth strategies.
Build, lead, and develop a high-performing Revenue Operations organization.
Recruit, coach, and mentor leaders responsible for Revenue Operations, Sales Operations, Analytics, Commercial Systems, Forecasting, Deal Desk, and Compensation Administration.
Foster accountability, innovation, collaboration, and continuous improvement.

Benefits

Competitive total rewards, including base salary and bonus if applicable.
Customizable benefits package, including three medical plans and a company match for Health Savings Accounts.
Generous paid time off for non-exempt team members, starting with three weeks plus 13 paid holidays, including two personal floating holidays.
Flexible time off for exempt team members plus 13 paid holidays.
Paid parental leave, including maternity and paternity leave.
Education assistance opportunities and free LinkedIn Learning access.
Free mental health and family planning programs, including adoption assistance and fertility support.
401(k) program with company match.
Pet insurance.
Employee resource groups.