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The Senior Director of Revenue Operations will report to the VP of Sales and work closely with the leaders of Sales, Client Success, and Marketing to enhance sales effectiveness and efficiency, formulate and execute revenue growth strategies, and drive accountability through data analytics and reporting, utilizing Vista Equity Partners' resources and/or industry best practices. The Senior Director of Revenue Operations sets the overall direction and strategy for the company’s sales team by aligning sales, marketing, and customer support processes to meet and exceed KPIs while managing people and teams to help them perform their best. This role is ideal for a passionate, hands-on self-starter who sets aggressive goals, is driven to succeed both personally and professionally, and is focused on productivity. The successful candidate will be deeply committed to quality, integrity, and teamwork. The Senior Director of Revenue Operations is a strategic thinker responsible for providing strategic input, driving tactical execution, and overseeing departmental initiatives.
Essential Duties & Responsibilities
GTM Strategy & Commercial Operations
- Partner with the VP of Sales and executive leadership to implement the company’s revenue growth vision and processes and improve and enforce existing commercial operations processes.
- Lead the development and execution of strategic planning initiatives, including Total Addressable Market (TAM) analysis, market segmentation, and prioritization.
- Oversee the coordination of sales, marketing, and business development efforts to optimize sales processes, customer acquisition costs (CAC), and accelerate bookings growth.
- Collaborate with finance to translate the overall value proposition into a pricing and contracting approach that aligns with the business strategy.
Compensation Strategies
- Collaborate with sales leadership to design and implement incentive compensation programs that align with business objectives, reinforce revenue growth strategies, and provide competitive market pay.
- Ensure the equitable assignment of sales quotas and optimal allocation of financial resources across all sales channels and teams.
- Assist in establishing compensation program rules, policies, and procedures.
Reporting, Compliance & Board Material Development
- Manage the collection and analysis of data for both ongoing and special projects, including preparing materials for board and budget meetings.
- Develop and implement best practices for operational business processes, ensuring compliance with internal standards and industry regulations.
- Coordinate and lead quarterly business reviews, monthly pipeline reviews, and weekly strategic deal reviews, providing leadership to the revenue and commercial operations teams.
Marketing Operations
- Work closely with the marketing team to develop and execute marketing forecasting and investment strategies, ensuring alignment with company objectives and ROI optimization.
- Partner with digital marketing to maximize MarTech stack investments and optimize ad spend effectiveness.
- Lead the creation and maintenance of reporting systems that track marketing message effectiveness, such as content consumption by audience, to inform strategic decisions.
- Provide oversight for marketing results reporting and recommend adjustments based on market intelligence and competitive analysis.
Sales Operations
- Lead a team responsible for sales planning, execution, forecasting, reporting, pipeline management, compensation, and strategic analysis, ensuring high levels of quality, accuracy, and process consistency.
- Manage sales reporting and intelligence efforts to provide actionable insights to the VP of Sales and other stakeholders, including weekly bookings forecasts and compliance processes.
- Optimize the deal modeling process to generate analytics and create guidelines for comparable deals, balancing revenue growth with margin optimization.
- Support sales enablement initiatives by overseeing the development and delivery of training programs, including new hire onboarding, continuous learning, product training, and skills workshops.
Client Success Reporting & Market Intelligence
- Coordinate with client success leadership to develop and maintain comprehensive reporting systems that track client outcomes, retention, and satisfaction including both financial and clinical results and KPIs.
- Leverage client success data to inform sales and marketing strategies, ensuring alignment with overall business goals.
- Conduct ongoing analysis of market trends, competitive landscape, and economic factors to identify threats and opportunities, providing strategic recommendations to the VP of Sales and other leaders.
- Translate market intelligence and customer feedback into actionable insights to guide sales, marketing, and product development initiatives.
Education and Experience
- Bachelor’s Degree is required, preferably in Business, Marketing, Sales, Health Information Management, or another health field.
- Ten (10)+ years of successful Sales, Sales Operations, and Revenue Operations leadership experience; healthcare industry knowledge is required
- CRM Experience is required, and Salesforce is strongly preferred.
- Extensive experience in formulating vision and strategy for a Sales Team, including an excellent understanding of standard business practices related to Sales Operations processes and systems (sales cycle, CRM applications, reporting, forecasting, territory management, and sales quotas).
- Extensive experience in business-to-business sales, pipeline generation, and overall sales process.
- Strategic thinking and the ability to glean opportunities for improvement from data/reports from Salesforce.
- Strong experience in business-to-business sales, pipeline generation, marketing operations, and overall sales process optimization.
- Experience in reporting to a C-Suite leadership role is a plus.
- Management experience, preferably in Sales or sales support.
Skills, Knowledge, and Abilities
- Communicate and maintain the confidence of prospects, customers, partners, sales team, and other stakeholders.
- Strong written and verbal communication skills.
- Proven ability to operate successfully in an ROI, solution-driven sales process.
- Strength of conviction to act decisively without consensus when necessary. Holds people accountable; proactively addresses and can solve conflicts.
- Excellent at relationship building, dynamic, proactive, resilient, positive attitude, and a good sense of humor.
- Ability to manage multiple requests by prioritizing and allocating resources in alignment with business strategy.
- The ability to travel up to 25%
Work Environment/Physical Demands
- While at work, this position is primarily a sedentary job and requires that the associate can work in an environment where they will consistently be seated for the majority of the workday
- This role requires that one can sit and regularly type on a keyboard the majority of the workday
- This position requires the ability to observe a computer screen for long periods of time to observe their own and others’ work, as well as in-coming and out-going communications via the computer and/or mobile devices
- The role necessitates the ability to listen and speak clearly to customers and other associates
- Travel required up to 25%
Here’s what we can offer you in exchange for your amazing work:
- Competitive pay
- Medical, dental and vision benefits
- Matching 401(k)
- Generous paid time-off programs
- Education reimbursement
- Growth potential for your career
- Corporate discounts
At Greenway, we strive to imagine, empower, engage, and inspire. Join us!
To learn more about Greenway, take a video tour of our office, and meet our employees, visit us at www.GreenwayHealth.com/careers.
Disclaimer: This Job Summary indicates the general nature and level of work expected of the incumbent(s). It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent(s) may be asked to perform other duties as requested. Greenway Health, LLC is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, age, gender, national origin, sexual orientation, disability, or veteran status.
While this position is primarily remote, please note that if you reside within a 26-mile radius of our corporate office, you will be required to work in a hybrid capacity. This means you will be expected to work on-site at the corporate office for part of the week and remotely for the remainder. This hybrid arrangement is designed to foster team collaboration and engagement. Our corporate office is located at 4301 Boy Scout Blvd, Tampa, FL 33607. Please consider your proximity to this location when applying.
If you are a Colorado resident, please email us at recruiting@greenwayhealth.com to receive compensation and benefits information for this role. Please include the Job ID in the subject line of the email.
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Last updated on Sep 10, 2024