Revenue Operations Manager

📋 Description

• • MDCalc stands as a cornerstone in the modern clinician's workflow, empowering them to achieve superior patient outcomes. Since its inception in 2005, MDCalc has evolved into the most broadly utilized medical reference globally, serving as an indispensable point-of-care resource for clinical decision tools and content. Its reach is profound, with over 65% of physicians worldwide actively engaging with its platform, and it ranks among the elite few references relied upon by more than half of all US Healthcare Professionals (HCPs). The platform's evidence-based tools and comprehensive content are accessed by millions of medical professionals across more than 50 specialties, addressing over 200 distinct patient conditions. As MDCalc continues its trajectory of significant growth, we are seeking a highly skilled and motivated Revenue Operations Manager to fortify and scale the operational backbone supporting our dynamic commercial team. This pivotal role is ideally suited for an individual possessing a keen ability to instill structure within complex environments, enhance cross-functional execution, and contribute to the expansion of a business with an unparalleled reach to HCPs.
• • As the Revenue Operations Manager at MDCalc, you will be instrumental in scaling cross-functional operational rigor across our Sales, Client Success, Ad Operations, and Finance departments. Your primary focus will be to ensure that efficient and strategic compliance is maintained through the development and refinement of repeatable processes that span all these critical functions. This role is designed to enhance visibility into campaign performance, thereby optimizing revenue generation while steadfastly protecting the integrity of our core clinical mission. This position is inherently cross-functional, serving as a vital connective layer that bridges leadership directives, technological systems, and the day-to-day execution teams. Your expertise will be crucial in translating strategic objectives into operational realities.
• • Key responsibilities for this impactful role include, but are not limited to:
• • Owning and meticulously optimizing end-to-end revenue operations workflows, encompassing the entire deal lifecycle from pre-sale engagement through post-sale execution and final billing readiness. This includes streamlining lead management, opportunity tracking, contract execution, and ensuring seamless data flow to billing systems.
• • Developing, maintaining, and continuously improving a robust suite of standard operating procedures (SOPs) specifically pertaining to the Request for Proposal (RFP) lifecycle. This involves standardizing proposal generation, ensuring accuracy and compliance, and optimizing the response time to client inquiries.
• • Leading the critical functions of forecasting, pacing, and revenue reporting. This will be accomplished in close and continuous partnership with the Finance department, ensuring accurate visibility into current and projected revenue streams, and providing clear, actionable inputs for financial planning.
• • Proactively identifying operational gaps and bottlenecks across revenue-generating processes. You will be responsible for designing and implementing scalable, data-driven solutions that demonstrably improve efficiency, enhance execution quality, and reduce friction for both internal teams and external clients.
• • Providing leadership with strategic analysis, actionable business insights, and robust decision support. Your contributions will directly inform planning processes, guide prioritization efforts, and support the overall strategic direction of the commercial organization.
• • Collaborating with Sales, Marketing, and Product teams to ensure alignment on go-to-market strategies and operational readiness for new product launches or market expansions.
• • Managing and optimizing the CRM system (HubSpot or similar) to ensure data integrity, accurate reporting, and efficient sales processes. This includes developing dashboards, reports, and workflows to support sales productivity.
• • Overseeing the Order Management System (OMS) to ensure accurate order entry, fulfillment tracking, and seamless integration with downstream systems like ad servers and billing.
• • Working closely with Ad Operations to ensure seamless campaign setup, delivery, and reporting, bridging the gap between commercial agreements and operational execution.
• • Developing and maintaining key performance indicators (KPIs) for the revenue operations function and providing regular reporting on these metrics to stakeholders.
• • Driving continuous improvement initiatives by analyzing performance data, gathering feedback from cross-functional teams, and implementing best practices in revenue operations.
• • Ensuring data accuracy and consistency across all revenue-related systems, acting as a subject matter expert for data governance within the commercial tech stack.
• • Facilitating effective communication and collaboration between Sales, Client Success, Ad Operations, and Finance to ensure a unified approach to revenue generation and client satisfaction.
• • Developing training materials and conducting training sessions for relevant teams on new processes, systems, or best practices related to revenue operations.
• • Staying abreast of industry trends and best practices in revenue operations, sales enablement, and commercial operations to continuously enhance MDCalc's operational capabilities.
• • Contributing to the development and refinement of sales compensation plans and commission calculations, ensuring accuracy and alignment with business objectives.
• • Supporting the implementation and optimization of new technologies and tools within the commercial tech stack to further enhance efficiency and effectiveness.
• • Acting as a trusted advisor to sales leadership, providing data-driven insights to support strategic decision-making and performance management.
• • Championing a culture of operational excellence, data integrity, and continuous improvement throughout the commercial organization.
• • Ensuring compliance with all relevant regulations and company policies in revenue-related processes.
• • Developing and managing the revenue operations budget, ensuring efficient allocation of resources.
• • Streamlining the client onboarding process to ensure a smooth and positive experience from contract signing to campaign launch.
• • Analyzing customer data to identify trends, opportunities for upselling or cross-selling, and areas for improved customer retention.
• • Collaborating with the legal team to ensure contract terms are accurately reflected in operational systems and processes.
• • Developing and implementing processes for managing renewals and identifying at-risk accounts.
• • Optimizing the quote-to-cash process to minimize errors and accelerate revenue recognition.
• • Building and maintaining strong relationships with internal stakeholders across all departments, fostering a collaborative and results-oriented environment.
• • Driving the adoption and effective utilization of the CRM and other sales enablement tools across the sales team.
• • Developing and implementing strategies to improve sales forecasting accuracy and predictability.
• • Managing the sales enablement technology stack, ensuring seamless integration and optimal performance.
• • Creating and maintaining documentation for all revenue operations processes and systems.
• • Analyzing sales performance data to identify areas for coaching and development for the sales team.
• • Supporting the development and execution of sales training programs.
• • Ensuring that all revenue operations processes are aligned with the company's overall business strategy and objectives.
• • Proactively identifying and mitigating risks within the revenue operations function.
• • Contributing to the development of a scalable and efficient commercial infrastructure that supports MDCalc's continued growth and market leadership.