Director of Revenue Strategy & Planning

Responsibilities

• Own the operating model and growth plan for a core B2B business unit.
• Build targets, quotas, territories, coverage models, capacity plans, and return-on-effort models.
• Define the sales funnel and turn performance data into recommendations on where to focus.
• Sharpen the ideal customer profile and improve unit economics as the business scales.
• Build and maintain forecasting models, analyze funnel dynamics, and lead or co-lead pipeline reviews.
• Create executive-ready narratives and presentations that explain trade-offs to non-technical audiences.
• Partner cross-functionally with Sales, Marketing, Finance, and Product to make and implement go-to-market decisions.
• Manage and develop team members.

Requirements

• 10+ years of experience across revenue functions, including at least 5 years in Sales Operations, Revenue Operations, Strategy, or related go-to-market roles in B2B or B2B2C businesses.
• 3+ years of people management experience.
• Experience building and owning go-to-market plans for SMB and Mid-Market sales teams.
• Strong analytical skills, including deriving insights from raw data and building and maintaining forecasting models.
• Understanding of sales funnel dynamics and experience leading or co-leading pipeline reviews.
• Excellent written and verbal communication skills.
• Experience translating trade-offs for non-technical audiences.
• Experience working cross-functionally with Sales, Marketing, Finance, and Product.

Nice-to-haves

• Experience with B2B healthcare go-to-market motions.
• Experience in a multi-channel go-to-market environment, including inbound, outbound, partner, or alliance channels.
• Experience in a startup or high-growth, agile environment.
• Expertise with Salesforce or an equivalent CRM.
• Familiarity with BI tools such as Looker, Tableau, Hex, or Power BI.
• Experience supporting or running ideal customer profile tests and translating results into coverage or playbook changes.

Compensation and Benefits

• Salary range: $189,000–$220,448 annually.
• Remote work environment for employees based in the United States; currently not hiring in Hawaii.
• Medical, dental, vision, life, disability, and FSA/HSA benefits.
• 401(k) plan access.
• Paid time off and two company-wide shutdown weeks annually for most employees.
• Paid parental leave.
• Employee Assistance Program.
• Quarterly department stipend.
• Community and employee resource groups.
• Home office stipend and $50 monthly internet or cellphone stipend.
• $50 monthly wellness stipend.