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 spans two motions — winning new clinics, and growing a large installed base with an expanding, multi-product portfolio — and it has outgrown the systems underneath it. We're hiring the single owner of that layer: the person who makes our CRM the source of truth, structures portfolios so every account manager and account executive can see the opportunity in their book, and builds the scorecards and forecasts our leaders run the business on.
This is a build role, not a caretaker role. You'll design the canonical pipelines, the tiering rules, the scoring and the measurement systems from first principles — and because clean data is the foundation any AI layer runs on, you'll also have an explicit mandate to deploy AI agents (digests, pre-call briefs, hygiene automation) on top of the infrastructure you build. It's the rare operations seat where the foundation and the frontier are the same job.
What you'll do
- Own the CRM (HubSpot) as the single source of truth — every account showing its tier, ICP fit and dollar opportunity, with clean pipelines, clear entry/exit criteria and analysable outcome reasons for both motions
- Structure portfolios for coverage and scale — tiering rules, assignments, quarterly rebalances, and a portfolio view that lets every AM and AE visualise the opportunity in their book
- Codify demand — lead scoring and MQL definitions with marketing, launch-interest scoring and routing, and cross-sell targeting surfaced directly in reps' workflow
- Build the measurement layer — stage-level conversion and leakage analytics, AM/AE scorecards, and forecasting built on measured sales velocity rather than gut feel
- Run the insight loop — a structured win/loss program and continuous conversation intelligence that feed playbooks, pricing and product
- Work AI-first — use AI tools critically across analysis and automation, validate outputs before they reach commercial decisions, and build the agent opportunities the clean foundation makes possible
What you'll bring
- 2–5 years in Revenue Operations / Sales Operations in a B2B SaaS environment
- Deep CRM expertise — objects, pipelines, scoring, workflows and data governance at admin level
- Strong analytical ability — modelling opportunity, insight communication and measurement frameworks
- Experience designing lead scoring, portfolio structures and sales measurement systems — you've built these things, not just maintained them
- Clear, proactive communication — you surface data risks and definition disputes early, and can hold your ground with commercial leaders
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.
