Head of Revenue Operations

What You'll Be Doing

Own the revenue operating system, designing and scaling the processes, metrics, and infrastructure that drive consistent, predictable performance across the business

Partner with Systems Engineering to drive end-to-end improvements and scalability in Salesforce, including structure, data hygiene, workflow automation, and adoption across the sales org

Evaluate the current ecosystem of tools and technology supporting commercial and revenue operations, and make recommendations on the optimal, AI-native tech stack for the function

Serve as the accountable owner of that tech stack and roadmap, partnering closely with Product and Tech to build the AI-native operating system rather than building it in isolation

Own pricing strategy, SKUs, and the end-to-end quote-to-cash process, ensuring pricing structures and deal execution are clean, consistent, and scalable

Own the forecasting cadence and develop robust, repeatable forecasting models (pipeline, bookings, ARR) that improve accuracy and predictability

Build the AI-powered operating layer — automated briefings, pipeline intelligence, meeting prep, and reporting dashboards — that gives the commercial organization real-time visibility

Establish and maintain a unified KPI framework, ensuring alignment on definitions, visibility, and accountability across the funnel

Act as connective tissue across live opportunities, coordinating Marketing, Finance, the RFP team, Value Enablement, and Sales Engineering so they're effectively leveraged

Partner with Sales, Marketing, Customer Success, and Finance leadership to align execution with company goals and financial plans

Analyze pipeline health, conversion rates, and sales efficiency to identify opportunities and drive improvements

Design and manage sales compensation and incentive plans that align with business objectives and drive desired behaviors across GTM teams

What You'll Bring

The Role, Done Before
• You have held this exact role — Head/Director of Revenue Operations or equivalent — at a company of similar growth stage, and can point to what you built and owned.
Growth-Stage Fluency
• Track record of operating at growth-stage speed and ambiguity — scrappy, resourceful, and comfortable building infrastructure from scratch rather than administering something already built. Candidates whose experience is exclusively at large, mature organizations without growth-stage exposure are not a fit for this seat.
Deep SaaS Metrics Expertise
• Strong command of key SaaS metrics including ARR, NDR, GDR, CAC, LTV, pipeline coverage, and sales productivity, and how they connect to business performance.
Forecasting & Modeling Rigor
• Proven ability to build and operationalize forecasting models (e.g., pipeline velocity, ARR forecasting) that improve accuracy and predictability.
CRM & Systems Ownership
• Deep, hands-on experience owning a CRM (Salesforce or equivalent) and the broader GTM tech stack — configuration, data integrity, and workflow design, not just consumption of dashboards.
Pricing & Quote-to-Cash Experience
• Hands-on experience owning pricing strategy, SKU structure, and the quote-to-cash process, ideally in a company that scaled or restructured its pricing model.
AI-Forward
• Comfortable using AI tools to build operational leverage — automating reporting, briefings, and workflows rather than relying solely on headcount to scale.
Cross-Functional Leadership
• Track record of partnering effectively with Sales, Marketing, Customer Success, Finance, and executive leadership to drive alignment and results.
Operator Mindset
• Ability to move between strategy and execution, translating insights into action and driving measurable impact.

Would Love for You to Have

8–12+ years of experience across Revenue Operations, Sales Operations, or GTM analytics in a SaaS environment

Experience supporting a high-growth SaaS company through key milestones (e.g., post-acquisition integration, scale-up, or M&A)

Familiarity with modern BI, AI, and planning tools (e.g., Sigma, Adaptive, Salesforce ecosystem, AI-native reporting/agent tools) and building self-service analytics environments

Experience designing and optimizing sales compensation plans at scale

What You'll Get

• The mandate to build a consistent, predictable commercial engine — including its AI-powered tooling — rather than inherit and maintain one


• A growth path from individual contributor to leading the people and functions that support sales operations as Arcadia scales


• A mission-driven culture where your work supports better healthcare outcomes


• Competitive compensation and strong benefits, including Flexible Time Off


• A collaborative, data-driven environment focused on impact, ownership, and continuous improvement