Associate Director, Revenue Operation

Position Overview

We are seeking a highly skilled and experienced Associate Director of Revenue Operation, to manage the sales and business operation cycle when revenue is generated and affected. In this role, you will be responsible for building best practices of revenue cycle management, leading renewal operation, managing pricing control, defining key business contract term, as well as creating and aligning policy.

To thrive in this position, you must possess the ability to foster successful partnerships with our sales, commercial operation, finance, legal and business operation teams. Additionally, defining and developing control process of SaaS product license management. The ideal candidate possesses a unique blend of customer-centric thinking, process expertise, and change management skills.

Reporting to the Director of Business Operation, you will play a pivotal role in capturing/maintaining/growing company’s revenue. Your contributions will directly impact the growth and success of our organization.

This position is hybrid at our office in Sunnyvale, CA.  Please no remote applications.

What You'll Do

• Co-own customer life cycle management when the first quote is generated.
• Establish standards, policies and processes to ensure continuous improvement in the revenue cycle.
• Build the SaaS product Renewal Strategy and Processes in collaboration with cross functional team, such as, Clinical Account Managers (CAM), Legal, Strategic Account, Commercial Operation and Order Management.
• Drive on-time and accurate Renewal Forecasting, lead and close the Renewal Cycle.
• Navigate complex customer deal change request by communicating and effectively partnering with Deal Desk, Commercial Operations, Legal, Finance and commercial leaders.
• Own SFDC and CPQ data hygiene and governance processes
• Own pricing control process by partnering with commercial operation team and finance team.
• Execute company level pricing increase strategy.
• Define and optimize business contract terms to govern the revenue acquisition process.
• Collaborate with R&D and IT team to develop the SaaS license management process.
• Optimize business processes with collaborating with cross-functional teams.
• Develop and monitor account healthy dashboard to increase customer satisfaction through policy creation or optimization.
• Recruit and lead a high-performing team to support the renewal efforts when needed.

What You'll Need

• Proven track record of successfully leading the revenue cycle management in Revenue Operation or Sales Operation.
• 7+ years working in MedTech or BioTech with SaaS management experience.
• Excellent interpersonal and communication skills to effectively collaborate with cross-functional teams and establish relationships with key opinion leaders.
• Late-stage startup/growth stage company experience is preferred.
• Able to dissect challenges and analyze complex data to derive insights and develop recommendations.
• Ability to adapt strategies based on customer feedback and stakeholders’ input
• Must have a good understanding of the healthcare environment to effectively respond to customer concerns.
• Able to work on multiple projects simultaneously and be flexible enough to change priorities with short notice when necessary.
• Must have excellent verbal, written, analytical and presentation skills.
• Self-motivated and go-getter
• Able to thrive in a fast-paced environment
• Previous experience in managing and motivating a team
• Motivation, goal orientation, and ability to deliver as well as internalize feedback 
• A high degree of honesty and integrity while maintaining the confidentiality