Director, Revenue Operations

Job Description

Description

About Us

Icario is the largest technology company focused on member engagement for healthcare’s most trusted organizations. Healthcare today is nothing short of amazing. Yet all of it only works when people connect with it. And too often, they don’t. Healthcare can be impersonal. Confusing. All elbows. The record scratch at life’s party. We’re here to help connect healthcare with the people who need it.

Which is everyone. How? By listening. Collaborating. And inspiring. We’re pioneering a better way forward. We’re making healthcare more human. We’re excited about the path ahead—are you ready to make the world a healthier place, one person at a time?

About the Role
Does the idea of driving the sales strategy of a fast-growing, market leading healthcare organization sound like your jam? Are you looking for an organization where your leadership and strategic thinking are not only needed, but valued? If so, our Director, Revenue Operations opportunity has your name written all over it!

This role will be responsible for managing a cross-functional organization that is the foundation of Icario’s sales strategy by providing the tools and infrastructure to drive and deliver exceptional sales results. As a seasoned revenue operations leader, you will act as an advisor while counseling and directing the sales organization toward strategic goals and operational effectiveness by meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development, and success of team members.

You will be accountable for assigning sales goals, quotas and compensation plans for our sales team to help drive their success.

Your Impact

• Sales Operations – Drive excellence in the use of sales applications and processes centered around Salesforce, and ensuring quality in the opportunity management process.
• Sales Compensation Planning – Develop, implement, and manage sales compensation plans and special incentives that drive intended sales behavior.
• Forecasting, Pipeline Management, and Reporting – Manage & support global booking, forecasting, and the pipeline management process. Closely collaborate with the Finance organization; managing historical data and providing analysis on business performance trends.
• Commercial Approval and Risk Review Process – Ensures that deals are evaluated correctly to manage risk, ensure appropriate approvals are obtained, facilitate alignment with finance and legal departments.
• Planning – Owns and drives the successful execution of the Company’s Annual Operating Plan(Pipeline Targets, Bookings Plan, Capacity, Comp, Quota, GTM/Segmentation Strategy, etc) ensuring alignment across all cross functions.

• Partner with senior sales leadership to identify opportunities to simplify the sales process through optimization and automation. Facilitate successful implementation and adoption of new processes within the sales organization. Foster an organization of continuous process improvement.
• Design, implement and manage sales forecasting processes that provide accurate prediction into future revenue performance. Ensure forecasting efforts are appropriately integrated with other planning processes within the company.
• Work with Talent & Employee Experience, Finance, and senior sales leadership to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
• Assign sales quotas and other sales objectives to ensure the company’s financial goals are allocated to all sales channels and resources.
• Drive global deal desk; providing support in pricing, deal analysis, deal structuring, negotiation, and…