VP, Commercial Operations

Waystar; United States; Remote; USD 260,000 - 400,000; Full time

Benefits offered by this job

Competitive total rewards

Customizable benefits package

Generous paid time off

Paid parental leave

Education assistance

Mental health programs

401(K) program with company match

Pet insurance

Employee resource groups

Job summary

Waystar is seeking a strategic VP of Commercial (Revenue) Operations to partner with the CCO and lead the Revenue Operations function. You will oversee forecasting, analytics, compensation design, and go-to-market performance, and drive adoption of AI-enabled tools to accelerate revenue growth across the customer lifecycle.

You will design metrics, run annual planning, and own enterprise-wide reporting standards, dashboards, and scorecards for pipeline health, sales productivity, forecast

Qualifications

• Bachelor’s degree in Business, Finance, Economics, Analytics, Operations, or related field.
• 12+ years of progressive leadership experience in Revenue Operations, Sales Operations, Commercial Operations, Finance, Strategy, or Consulting.
• 5+ years leading directors and managers in a high-growth environment.
• Demonstrated success partnering directly with executive leadership teams.
• Experience with revenue forecasting, sales analytics, territory and quota planning, and revenue tech platforms.

Responsibilities

• Partner with the CCO and executive leadership to develop and execute commercial growth strategies.
• Lead annual planning processes including bookings targets, territory design, quota setting, and capacity planning.
• Design and maintain operating rhythms across Sales, Marketing, CS, Finance, Product, and Leadership.
• Own company-wide bookings and revenue forecasting processes; establish methodologies and dashboards.
• Develop a multi-year Revenue Operations technology roadmap and drive system integrations.
• Create executive-level scorecards and dashboards for pipeline, sales productivity, forecast accuracy, and revenue growth.
• Build and lead a high-performing Revenue Operations organization; recruit and mentor leaders.
• Provide data-driven insights to inform investment decisions and growth strategies.

Skills

Revenue forecasting

Sales analytics

Territory planning

Quota planning

Go-to-market operations

Revenue technology platforms

Compensation design

Executive communication

Financial analysis

Education

Bachelor’s degree in Business, Finance, Economics, Analytics, Operations, or related field

Tools

Salesforce

CPQ platforms

Tableau

Power BI

RevOps technologies

Job description

ABOUT THIS POSITION

The Vice President of Commercial (Revenue) Operations serves as a strategic business partner to the Chief Commercial Officer and executive leadership team. This leader is responsible for building the systems, processes, analytics, forecasting models, and operating cadences that enable predictable, scalable revenue growth across the customer lifecycle.

The role oversees all aspects of Revenue Operations, including sales operations, forecasting, pipeline management, territory and capacity planning, commercial analytics, compensation administration, go-to-market performance, commercial technology, and quote-to-cash optimization.

The successful candidate combines strategic thinking with operational excellence, brings deep expertise in scaling revenue organizations, and possesses a proven track record of creating data-driven insights that accelerate growth, improve productivity, and enhance commercial effectiveness.

WHAT YOU’LL DO

Revenue Strategy & Business Planning

• Partner with the CCO and executive leadership team to develop and execute commercial growth strategies.
• Lead annual planning processes, including bookings targets, territory design, quota setting, capacity planning, and resource allocation.
• Design and maintain operating rhythms that ensure alignment across Sales, Marketing, Customer Success, Finance, Product, and Executive Leadership.
• Translate strategic growth objectives into measurable operational plans and execution frameworks.

Revenue Forecasting & Performance Management

• Own company-wide bookings and revenue forecasting processes.
• Establish forecast methodologies, inspection routines, reporting standards, and executive dashboards.
• Monitor business performance against targets and proactively identify risks and opportunities.
• Deliver actionable insights and recommendations to senior leadership.

Revenue Technology & Systems

• Own the commercial technology ecosystem, including CRM, CPQ, forecasting, enablement, and analytics platforms.
• Develop a multi-year Revenue Operations technology roadmap.
• Partner with Product, Engineering, Finance, and IT to ensure seamless system integrations and data governance.
• Drive adoption of AI-enabled tools and reporting solutions that improve decision-making and operational efficiency.

Commercial Analytics & Insights

• Establish enterprise-wide standards for commercial reporting and measurement.
• Develop executive-level scorecards and dashboards for pipeline health.
• Develop executive-level scorecards and dashboards for sales productivity.
• Develop executive-level scorecards and dashboards for forecast accuracy.
• Develop executive-level scorecards and dashboards for customer acquisition.
• Develop executive-level scorecards and dashboards for retention performance.
• Develop executive-level scorecards and dashboards for revenue growth.
• Create actionable insights that influence investment decisions and growth strategies.

Team Leadership

• Build, lead, and develop a high-performing Revenue Operations organization.
• Recruit, coach, and mentor leaders responsible for: Revenue Operations, Sales Operations, Analytics, Commercial Systems, Forecasting, Deal Desk, Compensation Administration.
• Foster a culture of accountability, innovation, collaboration, and continuous improvement.

WHAT YOU’LL NEED

• Bachelor’s degree in Business, Finance, Economics, Analytics, Operations, or related field.
• 12+ years of progressive leadership experience in Revenue Operations, Sales Operations, Commercial Operations, Finance, Strategy, or Consulting.
• 5+ years leading directors and managers in a high-growth environment.
• Demonstrated success partnering directly with executive leadership teams.
• Revenue forecasting
• Sales analytics
• Territory and quota planning
• Revenue technology platforms
• Compensation design
• Go-to-market operations
• Exceptional executive communication and presentation skills.
• Strong analytical, financial, and strategic problem-solving capabilities.

Preferred

• MBA or advanced business degree.
• Experience leading Revenue Operations in a SaaS, Healthcare Technology, FinTech, or B2B technology company.
• Expertise with Salesforce, CPQ platforms, Tableau/Power BI, and modern RevOps technologies.
• Experience supporting private equity-backed or publicly traded organizations.

ABOUT WAYSTAR

Through a smart platform and better experience, Waystar helps providers simplify healthcare payments and yield powerful results throughout the complete revenue cycle.

Waystar’s healthcare payments platform combines innovative, cloud-based technology, robust data, and unparalleled client support to streamline workflows and improve financials so providers can focus on what matters most: their patients and communities. Waystar is trusted by 1M+ providers, 1K+ hospitals and health systems, and is connected to over 5K commercial and Medicaid/Medicare payers. We are deeply committed to living out our organizational values: honesty; kindness; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful,optimistic & fun.

Waystar products have won multiple Best in KLAS® or Category Leader awards since 2010 and earned multiple #1 rankings from Black Book™ surveys since 2012. The Waystar platform supports more than 500,000 providers, 1,000 health systems and hospitals, and 5,000 payers and health plans. For more information, visit waystar.com or follow @Waystar on Twitter.

WAYSTAR PERKS

• Competitive total rewards (base salary + bonus, if applicable)
• Customizable benefits package (3 medical plans with Health Saving Account company match)
• We offer generous paid time off for our non-exempt team members, starting with 3 weeks +13 paid holidays, including 2 personal floating holidays. We also offer flexible time off for our exempt team members + 13 paid holidays
• Paid parental leave (including maternity + paternity leave)
• Education assistance opportunities and free LinkedIn Learning access
• Free mental health and family planning programs, including adoption assistance and fertility support
• 401(K) program with company match
• Pet insurance
• Employee resource groups

Waystar is proud to be an equal opportunity workplace. We celebrate, value, and support diversity and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, marital status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.