Revenue Operations Lead

The Role

The Revenue Operations Lead owns the systems and reporting infrastructure that powers our Go-To-Market organization. This is a senior individual contributor role sitting at the intersection of systems architecture, analytics, and program leadership.  Accountable not just for keeping GTM tooling running, but for deciding how it should work.

As the GTM organization scales, this role sets the technical and operational direction for our Sales, CS, and GTM tech stack. Define system standards, prioritizing the RevOps roadmap against business impact, and leading the automation and process work that removes friction from the revenue engine. You will be the person GTM leadership turns to when they need to understand what the data says, what the systems can support, and what it will take to change either one.

Success in this role is measured in business outcomes. Improved retention, faster cycle times, higher data integrity, and operational capacity created for the teams you support.

What You'll Do:

You will own the design, reliability, and evolution of the systems and reporting that GTM runs on. You'll set priorities, lead cross-functional programs end to end, and raise the operational bar for the function.

You will:

Own the RevOps systems roadmap. Define priorities, make build/buy/defer tradeoffs, and align stakeholders on sequencing

Lead complex, cross-functional programs (system migrations, integrations, automation initiatives) from scoping through adoption and measurement

Build and maintain the dashboards, reporting, and analytics that measure customer satisfaction, account health, tool adoption, and utilization across the revenue organization

Develop account-level reporting that shows how tools and workflows are actually being used, where adoption is strong or weak, and what actions would improve effectiveness

Package complex usage and performance data into decision-ready insights, and translate that analysis into practical recommendations, enablement, and operating guidance for Sales, CS, and GTM leadership

Serve as the technical owner of core GTM tooling, including Gainsight, designing scalable architecture, data models, and workflows rather than administering someone else's design

Define and enforce data quality standards, and own the reporting layer GTM leadership uses to make decisions

Create presentation-ready narratives that explain queries, reports, dashboards, and recommended actions to both technical and non-technical audiences

Partner with Sales, CS, Finance, and Product leadership as a business advisor. Translating ambiguous business problems into system and process solutions

Establish operational standards for issue intake, triage, and system reliability, and reduce recurring failure modes at the root rather than case by case

Mentor junior team members and cross-functional partners, raising system fluency across the organization

Identify opportunities leadership hasn't yet surfaced, build the case for them, and drive them to resolution

Who You Are / Requirements:

You are a systems thinker who is comfortable owning outcomes in ambiguous territory. You can move fluidly between architecting a solution, digging into the data behind it, and getting a room of stakeholders aligned on why it matters. You have strong opinions about how revenue systems should work — and the judgment to know when to hold them and when to adapt.

Gainsight Certification - Level 2 (required baseline)

Data model: Matrix Data Architecture, MDA objects, Data Designer, Rules Engine

Health scorecards, playbooks, CTAs, and Success Plans — designed and configured from scratch

Journey Orchestrator programs, surveys, and email templates

Reports and dashboards built for CS leadership and exec consumption

Salesforce ↔ Gainsight integration and data sync management

5+ years in revenue operations, sales operations, business systems, or a closely related function, including meaningful ownership of GTM systems.

Deep hands-on Salesforce expertise (Certified Salesforce admin not required but preferred): strong working knowledge of Salesforce data, building dashboards, reports, workflows, analyses, and operational insights

Adjacent GTM tooling: CS platforms, CPQ, engagement, BI

Builder, not just maintainer: you've designed and implemented these systems, not inherited and kept them running

Strong analytical judgment: you can define the right metric, build the analysis, and defend the conclusion to a skeptical audience

A demonstrated ability to move between deep analytics and high-trust, hands-on partnership with Sales stakeholders in a consultative capacity

Experience translating complex data, queries, and system behavior into concise business recommendations and executive-ready presentations

A track record of leading cross-functional programs to completion without formal authority

The ability to set priorities under ambiguity and say no to good work in service of better work

Clear, credible communication with senior stakeholders. You can explain technical constraints in business terms and build alignment across Sales, Customer Success, Finance, Product, and other cross-functional partners

A knack for spotting patterns in tool utilization, codifying best practices, and driving adoption of more effective ways of working

A demonstrated bias toward durable solutions over one-off fixes, and a high standard for the systems you own

Immigration sponsorship is not available for this position. Applicants must be able to maintain work authorization for the duration of employment without employer sponsorship or employer-provided training plans or attestations (including, for example, the Form I-983 required for STEM OPT).

Benefits:

Fundamentals:

Medical / Dental / Vision / Disability / Life Insurance

High Deductible Health Plan with Health Savings Account (HSA) option

Flexible Spending Account (FSA)

Access to coaches and therapists through Modern Health's platform

Flexible Time Off

Company-wide Collective Pause Days

Family Support:

Parental Leave Policy

Family Forming Benefit through Carrot

Family Assistance Benefit through UrbanSitter

Professional Development:

Professional Development Stipend

Financial Wellness:

401k

Financial Planning Benefit through Origin

But wait there’s more…!

Annual Wellness Stipend to use on items that promote your overall well-being

New Hire Stipend to help cover work-from-home setup costs

ModSquad Community: Virtual events like active ERGs, holiday-themed activities, team-building events, and more

Monthly Cell Phone Reimbursement

Equal Pay for Equal Work Act Information

Please refer to the ranges below to find the starting annual pay range for individuals applying to work remotely from the following locations for this role.

Zone 1: San Francisco Bay Area and New York City Metro

Zone 2: All other California locations and Seattle, WA

Zone 3: All other New York locations, All other Washington locations, Washington DC, Austin,

TX, CT, IL, MA, NH, NJ, OR, RI, VT

Zone 4: All other Texas locations, AL, AK, AZ, AR, CO, DE, FL, GA, HI, ID, IN, IA, KS, KY, LA, ME, MD, MI, MN, MS, MO, MT, NE, NV, NM, NC, ND, OH, OK, PA, SC, SD, TN, UT, VA, WV, WI, WY

Compensation for the role will depend on a number of factors, including a candidate's qualifications, skills, competencies, and experience and may fall outside of the range shown. Ranges are not necessarily indicative of the associated starting pay range in other locations. Full-time employees are also eligible for Modern Health's equity program and incredible benefits package. See our Careers page for more information.

Depending on the scope of the role, some ranges are indicative of On Target Earnings (OTE) and includes both base pay and commission at 100% achievement of established targets.

Zone 1 Base Pay

$101,500—$119,400 USD

Zone 2 Base Pay

$91,350—$107,460 USD

Zone 3 Base Pay

$91,350—$107,460 USD

Zone 4 Base Pay

$81,200—$95,520 USD