Senior Director, Revenue Operations

Location: Hybrid (Must Be Local to NYC, Denver or Florida area)

Summary:

We are seeking a highly analytical and strategic quant skilled team member to lead strategic analytics in our revenue operations team as the Senior Director of Revenue Operations. Reporting to the Chief Commercial Officer, the Senior Director of Revenue Operations will be responsible for developing impactful analytics, uncovering trends, and recommending strategies to achieve Capital Rx's business objectives. This role requires a hands-on leader who is actively involved in building reports and analytics that drive revenue growth.

The ideal candidate is a data-driven leader with a proven track record of optimizing revenue operations through quantifiable insights. If you're ready to drive measurable growth and operational excellence, we want to hear from you!

Position Responsibilities:

• Develop models to predict market movements, assess risks, and optimize sales strategies. Analyze vast datasets to identify patterns and correlations.
• Develop and maintain comprehensive revenue analytics by building dashboards, generating reports, and continuously optimizing forecasting models.
• Refine the sales playbook to document processes, strategies, and client segmentation, with clear targets and a measurable value proposition.
• Partner closely with department leaders to drive go-to-market strategies and collaborate cross-functionally with Marketing, Finance, and Product teams to achieve growth goals.
• Create and optimize go-to-market strategies, cohesive processes, systems, and data-driven insights that drive productivity and efficiency, including customer acquisition and expansion strategies.
• Strategize on revenue plans and goals by managing capacity, coverage, and strategic needs while partnering with Marketing and Sales to implement actionable strategies that drive pipeline growth, conversion, and ARR achievement.
• Design and manage sales compensation plans that align with company goals and policies to drive performance and ensure quarterly calculations are accurate.
• Monitor performance and implement actions to accelerate the conversion from leads to deals.
• Continuously evaluate and improve sales processes through quantitative analysis to drive efficiency and scalability.
• Focus on the durability of operational processes and conduct both quantitative and qualitative analyses to deepen the understanding of revenue and growth performance.
• Become an expert in Salesforce usage, overseeing pipeline data quality, and providing insights on key metrics such as pipeline build, size, and velocity. Drive accurate sales and renewals forecasting by promoting the adoption of forecasting tools and dashboards, ensuring seamless integration with company-wide planning processes.
• Continuously improve lead flow, implement proper lead scoring methodologies, enhance pipeline management, and improve forecasting through the CRM system.
• Develop and enhance tools and programs to support the growth of sales talent by leveraging quantitative data to identify skill gaps, measure performance, and tailor development initiatives for both individual contributors and sales leadership.
• Support executive deliverables such as Board Reviews, Executive QBRs, strategic planning, and more as needed.
• Identify revenue at risk and gaps, report on incremental organic revenue growth, and forecast the impact on revenue.
• Optimize the CRM, sales enablement, and marketing tech stack. Ensure the proper systems, tools, SOPs, documentation, and integrations are in place to enable success, including a long-term vision for CRM workflow improvements.
• Responsible for adherence to the Capital Rx Code of Conduct including reporting of noncompliance.

Required Qualifications:

• Bachelor's Degree Required in mathematics, statistics, actuarial science, computational mathematics, economics or finance).
• The ideal candidate is someone with energy, dedication, intellect, and drive who can bring new ideas, along with an analytical mind with 3+ years in sales operations.
• Experience in Pharmacy Benefit Management is a plus, or experience in the Healthcare & Technology Ecosystem, including partner consultant channel sales.
• Strong quantitative, analytical and problem-solving skills, using data insights to drive decision-making.
• Demonstrated experience in interpreting data analytics to derive insight and actions. Ability to translate business objectives into actionable and measurable strategies.
• Proven track record of leading change management, with excellent communication skills and the ability to simplify the complex. Must be able to effectively interface at all levels, preferably in an environment with long, complex sales.
• Proven success in developing and managing high-performing teams, with an emphasis on mentorship and effective delegation. Passion for leading people.
• Knowledge and hands-on experience with the sales and marketing tech stack, with the technical ability to administer and refine these tools to meet business needs. Experience with Salesforce is a plus. Experience with Hubspot, ZoomInfo, InsightSquared, LinkedIn Sales Navigator, and/or Spiff is a plus.
• Agile, driven and dedicated to delivering fast turnarounds and high-quality results under tight timelines, with a willingness to dig into the execution while driving strategy.
• Possess excellent verbal and written communication skills, with strong attention to detail in data gathering, analysis, and the accurate execution of tasks.
• Passionate leadership, interpersonal communication, teamwork, and project management skills.

This position description is designed to be flexible, allowing management the opportunity to assign or reassign duties and responsibilities as needed to best meet organizational goals.

Base Salary: $150,000 - $170,000

Visa Sponsorship: Capital Rx does not provide sponsorship to any candidates. This includes, but is not limited to those that require H1-B, TN, OPT, etc. Candidates must have authorization to work in the US at the time of application and throughout employment.

About Capital Rx

Capital Rx is a full-service pharmacy benefit manager (PBM) and pharmacy benefit administrator (PBA), advancing our nation's electronic healthcare infrastructure to improve drug price visibility and patient outcomes. As a Certified B Corp, Capital Rx is executing its mission through the deployment of JUDI, the company's cloud-native enterprise health platform, and a Single-Ledger Model, which increases visibility and reduces variability in drug prices. JUDI connects every aspect of the pharmacy ecosystem in one efficient, scalable platform, servicing millions of members for Medicare, Medicaid, and commercial plans. Together with its clients, Capital Rx is reimagining the administration of pharmacy benefits and rebuilding trust in healthcare.

Capital Rx values a diverse workplace and celebrates the diversity that each employee brings to the table. We are proud to provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, medical condition, genetic information, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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