Director, Revenue Operations

It's fun to work in a company where people truly BELIEVE in what they are doing!

We're committed to bringing passion and customer focus to the business.

Mission:

The Director, Revenue Operations is responsible for driving disciplined, scalable, and data-driven revenue execution across the organization. Reporting to the CFO, this role owns the infrastructure, governance, and processes that support the full revenue lifecycle—from opportunity creation framework through booking, contracting, and forecasting. This leader ensures alignment across Sales, Finance (FP&A and Controller), IT, and Legal, acting as the central authority on pricing execution, deal governance, CRM/CPQ systems, and revenue analytics enablement.

The role is critical to improving forecast accuracy, enforcing margin discipline, accelerating deal velocity, and enabling scalable growth.

Responsibilities:

Deal Desk & Commercial Governance Own and operate the Deal Desk function, including:

Pricing approvals, discount governance, and exception handling based on CFO delegation of authority

Structured SLAs for deal review and turnaround

Establish and enforce pricing guardrails, approval thresholds, and margin discipline, based on CFO delegation of authority

Ensure financial and contractual integrity in all customer agreements
2. Revenue Policy & Contract Operations Own revenue policy governance, including:

Standard terms, approval workflows, and escalation paths

Partner with Legal on non-standard deal structures and contract risk management

Oversee contract administration to ensure consistency, compliance, and audit readiness
3. CRM & CPQ Ownership (Salesforce)
Own CRM and CPQ systems (e.g., Salesforce), including:

Data model, fields, validation rules, workflows, and approvals

Manage SFDC Admin and Rev Ops tooling roadmap

Drive automation to reduce manual processes and improve scalability
4. Revenue Forecasting Integrity Own forecast process execution in partnership with FP&A (who retains financial accountability)
Improve forecast accuracy through data discipline, analytics, and process rigor
5. Systems Integration & Revenue Data Flow Partner with IT to ensure seamless integration across: CRM ERP Billing Data Warehouse Support creation of a single source of truth for revenue data Drive system enhancements that enable scale, automation, and reporting accuracy
6. Revenue Analytics & Insights Enablement Enable actionable dashboards and reporting across:

Pipeline, bookings, conversion rates, discounting trends, and deal cycle times

Partner with FP&A and Analytics to translate data into insights that improve:

Sales productivity

Pricing strategy

Revenue predictability
7. Cross-Functional Alignment Act as the connective layer across Sales, Finance, IT, and Legal:
Sales execution and pipeline discipline

FP&Aforecasting and planning assumptions

Controller revenue recognition alignment

ITsystems and integration

Ensure clarity of ownership through defined RACI structure
8. Lead Digital Transformation Initiative Act as lead for the Digital Transformation strategic initiative

Remain close to the project through the entire duration
9. Other key functions

GPO administration

Pricing Analysis Team Leadership Lead and develop the Rev Ops function, including:

Salesforce / CRM Administrator Contract Administrator Future scaling roles (e.g., Deal Desk analysts, Rev Ops specialists)
Build a high-performance, service-oriented team with clear SLAs and accountability

Key Performance Metrics Forecast accuracy (orders vs. committed forecast vs. weighted pipeline)
Deal cycle time and approval turnaround

Discount levels vs. guardrails

Gross margin / contribution margin integrity

Pipeline data quality and hygiene

CRM adoption and system utilization

Qualifications:

8–12+ years of experience in Revenue Operations, Sales Operations, Finance, or related roles in SaaS / healthcare tech environments preferred

Deep expertise in:

Salesforce / CRM and CPQ systems

Deal desk operations and pricing governance

Revenue processes (lead-to-cash lifecycle)
Strong financial acumen; ability to partner effectively with CFO and FP&AProven ability to influence Sales leadership while enforcing discipline

Experience building scalable processes in high-growth environments

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

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