Director of Revenue Operations

Modern Health

Modern Health is a mental health benefits platform for employers. We are the first global mental health solution to offer employees access to one-on-one, group, and self-serve digital resources for their emotional, professional, social, financial, and physical well-being needs—all within a single platform. Whether someone wants to proactively manage stress or treat depression, Modern Health guides people to the right care at the right time. We empower companies to help all their employees be the best version of themselves, and believe in meeting people wherever they are in their mental health journey.

We are a female-founded company backed by investors like Kleiner Perkins, Founders Fund, John Doerr, Y Combinator, and Battery Ventures. We partner with 500+ global companies like Lyft, Electronic Arts, Pixar, Clif Bar, Okta, and Udemy that are taking a proactive approach to mental health care for their employees. Modern Health has raised more than $170 million in less than two years with a valuation of $1.17 billion, making Modern Health the fastest entirely female-founded company in the U.S. to reach unicorn status.

We tripled our headcount in 2021 and as a hyper-growth company with a fully remote workforce, we prioritize our people-first culture (winning awards including Fortune's Best Workplaces in the Bay Area 2021). To protect our culture and help our team stay connected, we require overlapping hours for everyone. While many roles may function from anywhere in the world—see individual job listing for more—team members who live outside the Pacific time zone must be comfortable working early in the morning or late at night; all full-time employees must work at least six hours between 8 am and 5 pm Pacific time each workday.

We are looking for driven, creative, and passionate individuals to join in our mission. An inclusive and diverse culture are key components of mental well-being in the workplace, and that starts with how we build our own team. If you're excited about a role, we'd love to hear from you!

The Role

Modern Health is looking for a leader for our Revenue Operations team, specializing in Sales Operations. The Director of Revenue Operations will partner with our Sales, Marketing and Partnerships leadership in running a high-performing Sales Operations team, and owning our annual planning process for Go-to-Market.

You will be a critical leader in our go-to-market organization - reporting to our VP of RevOps and partnering with leadership and teams across Marketing, Customer Success, Sales, Finance and Product to drive step-change revenue outcomes and impact. You will help design the strategy, build and maintain our infrastructure, level-up our analytics, and optimize our go-to-market organization across Sales, Customer Success, Partnerships and Marketing. You will help us innovate data-driven approaches to growth, lead your own team, and launch strategic projects to drive revenue at a high-growth B2B SaaS company.

The ideal candidate has a deep understanding of Revenue Operations best practices in SaaS companies, and has a knack for servant leadership. This position is not eligible to be performed in Hawaii.

What You'll Do

• Lead and inspire
• Manage three team members upfront, building up your team over time
• Act as an effective and caring people-leader -- developing and attracting talent, and helping scaling our team and company culture
• Own forecasting and annual GtM planning
• Own and uplevel our sales forecasting and pipeline management
• Run our annual GtM planning process across target-setting, coverage plan & team design, quota and incentive plans, etc
• Own intra-quarter reporting on the state of our revenue funnel and tracking against plan
• Own revenue infrastructure and commissions administration
• Be a primary owner of our overall revtech stack, and own the roadmap to keep us two steps ahead
• Own our commissions administration process for Sales and Partnerships
• Identify systems opportunities, build new processes and capabilities
• Help level-up our insights on our business and market
• Ideate and evaluate hypotheses for improving outcomes across our revenue funnel
• Help demystify our prospect to customer journey - codifying actionable learnings in partnership with Enablement
• Own and execute step-change initiatives
• Partner with our GTM leadership team to identify and launch step-change strategic opportunities - for example, the launch of new channels or greenfield markets
• Lead cross-functional efforts to improve or reimagine parts of our revenue funnel
• Key contributor to quarterly prioritization and OKRs
• Help scale our 'Revenue Lab' to continuously test improvements to our prospect through customer journey
  

Who You Are

• The ideal candidate has a strong background in enterprise Revenue / Sales Operations with 7+ years of experience
• Builder with a bias to action and a results-oriented mindset. You build great programs and teams, and are known for measurable impact. You help to improve results in organizations during periods of high growth and change
• Excellent collaborator and humble expert
• Experienced with sales and mktg functions in high-growth startups (a builder vs. optimizer) -- and in teaming effectively with multiple revenue functions. You know the standard playbooks but build for situational impact
• Experience building and leading teams -- compassionate, empathetic and effective people leader known for developing your people
• First class problem-solver - can quickly translate ambiguity into insight and actionable recommendations
• You have empathy for reps and are invested in their success and understand the pain points experienced by reps at each stage of the sales cycle; experience working in sales preferred
• Top-class analytics skills - understand the importance of data and acumen
• Understands the prospect through customer lifecycle -- from a CX, revenue funnel, and staffing perspective
• Excellent communicator. Can lead sessions with executives, provide clarity to reps and managers, and build effective presentations
• Proficient across the RevTech stack -- SalesForce, forecasting tools, workflow infrastructure such as LeanData, etc. You understand all SFDC admin capabilities (validation rules, process builders, etc.) - and can help guide the team and build yourself when needed
• Experienced with agile methodologies and sprint planning. JIRA familiarity preferred
• Bachelor's degree required; MBA a plus
• Financial and/or consulting background a plus
  
  

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
• Generous 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.

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.

San Francisco Bay Area

$210,000—$248,000 USD

All Other California Locations

$190,000—$222,500 USD

Colorado

$168,000—$198,000 USD

New York City

$210,000—$248,000 USD

All Other New York Locations

$190,000—$222,500 USD

Seattle

$190,000—$222,500 USD

All Other Washington Locations

$190,000—$222,500 USD

Below, we are asking you to complete identity information for the Equal Employment Opportunity Commission (EEOC). While we are required by law to ask these questions in the format provided by the EEOC, at Modern Health we know that gender is not binary, and we recognize that these categories do not reflect our employees' full range of identities.