WebPT · 6 hours ago
Director of Revenue Operations
United States
Full-time
Remote
Director/Executive
$120K/yr - $150K/yr
8+ years expWebPT is seeking a dynamic and results-oriented Director of Revenue Operations to lead and optimize our revenue-generating processes across the customer lifecycle. This role is responsible for driving alignment, efficiency, and data-informed decision-making across Sales, Marketing, Customer Success, and Finance teams.
Electronic Health Record (EHR)Health CareSoftwareTherapeutics
Responsibilities
Lead the Revenue Operations team in designing and executing strategies to align Marketing, Sales, and Customer Success with the company’s overall revenue goals
Develop and execute a RevOps roadmap that maximizes customer acquisition, expansion, and retention
Foster a culture of continuous improvement, transparency, and collaboration across all revenue-driving departments
Design, implement, and manage sales commission plans and incentive structures to drive desired behaviors and align with financial objectives
Lead the annual sales quota setting process, partnering with Sales Leadership and Finance to ensure targets are equitable, motivating, and aligned with company budgets and growth goals
Develop and maintain optimized sales territories and account assignments to ensure equitable coverage, maximum market penetration, and minimal conflict
Oversee the ongoing administration of sales compensation and incentive programs
Own and manage the Sales Analytics function, providing actionable insights into sales pipeline health, forecasting accuracy, and sales rep performance
Develop and own reporting on market whitespace, total addressable market (TAM), and account potential to help Sales Leadership identify untapped revenue opportunities
Monitor and analyze marketing campaign performance, lead quality, and funnel conversion rates to optimize marketing spend and ROI
Build and manage a robust analytics framework for tracking revenue metrics, customer health, pipeline efficiency, churn, and retention
Provide data-driven insights to forecast revenue, identify growth opportunities, and assess the performance of go-to-market initiatives
Own revenue-related reporting dashboards, ensuring stakeholders have visibility into key performance metrics and trends
Oversee the Deal Desk function, ensuring efficient and compliant structuring of complex deals, pricing approvals, and discounting practices
Streamline and manage contracting processes in partnership with Legal and Finance, ensuring all revenue agreements are executed accurately and efficiently
Collaborate with Product and Finance to align pricing, packaging, and new product launches with revenue growth targets
Partner with Finance to manage and track the go-to-market operating budget, including sales and marketing expenditures, ensuring strategic allocation of resources
Lead the planning process for comprehensive revenue forecasting, setting quarterly targets and KPIs in collaboration with finance and sales leaders
Standardize and streamline end-to-end processes across sales, marketing, and customer success to ensure a consistent and scalable customer experience
Own the strategic roadmap, adoption, and governance of the revenue technology stack, including CRM (SFDC), Conversation Intelligence (Gong), Customer Success Management (Gainsight), Marketing Automation Platforms (HubSpot), and other critical tools
Develop and execute comprehensive training programs, documentation, and change management processes to ensure high user proficiency and adoption of all revenue tools across Sales, Marketing, and Customer Success teams (e.g., Gong, SFDC, HubSpot, Gainsight)
Drive optimization of the lead-to-opportunity process, lead scoring, and database management to ensure data cleanliness and efficient handoffs between Marketing and Sales
Identify and implement process improvements in pipeline management, forecasting, and account management
Build, lead, and mentor a high-performing Revenue Operations team
Set clear goals and performance metrics for the RevOps team, ensuring they align with broader company objectives
Qualification
Required
Bachelor's degree in Business, Finance, Analytics, or related field; MBA or other relevant advanced degree preferred
8+ years of experience in revenue operations, sales operations, or similar roles in a B2B SaaS environment, with experience managing territory planning and whitespace analysis
Demonstrated experience leading cross-functional teams and aligning them toward common revenue goals
Strong analytical and strategic thinking skills; ability to translate data insights into business impact
Deep understanding of CRM systems and revenue tech stack integration, including marketing automation platforms, Customer Success Management platforms, with proven experience in driving tool adoption and user training for sales and marketing tools
Proven track record of scaling revenue operations functions to support rapid growth
Exceptional communication and presentation skills; ability to influence at all levels
Ability to adapt and thrive in a fast-paced, high-growth environment
Benefits
Ample Time Off for fun and rest
Work from nearly anywhere in the US
Time Off to make an impact through volunteering
Multiple Employee Resource Groups (ERGs)
Health, Dental, Vision, 401k, HSA, any many other benefits
Authenticity and Acceptance
Company
WebPT
WebPT is a web-based physical therapy EMR providing integrated documentation, scheduling, billing solutions and more for therapists.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$44.05MKey Investors
Battery VenturesBrookstone Venture Capital
2019-08-27Acquired
2015-05-15Debt Financing· $0.05M
2014-06-25Series Unknown· $43M
Leadership Team
Andrea Facini
Chief Executive Officer
Heidi Jannenga
Co-Founder and Chief Clinical Officer
Recent News
2026-01-15
2025-11-08
Company data provided by crunchbase