Revenue Operations Lead

Job description

**Modern Health** [Modern Health](https://www.modernhealth.com/) 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. Modern Health is backed by investors like Kleiner Perkins, Founders Fund, John Doerr, Y Combinator, and Battery Ventures and raised more than $170 million in less than two years, making Modern Health the fastest entirely female-founded company in the U.S. to reach Unicorn status. More about our culture and what you can expect when you join the team: - **“It Takes a Village” culture**. Modern Health has a unique and unabashed culture centered around high empathy and high accountability - with a drive to win. We are energized by bringing together the best talent in the industry to achieve audacious goals focused on making mental health a strength and priority for all. - **We have an obsession to win.** We are highly ambitious and passionate about the work that we do. We take pride in delivering excellence and our personal best and we continuously innovate to uniquely solve our customers’ needs. - **We are accountable and can rely on each other.** We are a team and hold ourselves and each other accountable. We believe in transparent communication and continuous feedback to foster a culture of trust, reliability, and growth. - **We demonstrate empathy.** We have a supportive and diverse culture where we bolster and uplift each other as we pursue our lofty goals. We encourage selflessness and a willingness to support others, fostering a collaborative and respectful environment. - **We exhibit a bias towards action.** This is a fast-paced environment. We jump into problems and initiate solutions. We empower our people to make decisions and experiment, iterate, and repeat until we get it right. Modern Health is a fully remote workforce and a hyper-growth company that is often recognized for its excellence, winning awards such as [World’s Most Innovative Companies](https://www.prnewswire.com/news-releases/modern-health-named-to-fast-companys-annual-list-of-the-worlds-most-innovative-companies-for-2023-301761291.html) of 2023 by Fast Company, [Top 25 Companies of San Francisco 2023](https://thebusinessreport.com/the-top-25-companies-of-san-francisco-for-2023/), and [2023 Well-Being Trailblazer Award](https://www.prnewswire.com/news-releases/archetype-and-welcoa-announce-winners-of-the-2023-well-being-trailblazer-awards-301880865.html). 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—US based team members who live outside the Pacific time zone are expected to 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** The Revenue Operations Lead owns the systems and reporting infrastructure that powers our Go-To-Market organization. This is a senior individual contributor role sitting at the intersection of systems architecture, analytics, and program leadership. Accountable not just for keeping GTM tooling running, but for deciding how it should work. As the GTM organization scales, this role sets the technical and operational direction for our Sales, CS, and GTM tech stack. Define system standards, prioritizing the RevOps roadmap against business impact, and leading the automation and process work that removes friction from the revenue engine. You will be the person GTM leadership turns to when they need to understand what the data says, what the systems can support, and what it will take to change either one. Success in this role is measured in business outcomes. Improved retention, faster cycle times, higher data integrity, and operational capacity created for the teams you support. **What You'll Do:** You will own the design, reliability, and evolution of the systems and reporting that GTM runs on. You'll set priorities, lead cross-functional programs end to end, and raise the operational bar for the function. You will: - Own the RevOps systems roadmap. Define priorities, make build/buy/defer tradeoffs, and align stakeholders on sequencing - Lead complex, cross-functional programs (system migrations, integrations, automation initiatives) from scoping through adoption and measurement - Build and maintain the dashboards, reporting, and analytics that measure customer satisfaction, account health, tool adoption, and utilization across the revenue organization - Develop account-level reporting that shows how tools and workflows are actually being used, where adoption is strong or weak, and what actions would improve effectiveness - Package complex usage and performance data into decision-ready insights, and translate that analysis into practical recommendations, enablement, and operating guidance for Sales, CS, and GTM leadership - Serve as the technical owner of core GTM tooling, including Gainsight, designing scalable architecture, data models, and workflows rather than administering someone else's design - Define and enforce data quality standards, and own the reporting layer GTM leadership uses to make decisions - Create presentation-ready narratives that explain queries, reports, dashboards, and recommended actions to both technical and non-technical audiences - Partner with Sales, CS, Finance, and Product leadership as a business advisor. Translating ambiguous business problems into system and process solutions - Establish operational standards for issue intake, triage, and system reliability, and reduce recurring failure modes at the root rather than case by case - Mentor junior team members and cross-functional partners, raising system fluency across the organization - Identify opportunities leadership hasn't yet surfaced, build the case for them, and drive them to resolution **Who You Are / Requirements:** You are a systems thinker who is comfortable owning outcomes in ambiguous territory. You can move fluidly between architecting a solution, digging into the data behind it, and getting a room of stakeholders aligned on why it matters. You have strong opinions about how revenue systems should work — and the judgment to know when to hold them and when to adapt. - Gainsight Certification - Level 2 (**required baseline**) - Data model: Matrix Data Architecture, MDA objects, Data Designer, Rules Engine - Health scorecards, playbooks, CTAs, and Success Plans — designed and configured from scratch - Journey Orchestrator programs, surveys, and email templates - Reports and dashboards built for CS leadership and exec consumption - Salesforce ↔ Gainsight integration and data sync management - 5+ years in revenue operations, sales operations, business systems, or a closely related function, including meaningful ownership of GTM systems. - Deep hands-on Salesforce expertise (Certified Salesforce admin not required but preferred): strong working knowledge of Salesforce data, building dashboards, reports, workflows, analyses, and operational insights - Adjacent GTM tooling: CS platforms, CPQ, engagement, BI - Builder, not just maintainer: you've designed and implemented these systems, not inherited and kept them running - Strong analytical judgment: you can define the right metric, build the analysis, and defend the conclusion to a skeptical audience - A demonstrated ability to move between deep analytics and high-trust, hands-on partnership with Sales stakeholders in a consultative capacity - Experience translating complex data, queries, and system behavior into concise business recommendations and executive-ready presentations - A track record of leading cross-functional programs to completion without formal authority - The ability to set priorities under ambiguity and say no to good work in service of better work - Clear, credible communication with senior stakeholders. You can explain technical constraints in business terms and build alignment across Sales, Customer Success, Finance, Product, and other cross-functional partners - A knack for spotting patterns in tool utilization, codifying best practices, and driving adoption of more effective ways of working - A demonstrated bias toward durable solutions over one-off fixes, and a high standard for the systems you own - Immigration sponsorship is not available for this position. Applicants must be able to maintain work authorization for the duration of employment without employer sponsorship or employer-provided training plans or attestations (including, for example, the Form I-983 required for STEM OPT). **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 - Flexible 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. - Zone 1: San Francisco Bay Area and New York City Metro - Zone 2: All other California locations and Seattle, WA - Zone 3: All other New York locations, All other Washington locations, Washington DC, Austin, TX, CT, IL, MA, NH, NJ, OR, RI, VT - Zone 4: All other Texas locations, AL, AK, AZ, AR, CO, DE, FL, GA, HI, ID, IN, IA, KS, KY, LA, ME, MD, MI, MN, MS, MO, MT, NE, NV, NM, NC, ND, OH, OK, PA, SC, SD, TN, UT, VA, WV, WI, WY 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](https://www.modernhealth.com/careers) 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. Zone 1 Base Pay $101,500—$119,400 USD Zone 2 Base Pay $91,350—$107,460 USD Zone 3 Base Pay $91,350—$107,460 USD Zone 4 Base Pay $81,200—$95,520 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.*