Own the revenue infrastructure a whole company runs on — and build it your way.

HotDoc is Australia's largest patient engagement platform. Our go-to-market engine runs two motions – winning new clinics, and growing a large installed base with an expanding, multi-product portfolio – and both are growing faster than the commercial infrastructure underneath them. We're hiring the person who builds that layer and then uses it: someone who can work out where the growth is, design the mechanics to go and get it, and give our commercial leaders the numbers they run the business on.

This is a build role. You'll design the account view, the funnel, the targets and the reporting from first principles, with the room to do it properly and real backing to get it live. It's also a business partner role. You'll work directly with the VP Commercial, the sales and account management leads and the exec team, bring your own view on where the opportunity sits, and be the person whose analysis & recommendation settles the question. And it's an AI role. Clean systems and clean data are what an AI layer runs on, so the person who builds ours is the person best placed to put AI to work on top of it – first to multiply their own output, then to change how the whole commercial team works. It's the rare operations seat where the foundation and the frontier are the same job.

What You'll Do

Build one end-to-end view of every existing account – penetration, renewal and cross-sell in the same picture – and turn it into a cross-sell engine that puts the next opportunity in front of the account manager who owns it
Design and model how we grow the base – portfolio recuts, account targets, incentive mechanics, and the customer value and churn risk signals that show us where to step in
Build the new business funnel from the ground up – prospect universe and territory allocation, lead flow, outbound and the sales stack, AE targets and the handoff into onboarding – with the tracking built in so we can prove what works
Own the commercial reporting spine – the weekly revenue meeting, a set of definitions the whole business agrees on, and a commercial BI layer that answers the questions leadership actually asks
Own the analytics commercial leadership comes to – deep dives on conversion, leakage, sales velocity and productivity, and the case for where we invest next
Own the commercial systems end to end – HubSpot as the source of truth, with clean pipelines, clear entry and exit criteria and outcome reasons we can actually analyse; the integrations that join the CRM to product usage, billing and support data so one account record tells the whole story; and the automations that keep the data right without anyone policing it
Take work off the front line – use AI to automate the manual load on account managers and AEs so that time goes back to customers
Supercharge your own output with AI – use it across analysis, modelling, research and build work, move faster than a team twice the size, and always check the output before it reaches a commercial decision
Champion AI across the commercial teams – find the tasks worth automating, build the agents that do them (deal and account digests, pre-call briefs, cross-sell prompts, data hygiene, first-pass analysis), get them adopted by AMs and AEs, and set the standard for how our commercial teams use AI safely and well

How The Role Is Supported

This is a large build, so the role will be supported by a fixed-term specialist contractor who builds alongside you and takes a defined part of the scope - so the workstreams can run in parallel.

What You'll Bring

2–5 years in Revenue Operations, Sales Operations or commercial analytics in a B2B SaaS environment – or a consulting or analytics background with real commercial exposure
Strong analytical ability and commercial judgement – you can size an opportunity, build the model behind it, and turn the answer into a recommendation a commercial leader will act on
Deep CRM expertise at admin level – objects, pipelines, scoring, workflows, integrations and data governance
A track record of designing the systems commercial teams run on – funnels, portfolio structures, lead scoring, targets and measurement frameworks. You've built these things, not just maintained them
An AI-first approach – AI is already how you work, you have a view on where agents and automation belong in a commercial team, and you can get other people using them
Clear, proactive communication – you surface data risks and definition disputes early, and can hold your ground with commercial leaders
Comfort building in the open – you can run a few workstreams at once, decide what matters first, and get something usable live while the rest is still being designed

Nice to have

AI agents or automation deployed in revenue workflows, with real validation discipline
Win/loss programs, conversation intelligence or voice-of-customer analysis
Incentive and target design alongside finance
Healthtech or multi-product SaaS with mixed new-business and account-management motions

Why HotDoc

Real impact on healthcare for millions of Australians — the systems you build decide how well a lean team serves the clinics that serve patients
An employee-first culture grounded in our values: Always be empathetic, Take Ownership, Speak Up
Flexible location — work remotely from anywhere in Australia, or hybrid from our Melbourne HQ, where Melbourne-based staff join us on-site one day a week

We celebrate diversity at HotDoc and encourage applications from all backgrounds, communities and industries. A degree is valued but not required — we weight demonstrated system-building, analytical rigour and stakeholder credibility most highly.

HotDoc

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