Director, Revenue Operations

Director, Revenue Operations

Department: Strategy & Enablement

Employment Type: Full Time

Location: Remote

Reporting To: Aerste Howells

Compensation: $166,700 - $187,100 / year

Description

Healthcare today is nothing short of amazing. Yet all of it only works when people connect with it. And too often, they don’t. Healthcare can be impersonal. Confusing. All elbows. The record scratch at life’s party. We’re here to help connect healthcare with the people who need it. Which is everyone. How? By listening. Collaborating. And inspiring.  Icario is the leading health action company that deeply understands people, giving our clients the data and tools they need to reach further, overcome barriers, personalize outreach, and connect with people like they’re human. Using whole person data, behavioral science, and digital-first omnichannel pathways, we build long-term value for our customers by helping them put people first and deliver better outcomes faster. This is healthcare that knows us, meets us where we are, has a relationship with us, anticipates our needs, and smoothly and consistently connects us with the right care. This is healthcare that helps everyone live better. Ultimately, our mission is to help move people to do things that are good for them! We’re excited about the path ahead—are you ready to make the world a healthier place, one person at a time? 


Does the idea of driving the sales strategy of a fast-growing, market leading healthcare organization sound like your jam? Are you looking for an organization where your leadership and strategic thinking are not only needed, but valued? If so, our Director, Revenue Operations opportunity has your name written all over it!

This role will be responsible for managing the tools and infrastructure that drive and deliver exceptional sales results. As a seasoned professional, you will act as an advisor in counseling and directing the sales organization toward strategic goals and operational effectiveness.   You will be accountable for assigning sales goals, quotas and compensation plans for our sales team to help drive their success.

Your Impact

• Sales Operations - Drive excellence in the use of sales applications and processes centered around Salesforce, and ensuring quality in the opportunity management process.
• Sales Operations Strategy – Manage the controls around lead generation through contract execution with specified progression gates.  Train the sales and account management teams on the process and hold them accountable to compliance. 
• Renewal Operations Strategy—Partner with Account Management to create a repeatable renewal process that tracks key goals of the renewal cycle and tracks progress against the goals.
• Sales Compensation Planning - Develop, implement, and manage commission plans and special incentives that drive intended behavior.
• Budgeting, Forecasting, Pipeline Management, and Reporting - Manage & support booking, forecasting, and the pipeline management process. Incorporate historical data and utilize data to provide trends on the business.  Closely collaborate with the Finance organization on budgeting and forecasting.
• Commercial Approval and Risk Review Process - Ensures that deals are evaluated correctly to manage risk, ensure appropriate approvals are obtained, facilitate alignment with finance and legal departments.

 For positions offering fully remote flexibility, please keep in mind all Icario employees must live within the United States full time. All employee work conducted for Icario must be performed within the United States.

Why We Need You

• Partner with sales and account management leadership to identify opportunities to simplify the sales process through optimization and automation. Facilitate successful implementation and adoption of new processes within the sales organization. Foster an organization of continuous process improvement.
• Design, implement and manage sales forecasting processes that provide accurate prediction into future revenue performance. Ensure forecasting efforts are appropriately integrated with other planning processes within the company, such as Finance.
• Design sales incentive compensation programs that provide market-competitive pay, reinforce commercial organization strategy, and align with business and commercial organization objectives.
• Assign sales quotas and other growth objectives to ensure the company’s financial goals are allocated to all sales channels and resources.
• Ensure that all sales tools accurately represent sales information and are effectively utilized by sales personnel to process transactions and provide information about the status of the business.
• Provide financial information and resources for the development of business plans and analysis of sales department trends and activities.
• Drive alignment between Commercial and Operations by maintaining accurate pipeline data and enhancing system integrations to improve cross-functional collaboration. Produce and continuously refine effective CRM reporting that provides real-time line of site to progress against budgets and forecasts.
• Produce monthly board presentations for CCO which effectively communicates progress against budget and forecasts.
• Additional duties as assigned
• Embody Icario’s values

What We'll Love About You

At Icario, we’re not looking for the impossible, just the exceptional. If you meet a combination of the listed skills below, we encourage you to apply!

• 10+ years of experience with a proven track record of success in providing strategic guidance and operational oversight in Revenue Operations within a technology sales environment. Health care experience a plus.
• Proven experience integrating SaaS tools to streamline and automate the sales process, integrating data science and analytics into every function within Sales to ensure greater predictability and productivity.
• Experience building models for Annual Budget: Bookings, Capacity, Quota, Compensation, Pipeline, Forecast, etc.
• Financial background and/or experience in a subscription type environment.
• A proven ability to develop tactical initiatives that improve sales productivity and performance.
• Background of setting and tracking performance metrics and improvement programs.
• Strong communication skills and ability to establish credibility and trust with all cross functional departments.
• Understanding of both business and people, including their drivers and success factors.
• Excellent knowledge of software pricing and licensing best practices.
• Understanding of sales methodologies and bookings process.
• Highly self-sufficient and able to operate independently with minimum supervision.
• Expert level understanding of Salesforce and experience in managing its connection with other software technologies like CPQ tools and financial reporting systems.  DealHub experience a strong plus.

What You'll Love About Us

• 4+ weeks PTO, Summer PTO, and unlimited Health & Wellness PTO
• Competitive benefits package including: medical, dental, vision, disability, FSA, HSA, pet insurance, and more
• Generous 401k program with company match
• Company paid parental leave
• Work-life harmony
• $1,000 employee referral bonus program
• Fully remote & hybrid working models with office locations in Minneapolis, MN & Birmingham, AL
• The list goes on, apply to learn more!

JOIN US Want to learn more about us? Visit us at icariohealth.com.
Icario is committed to fostering a welcoming, accessible, respectful, and inclusive environment that ensures equal access and participation for people with disabilities. Please let us know if you require any accommodations by including this in the Personal Summary section of your application.
Icario is an Equal Employment Opportunity/Affirmative Employer. Women, minorities, veterans, and individuals with disabilities as well as all other qualified individuals are encouraged to apply. We strive to empower an inclusive workplace culture that maximizes every employee’s contribution, widens the leadership pipeline, and ultimately increases the quality of our ideas, products, and our collective mindset. The intersection of opinions and experiences is made stronger by the power of diverse voices, ideas, and perspectives. By championing diversity and inclusion in our workforce and workplace culture, we’re helping ensure we can meet the challenges of the future. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law. As this role has exposure to confidential information, a background check will be conducted upon acceptance of this role. Apply