Director of Revenue Operations

At Hallmark Health Care Solutions, what we do and how we do it go hand in hand. We bring a relentless focus to both our products and our people—grounded in curiosity, a bias for action, accountability and ownership, strong judgment, and a willingness to challenge the status quo in pursuit of better outcomes. Hallmark Health Care Solutions is led by passionate experts with an average of 20+ years’ experience in IT, nursing, process engineering, finance, and healthcare.

We are committed to strengthening communities by producing technologies, support services, and thought leadership that tangibly improve patient care and community health outcomes. We are hiring a Director of Revenue Operations who will lead forecasting, pipeline management, performance analytics, sales process optimization, CRM governance, and reporting.

This leader will leverage data and technology to improve decision-making, increase productivity, and create scalable processes that support organizational growth. The Director of Revenue Operations is responsible for optimizing and aligning the people, processes, systems, and data that drive revenue growth across the organization.

This role serves as a strategic partner to executive leadership, Sales, Marketing, Customer Success, and Finance, ensuring that revenue-generating teams operate efficiently, effectively, and with a consistent focus on business outcomes. Strategic Revenue Leadership Partner with executive leadership to develop and execute the organization's revenue operations strategy.

Align sales, marketing, customer success, and finance processes to support revenue growth objectives. Develop scalable operating models that increase efficiency and improve revenue performance. Establish and track key revenue metrics, KPIs, and performance indicators. Act as a trusted strategic advisor to leadership regarding revenue trends, operational efficiency, and business performance.

Revenue Planning & Forecasting Partner with Sales and Finance to develop annual revenue plans, forecasts and targets. Monitor pipeline health, conversion rates, bookings, revenue attainment, and forecast accuracy. Identify risks and opportunities within the revenue funnel and recommend corrective actions. Support executive leadership with scenario modeling and business planning.

Enforce opportunity stage-gate definitions, qualification criteria, and pipeline coverage standards to improve forecast credibility. Go-to-Market Instrumentation & Territory Design Build end-to-end funnel instrumentation across lead sources (referral, marketing-sourced, BDR-sourced, sales-sourced), including volume, conversion, and quality metrics from MQL through sales-accepted and sales-qualified stages.

Design and maintain account segmentation and scoring models (fit and engagement) that drive territory design, named-account coverage, and resource allocation. Partner with sales leadership to build and administer sales territories aligned to the coverage model as the team scales. Own lead scoring, routing, and hand-off rules between Marketing, BDRs, and sellers; enforce data hygiene standards so scoring reflects genuine buyer engagement.

CRM & Revenue Technology Management Serve as the business owner for CRM and revenue technology platforms, including Hubspot and related systems. Establish governance standards, data integrity requirements, and process documentation. Evaluate and implement technology enhancements that improve team productivity and reporting capabilities.

Ensure system integrations are functioning effectively across revenue-generating teams. Analytics, Metrics & Board Reporting Develop executive dashboards and reporting frameworks that provide actionable business insights. Create consistent reporting across sales performance, customer acquisition, customer retention, and revenue growth metrics.

Analyze trends and proactively identify opportunities for process improvement and revenue optimization. Sales Compensation, Quota & Productivity Administer sales compensation plans and quota setting across seller roles (BDR, account executive, and specialist overlay), ensuring alignment with company bookings targets. Build sales capacity models and ramp plans that support headcount expansion, and track new-hire ramp productivity against expectations.

Monitor quota attainment and rep-level productivity; surface coaching and pipeline-generation gaps to sales leadership. Process Optimization Lead continuous improvement initiatives across the revenue lifecycle. Standardize and document revenue-related processes, procedures, and best practices. Partner with department leaders to identify bottlenecks and develop scalable solutions.

Improve lead management, opportunity management, forecasting, and customer lifecycle processes. Team Leadership Build, lead, and develop a high-performing Revenue Operations team. Establish performance expectations and provide coaching and development opportunities. Foster a culture of accountability, continuous improvement, and data-driven decision-making.

Manage external vendors and consultants as needed. Experience in B2B SaaS required; private equity- or venture-backed growth-stage experience strongly preferred. Healthcare technology or health-system go-to-market experience preferred. Deep fluency in SaaS metrics (ARR/CARR, GRR/NRR, CAC payback, LTV/CAC, Magic Number, pipeline coverage) and experience preparing board- and investor-level reporting.

Salesforce administration and governance experience; proficiency with marketing automation platforms and BI tools (e.g., Tableau, Power BI, or Looker). Demonstrated success building revenue operations infrastructure from the ground up — funnel instrumentation, territory design, forecasting cadence, and reporting frameworks — in a resource-constrained environment.

Experience supporting a scaling sales organization, including capacity modeling, quota and compensation administration, and new-hire ramp tracking. Comfortable operating as a player-coach: equally effective setting strategy with executives and building dashboards hands-on. Exceptional analytical, communication, and cross-functional influence skills.

Bachelor's degree required; MBA or advanced degree a plus. Medical, Dental, and Vision Insurance with Employee Premiums Covered by HHCS at 100% and Company Cost Share for any Dependents Enrolled $3000 Annual Company Contributions to HSAs for all Employees Enrolled in the HSA Eligible Health Plan Unlimited Paid Time Off Pre-Tax and Roth 401(K) Retirement Options Hallmark Health Care Solutions, Inc is an Equal Opportunity Employer.

All employment decisions are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex, age, physical, mental or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.

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