Senior Director, Revenue Operations

Job description

***This position is Remote***

Job Summary

As Senior Director of Revenue Operations, you’ll strategically align our revenue-driving teams to increase pipeline generation, accelerate deal velocity, and directly drive revenue growth. You’ll design and optimize streamlined processes around the sales funnel, compensation design and quote-to-cash. You’ll have a big impact on enhancing sales productivity through optimal CRM utilization, actionable insights, and continuous improvement of lead management processes and manage the overall revenue team budget. This leader is also responsible for driving the creation and execution of our annual operating plan, working closely with sales, marketing, general managers, product and finance to design the plan to achieve our annual objectives. The role provides functional expertise and leadership in operations and a cross-functional playbook to maximize investment to achieve revenue growth. The role is responsible for managing key tools across sales and ensuring we bring new technology and AI to strengthen our execution in the market. Finally, this leader must be a strong people leader and change agent – driving the team to succeed and grow.

What you will do

• Act as a change agent while also driving stability and results in the organization
• Balance forward-looking technology and operational strategy, with a data-driven focus on outcomes and results
• Lead our Front-Line Effectiveness, Territory & Quota and Compensation functions in service of our Sales, Account Management and Customer Success teams
• Identify opportunities for operational enhancements, and galvanizing teams to achieve goals
• Lead  adoption of AI and other tools and technologies in driving efficiency and effectiveness in our go-to-market operations
• Develop and embed a deep focus on continuous improvement, led by data-driven insights
• Deliver year-on-year and quarter-on-quarter improvements - deliver results tied to OKRs
• Lead a high-performing Revenue Operations team, providing strategic direction, coaching and mentorship while fostering a culture of continuous improvement and innovation
• Create solutions, streamline processes through technology and partnerships with people across sales, finance, marketing, IT, support and operations.
• Analyze performance metrics and data to drive business decisions from pipeline to sales execution.
• Identify, highlight and report against best-in-class performance to build overall sales effectiveness.
• Ensure that sales technologies and sales tool systems support the go-to-market abilities and needs of the business.
• Design and help drive revenue & bookings plans, capture/forecasting/analysis

Travel/Physical Demands

• Travel typically less than 10%. Office environment. No special physical demands required

Qualifications

Must have:

• Typically, 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 7 or more years of management experience
• Typically, a bachelor’s degree or global equivalent in related discipline
• Extensive professional and leadership experience with deep knowledge of industry standards, company policies, and operational procedures
• Proven ability to lead, manage, and develop high-performing virtual teams
• Expertise across a range of technical and business disciplines
• Strategic planning capabilities with a focus on long-term business growth
• Experience in sales operations, including forecasting, pipeline management, commission model design, and process optimization
• Proficient in data modeling with advanced Excel skills and working knowledge of SQL/databases
• In-depth knowledge of CRM platforms, especially Salesforce, across sales and marketing functions
• Familiarity with best practices in phone-based sales systems, reporting structures, and operational efficiencies
• Confident in delivering presentations and insights and communicating effectively to executive-level and key stakeholders
• Outstanding management and leadership skills and ability to attract, retain, motivate, develop, mentor and coach team members for high performance
• Outstanding verbal and written communication skills and ability to resolve disputes effectively
• Outstanding presentation and public speaking skills
• Expert independent decision making, analysis and problem-solving skills
• Ability to analyze and interpret financial data and market trends to inform strategic decisions and drive business profitability
• Proven ability to plan, lead, and successfully execute complex projects, including defining scope, allocating resources, developing detailed timelines and budgets, and assigning responsibilities across cross-functional teams
• Demonstrated leadership in guiding teams to meet organizational goals and resolve complex business challenges through innovative and results-driven approaches
• Expert planning and organizational skills and techniques
• Excellent negotiating skills and ability to effectively manage internal and external relationships
• Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics

Nice to have:

• Master’s degree or global equivalent

COMPENSATION:

The posted range for this position is $150,000.00 - $210,000.00 which is the expected starting base salary range for an employee who is new to the role to fully proficiently in the role. Many factors go into determining employee pay within the posted range including prior experience, current skills, location/labor market, internal equity, etc. This position is eligible for a target bonus not reflected in the posted range.

What you get as a Henry Schein One Employee

• A great place to work with fantastic people.
• A career in the healthcare technology industry, with the ability to grow and realize your full potential.
• Competitive compensation.
• Excellent benefits package! Medical, Dental and Vision Coverage, 401K Plan with Company Match, Paid Time Off (PTO), Sick Leave (if applicable), Paid Parental Leave, Short Term Disability, Income Protection, Work Life Assistance Program, Health Savings and Flexible Spending Accounts, Education Benefits, Worldwide Scholarship Program, Volunteer Opportunities, and more.

About Henry Schein One

Henry Schein One is the global leader in dental management, analytics, communication, and marketing software. Our company’s products and services work together as one simple solution to provide users with a seamless and integrated experience.

Our company thrives because of our people. We believe in supportive, diverse, and inclusive workforce, inclusive environments, professional development opportunities, and competitive compensation packages. We value innovation, teamwork, and encourage work-life balance.

One of many reasons why Henry Schein One (HS1) leads the industry is because of our products, services and most importantly our people. In 2022 HS1 was awarded one of the top places to work for in Utah.  To learn more, click here: 2022 Best Companies To Work For | Henry Schein One

Henry Schein, Inc. and Henry Schein One, LLC are Equal Employment Opportunity Employers and do not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.

Unfortunately, Henry Schein One is not currently hiring individuals residing in Alaska, Delaware, Hawaii, Iowa, Louisiana, Maryland, Nebraska, North Dakota, Rhode Island, South Dakota, Vermont, West Virginia, Washington DC, or Puerto Rico and other US Territories.