Director, Revenue Operations

1 month ago

San Francisco, United States SmithRx Full time
Who We Are:

SmithRx is a rapidly growing, venture-backed Health-Tech company. Our mission is to disrupt the expensive and inefficient Pharmacy Benefit Management (PBM) sector by building a next-generation drug acquisition platform driven by cutting edge technology, innovative cost saving tools, and best-in-class customer service. With hundreds of thousands of members onboarded since 2016, SmithRx has a solution that is resonating with clients all across the country.

We pride ourselves for our mission-driven and collaborative culture that inspires our employees to do their best work. We believe that the U.S healthcare system is in need of transformation, and we come to work each day dedicated to making that change a reality. At our core, we are guided by our company values:

  • Integrity: Always operate with honesty and transparency so we earn the trust of our clients.
  • Courage: Demonstrate the courage needed to take on a broken industry and continuously improve what we offer to optimize health outcomes.
  • Together: Foster a collaborative and inclusive environment that values teamwork, respect, and open communication, and encourages creativity and diversity of thought.

Job Summary:

SmithRx's revenue team is seeking a seasoned Revenue Operations leader to join our growing team. In this strategic leadership role, you'll collaborate directly with senior executives to identify and execute initiatives that propel revenue growth and optimize sales team performance. This individual will be responsible for implementing and managing revenue-related systems, deep diving into revenue performance, and implementing new processes and policies based on your findings. The ideal candidate will have a strong background in revenue operations with a proven track record for driving results.

What you will do:

  • Lead the identification, development and implementation of new programs, processes, frameworks and products to streamline Revenue Operations, ensuring efficient end-to-end GTM execution, and collaboration with cross-functional teams to identify sales growth opportunities.
  • Quarterback concurrent projects, ensuring clear communication and comprehensive documentation for seamless execution and team alignment.
  • Develop and maintain robust sales reports and dashboards that track key performance indicators (KPIs) and translate insights into actionable strategies for revenue growth.
  • Analyze sales data and performance metrics to identify areas for improvement and implement solutions that optimize the sales engine.
  • Maintain ongoing reporting of pacing and sales forecast, including regular reviews with internal customers and revenue gap closure planning.
  • Perform bottom-up revenue planning by client and product / revenue stream (working in close partnership with Sales and Finance) for budgeting and allocations.
  • Become the trusted advisor and subject-matter expert on internal sales tools and processes, empowering the team with in-depth knowledge.
  • Provide comprehensive training and support to sales and marketing teams on revenue-related processes and systems, ensuring successful adoption and driving results.
  • Collaborate with stakeholders to create and administer sales quota, territory and competitive compensation plans that incentivize and reward top sales performance.
  • Work closely with Legal, Implementations, and Account Management teams to drive efficient onboarding of new clients, including client contract management.
  • Advance our data analytics capabilities from descriptive (what happened) to diagnostic (why it happened), predictive (what will happen) and ultimately to prescriptive (what should we do to make it happen).
  • Develop a data-driven approach to sales and churn forecasting that leverage both leading and lagging indicators and front-line knowledge of potential outcomes.
  • Work cross-functionally with internal partners to ensure strategy alignment across the organization and ensure seamless collaboration.
  • Drive critical issue resolution and eliminate roadblocks. Serve as the key escalation point for critical issues and initiatives impacting the sales team.
  • Foster an inclusive and supportive environment where team members of all backgrounds and experiences feel valued, empowered, and can contribute their best work.

What you will bring to SmithRx:

  • 10+ years of experience in Revenue/Sales Operations, with 3+ years of people leadership experience, demonstrating a proven track record of successful execution and achieving business goals.
  • Startup experience, where you thrived in a fast-paced environment, is a strong plus.
  • Experience in software / employee benefits / healthcare industries is a plus.
  • Bachelor's degree or equivalent experience, advanced degree or MBA preferred.
  • Expertise in Salesforce with a deep understanding of its functionality and best practices. Demonstrated experience with certifications like Salesforce Administrator or equivalent.
  • Exceptional analytical skills and a keen eye for detail. Experience with Looker or similar data visualization tools is a plus, allowing you to transform data into actionable insights for key stakeholders.
  • Excel at both written and oral communication, adeptly presenting revenue KPIs and QBRs to audiences including senior leaders, small groups, and non-technical stakeholders.
  • Proven track record of delivering impact across multiple go-to market teams including sales, customer success and marketing.

What SmithRx Offers You:

  • Highly competitive wellness benefits including Medical, Pharmacy, Dental, Vision, and Life Insurance and AD&D Insurance
  • Flexible Spending Benefits
  • 401(k) Retirement Savings Program
  • Short-term and long-term disability
  • Discretionary Paid Time Off
  • 12 Paid Holidays
  • Wellness Benefits
  • Commuter Benefits
  • Paid Parental Leave benefits
  • Employee Assistance Program (EAP)
  • Well-stocked kitchen in office locations
  • Professional development and training opportunities

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