Job Description

Summary:

The Senior Manager, Revenue Operations will lead the development and execution of Chemence Medical’s revenue operations strategy, driving commercial performance through pricing strategy, sales analytics, forecasting, CRM optimization, and disciplined sales execution. This role will establish scalable processes and systems, strengthen pipeline visibility and forecast accuracy, and optimize revenue growth and margin performance across GPO, IDN, distributor, and direct sales channels. Partnering closely with executive leadership and commercial teams, this individual will translate data into actionable business recommendations, drive accountability across the sales organization, and build a high-performing Revenue Operations function to support the company’s continued growth.

Key Duties and Responsibilities:

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions

Core Competencies:

• Strategic Leadership: Establishes direction, builds scalable processes, and creates structure in an evolving environment.
• Commercial Judgment: Translates data and market insights into actionable recommendations that support revenue growth and margin performance.
• Pricing Discipline: Maintains pricing integrity and reinforces accountability while partnering with sales leadership.
• Cross-Functional Influence: Builds alignment and drives results across teams without relying solely on direct authority.
• Executive Communication: Communicates complex business information, insights, and recommendations clearly and concisely to executive leadership.

Strategy and leadership:

• Define the RevOps strategy and 12-month roadmap for the medical business.
• Partner with leadership on GTM strategy, channel mix (GPO, IDN, distributor, direct), and the annual revenue plan.
• Lead pricing strategy for new product launches and major contract renewals and distribution partners.
• Present commercial performance and recommendations to executive leadership monthly.
• Build and lead the RevOps team as the function scales.

Pricing and contracting:

• Own the medical price list, discount approval matrix, and deal desk.
• Model and recommend pricing for GPO, IDN, distributor, and direct-account deals; protect margin by account, product, and channel.
• Manage GPO/IDN contract terms, tiers, admin fees, rebates, and distributor chargebacks.
• Prepare pricing recommendations for executive approval on non-standard deals.

Sales data and systems:

• Own HubSpot end to end configuration, data hygiene, pipeline stages, and sales adoption.
• Build and maintain dashboards for pipeline, bookings, forecast, margin, and account performance.
• Run the monthly and quarterly forecast; report forecast accuracy and variance drivers.
• Integrate CRM and ERP data from order to invoice to commission.

Lead generation, pipeline, and resources:

• Own the lead generation engine in HubSpot: campaigns, lead scoring, routing to RSMs, and follow-up standards.
• Track lead-to-opportunity conversion by source and by RSM; cut what doesn't convert.
• Manage each RSM's pipeline weekly: stage accuracy, next steps, stalled deals, and close dates.
• Hold RSMs accountable to pipeline coverage and activity standards.
• Allocate sales resources (RSM time, samples, clinical and technical support, marketing spend) to the highest-value accounts and opportunities.

Sales operations and execution:

• Set the sales operating cadence: pipeline reviews, account plans, and weekly activity standards.
• Direct sales activity toward priority accounts and products using data.
• Run payout calculations under the existing incentive plan. Territory, quota, and plan design are out of scope.
• Track hospital value analysis committee (VAC) progress and its effect on pipeline timing.

Competencies: 

• Strategic builder: sets direction and creates structure where none exists.
• Commercial judgment: recommendations, not just reports.
• Holds the line on pricing discipline with sales leadership.
• Influences without authority.
• Clear, concise executive communication.

Qualifications, Education and/or Experience Required:

Required Qualifications:

• Bachelor’s degree in Business, Finance, Analytics, or a related field.
• Master of Business Administration (MBA) or relevant pricing certification.
• At least 8 years of experience in Revenue Operations, Sales Operations, or Commercial Pricing, including at least 5 years in the medical device or medtech industry and 2 years leading a related function.
• Demonstrated experience with Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) contracting, tiered pricing structures, distributor chargebacks, and rebates.
• Proven ownership of pricing decisions, deal desk processes, or commercial pricing strategy, beyond reporting and analytics.
• Hands-on experience managing HubSpot CRM, including Sales Hub; experience with Operations Hub is a plus.
• Strong Excel and business intelligence skills, including experience with Power BI, Tableau, or similar analytics tools.
• Working knowledge of applicable healthcare compliance requirements, including the Anti-Kickback Statute, Sunshine Act/Open Payments, and AdvaMed Code, particularly as they relate to pricing, contracting, rebates, and sales incentives.
• Demonstrated results in one or more key performance areas, such as forecast accuracy, margin improvement, pipeline performance, or CRM adoption. 

Preferred Qualifications:

• Experience building a Revenue Operations or Sales Operations function from the ground up within a small or midsize organization, including hiring, developing, and leading analysts or other team members.
• Experience integrating CRM and ERP systems, particularly across order-to-cash processes and sales commission calculations.
• Experience with medtech demand generation, lead management, and marketing automation; familiarity with HubSpot Marketing Hub is a plus. 

Language Skills:

• English required, bilingual (Spanish) a plus.
• Reasonable accommodations can be made, up to and including translation services.

Physical Demands:

• May frequently lift and/or move up to 5 pounds and occasionally lift and/or move up to 15 pounds. 

Work Environment:

• Non-temperature-controlled warehouse, non-temperature-controlled production floor, temperature-controlled office. 

Other Duties:

• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. 
• Employees holding this position will be required to perform any other job-related duties as requested by Management.

AAP/EEO Statement:

• CHEMENCE® provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. 
• This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.