Senior Director, Revenue Operations - Tampa, FL - Greenway Health

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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.