Director, Revenue Operations

Welldoc; United States; On-site; USD 140,000 - 180,000; Full time

Job summary

Welldoc in the United States seeks a Director of Revenue Operations to drive commercial growth by overseeing the Inside Sales team and the Revenue Operations stack. You will optimize and align the sales, marketing, client success, and finance processes to improve forecast accuracy and pipeline health.

You will lead strategic initiatives around RFPs, security questionnaires, and data-driven reporting, while building capacity models, dashboards, and executive-ready insights for board visibility.

Qualifications

• 8+ years in Revenue/Sales Operations or blended leadership in Health Tech or Digital Health.
• Deep expertise in a modern sales stack and translating data into actionable strategy.
• Experience coaching SDRs/Inside Sales with metric-driven growth.
• Ability to manage complex RFPs and security requirements.

Responsibilities

• Lead and mentor the SDR team with KPI-driven performance.
• Manage external partnerships and vendor relationships to boost lead generation.
• Own the commercial tooling stack and ensure data integrity and reporting accuracy.
• Architect forecasting cadence with Finance and Implementation teams.

Skills

Leadership

Sales Operations

Coaching

Process optimization

Executive communication

Education

Bachelor's degree in Business/Marketing/Related

Tools

Salesforce

ZoomInfo

Salesloft

LinkedIn Sales Navigator

Benefitflow

Job description

Welldoc is driven by a powerful mission: empowering better health across conditions through AI-powered, personalized health tech, with a vision to be the leading clinically trusted AI tech partner across the healthcare industry. We're a team passionate about leveraging cutting-edge science to improve lives, united by core values of collaborative innovation, accountability to excellence, customer focus, efficiency, and unwavering integrity, quality, and safety.

Welldoc is driven by a powerful mission: empowering better health across conditions through AI-powered, personalized health tech, with a vision to be the leading clinically trusted AI tech partner across the healthcare industry. We're a team passionate about leveraging cutting-edge science to improve lives, united by core values of collaborative innovation, accountability to excellence, customer focus, efficiency, and unwavering integrity, quality, and safety.

At Welldoc, you'll thrive in a collaborative and innovative environment where your contributions directly impact our mission. Recognized as a Great Place to Work for the past five years and named to Modern Healthcare’s Best Places to Work 2026, as well as being an industry thought leader featured at SXSW and in the Wall Street Journal and Economist, we invite you to make a real difference in healthcare with us.

Job Purpose

As the Director of Revenue Operations, you will serve as a critical engine for Welldoc’s commercial growth. You will be responsible for overseeing the Inside Sales (SDR) team and the Revenue Operations stack while optimizing and aligning the commercial system that drives growth across the organization.

Responsibilities

Strategy & Planning

• Partner with executive leadership (e.g. Chief Growth Officer) to build annual revenue plans, capacity models, headcount allocations, and sales territory designs that can scale.
• Own end-to-end forecasting accuracy, monitor conversion rates, and track pipeline health.
• Serve as the strategic operational nexus across Sales, Marketing, Client Success, and Finance, aligning cross-departmental handoffs across the full customer journey.
• Act as a trusted strategic advisor to leadership as it relates to revenue trends, operational efficiency, and business performance.
• Oversee the strategy and execution for RFPs and security questionnaires, ensuring Welldoc is positioned as the premier solution.
• Continuously improve proposal workflows to reduce sales cycle time and increase overall win rates.
• Build sales capacity models that support headcount expansion and track new hire productivity and performance against expectations.
• Develop a shared understanding of target accounts, opportunities, customer requirements, implementation status, renewals, and expansion opportunities.
• Lead special projects designed to improve revenue growth, scalability, and operating efficiency.

Inside Sales & Revenue Operations

• Lead and mentor the SDR team, establishing clear KPIs and performance metrics to ensure a consistent flow of qualified opportunities.
• Facilitate and manage external partnerships and vendor relationships aimed at diversifying and increasing lead generation. Own the commercial "tooling stack" (Salesforce, ZoomInfo, Salesloft, LinkedIn Sales Navigator, and Benefitflow), ensuring data integrity and reporting accuracy.
• Evaluate and implement technology enhancements that improve productivity and reporting capabilities.
• Ensure system integrations are effectively implemented across revenue-generating teams.
• Standardize and document revenue-related processes, procedures, and best practices.
• Architect the commercial forecasting cadence in lockstep with Finance and Implementation teams to ensure business predictability and board-level visibility.
• Refine the "bottom of the funnel" reporting and outreach strategies (messaging, scripts, and segmentation) for key campaigns.
• Develop executive dashboards and reporting to provide actionable business insights.
• Develop reporting around Key Metrics such as (ARR, Pipeline Coverage, Renewal/Retention, Win-Rate, ACV, Sales Velocity, Forecast Accuracy, etc.).
• Analyze trends and proactively identity opportunities for process improvement and revenue optimization.

Required Skills & Experience

• Proven Leadership: 8+ years of experience in Revenue Operations, Sales Operations, or a blended leadership role within Health Tech or Digital Health.
• Systems Architect: Deep expertise in the modern sales stack (Salesforce mastery required) and the ability to translate raw data into actionable sales strategy.
• Coaching Mindset: Experience managing or mentoring SDRs/Inside Sales teams with a focus on "lead by example" performance and metric-driven growth.
• Process-Driven: Exceptional organizational skills with the ability to manage complex RFP processes and security requirements without losing momentum.
• Communication: Masterful presentation and negotiation skills; ability to simplify complex technical or clinical value propositions for executive audiences.
• Adaptability & Maturity: The ability to pivot between high-level strategy and granular operational tasks in a fast-paced, high-growth environment.

Welldoc operates in ISO 13485 and MDSAP regulated and HITRUST and SOC 2 Type II compliant environments. Therefore, it is expected that all employees will have either, prior experience working in those environments or, will be trained to understand the requirements needed to work and support those requirements and culture as they relate to individual roles and responsibilities.

Education

• Bachelors degree in business, marketing, or related field.

Compensation & Benefits

Welldoc offers a competitive compensation package which, in addition to salary, includes generous PTO, medical insurance, dental insurance, vision care, life and disability insurance, retirement benefits. and the opportunity to participate in health savings accounts and/or dependent care accounts. While the anticipated salary range for this position is between $140,000 - $180,000/year with the expectation that most candidates will fall around the midpoint of the range. Exceptional candidates may exceed the range if education and experience warrant.

Upon receipt of a conditional offer of employment, you may be required to complete and clear a multi-panel drug screening process. This screening is in connection with requirements set by certain of the Company’s customers, with which you may be working in this role, and will at all times be administered all applicable laws.

Welldoc is an equal opportunity employer and prohibit discrimination and harassment of any kind. We offer an inclusive workplace and will not tolerate discrimination against any job candidate or employee due to age, race, religion, color, ethnicity, national origin, gender, gender identity/expression, sexual orientation, membership in an employee organization, medical condition, family history, genetic information, veteran status, marital status or parental status.