Senior Director, Revenue Operations

The Senior Director, Revenue Operations will be responsible for optimizing the Commercial organization strategy inclusive of overall productivity and effectiveness through the development and management of critical business processes, systems, and teams. Reporting to the Chief Commercial Officer, the Senior Director of Revenue Operations leads the Revenue Operations team and is responsible for four primary functions within the commercial organization inclusive of vision, operations, enablement, insights and tools.

Operations – Overseeing Salesforce operations related to the Commercial Team including sales planning and compensation.

Enablement – training and coaching Commercial Team members on Salesforce utilization and other tools in our tech stack.

Insights – providing operational metrics that support business operations and decisions.

Tools - Evaluation, procurement, integration, and vision of the tech stack.

Position Responsibilities:

• This leader will work with all Go-to-Customer teams, including Sales, Account Management, Marketing, Finance, and others. Reporting to the Chief Commercial Officer, the Senior Director, Revenue Operations will drive and influence Go-to-Customer strategy and effectiveness, including all processes, technology, metrics, reporting, and data management.

• Partner closely with Revenue Leaders to drive go-to-market strategies, and collaborate cross-functionally with Marketing, Finance, and Product Practices to achieve our growth goals.

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

• Partner and collaborate across functions to develop an analytics strategy and roadmap to achieve our customer acquisition and expansion strategy.

• Oversee Revenue planning and goaling, including capacity planning, coverage, and rules of engagement within the selling organization.

• Identify and assess critical strategic needs, and partner to translate them into actionable improvements to achieve ARR goals.

• Partner with Marketing & Sales to develop strategies to drive pipeline and conversion.

• Focus on 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 conversion from lead to deal.

• Set overall vision and foster a culture of innovation in RevOps practices, tooling, and methodologies that help our revenue teams succeed in accelerating growth trajectory in both new revenue and retained revenue - covering the end-to-end customer experience.

• Guide and develop an impact-driven, innovative revenue operations team that embraces data-driven decision-making.

• Be an expert in the use of Salesforce. Specifically, the Senior Director will oversee pipeline data quality and provide insight around metrics such as pipeline build, size, and velocity. Assure accurate and predictable sales & renewals forecast through driving adoption of forecasting tools and dashboards within the sales organization and appropriately integrated with other planning processes within the company. This will include forecasting accuracy, pipeline rigor, and quality.

• Refine and own the sales playbook outlining our sales processes and methodology, best practices, operating cadence, and coverage model. To include clear strategy by market segment, client segmentation, client targets by service offering, input on quantifiable and defendable value proposition.

• Partner closely with sales leadership to guide and lead programs that elevate the development of our salespeople and sales leadership talent.

• Create the infrastructure, systems, and processes to enable cleaner lead flow, proper lead scoring methodologies, enhanced pipeline management, and better forecasting, through the CRM.

• Foster collaboration and alignment between the sales and marketing teams to maximize lead generation and conversion.

• Support executive deliverables such as Board Reviews, Executive QBRs, strategic planning, and more as needed.

• Deliver a clear understanding of our customer footprint, white space, and purchase intent.

• Inform retention strategies, identify revenue at risk, report on incremental organic revenue growth, and forecast impact to revenue.

• Run the sales compensation plan design process ensuring that comp plans are aligned with compensation philosophy and organization goals.

• Establish and update current sales compensation programs, policies, and procedures to drive and incentivize the right behaviors.

• Recommend appropriate and clear sales incentive compensation models and ensure quarterly calculations are accurate and reflective of the agreed methodology.

• Own the CRM, sales enablement, and marketing tech stack. Ensure the proper systems, tools, SOPS, documentation, and integrations are in place to enable success.

• Prioritize CRM enhancements and set the 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).

• 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.

• Cares deeply about culture and values and can be a steward for transparency, collaboration, diversity and inclusiveness, impact, and innovation.

• Resilient and resourceful individual who enjoys leading teams to solve complex problems. A quick learner who is naturally curious and thrives in the face of the unexpected, ambiguity, and change.

• Demonstrated experience in interpreting data analytics to derive insight and actions. Ability to translate business objectives into actionable and measurable strategies.

• Strong work ethic and customer service mentality.

• Proven capacity to partner effectively with internal teams to design and implement streamlined workflows.

• Strong analytical and problem-solving skills, using data insights to drive decision-making.

• 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. Ability to form solid cross-functional relationships and influence others to drive toward a common goal.

• 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.

• Excellent verbal and written communication skills.

• Attention to detail—accurate data gathering, insightful analysis, and the ability to manage logistics and tactical details with flawless execution.

• Excellent leadership, interpersonal communication, teamwork, and project management skills.

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.

Nothing in this position description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

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.

Salary : $150,000 - $170,000