Senior Director, Revenue Operations

We are seeking a highly analytical and strategic thinker to lead our revenue operations team as the Senior Director of Revenue Operations. This role requires a hands-on leader who is actively involved in building reports and analytics that drive revenue growth. This position will focus on empowering our commercial organization strategy with data-driven insights to drive revenue growth and enhance decision-making. Reporting to the Chief Commercial Officer, the Senior Director of Revenue Operations is responsible for developing impactful analytics, uncovering trends, and recommending strategies to achieve Capital Rx's business objectives.

Position Responsibilities:

• Develop and maintain comprehensive revenue analytics by building dashboards, generating reports, and continuously optimizing forecasting models.
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  Lead the development of comprehensive revenue analytics, focusing on key performance indicators (KPIs) to track progress against company goals and identify revenue growth opportunities.

  
  
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  Partner closely with department leaders to drive go-to-market strategies, and collaborate cross-functionally with Marketing, Finance, and Product Practices to achieve growth goals.

  
  
• Own and refine the sales playbook to document processes, strategies, and client segmentation, with clear targets and a measurable value proposition.

• Be an expert in the use of Salesforce, overseeing pipeline data quality and providing insights on key metrics like 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.

• Focus on the durability of operational processes and conduct quantitative and qualitative analyses to deepen our understanding of revenue and growth performance. Monitor performance and drive actions that accelerate the conversion from lead to a deal.

• Create and optimize go-to-market strategies, cohesive processes, systems, and data-driven insights that drive productivity and efficiency, including customer acquisition expansion strategies.

• Oversee 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.

• Develop and enhance tools and programs that 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.

• Continuously improve lead flow, proper lead scoring methodologies, enhanced pipeline management, and better forecasting, through the CRM.

• 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 impact on revenue.

• Design and manage sales compensation plans that align with company goals and policies and drive performance to ensure quarterly calculations are accurate.

• Own 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 of CRM workflow improvements.

• Responsible for adherence to the Capital Rx Code of Conduct including reporting of noncompliance.

Required Qualifications:

• The ideal candidate is someone with energy, dedication, intellect, and drive who can bring new ideas, along with an analytical mind, and has 8+ years of experience leading Sales Operations, Sales and Pricing Strategy, and Sales Enablement. Experience in Pharmacy Benefit Management is preferred, or experience in the healthcare ecosystem, including partner consultant channel sales.

• Bachelor's Degree Required (e.g., Business, Economics, Finance, Management, Marketing, Engineering).

• Strong 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.

• Strong work ethic and customer service mentality.

• Excellent interpersonal and communication skills, with the ability to tell stories through data to advise and influence decisions in partnership with the go-to-market leadership team.

• 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 required. Experience with Pardot, 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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