Tebra

• Lead AI strategy and use case discovery for organizational efficiency • Perform deep-dive assessments and build high-impact workflows • Own the full lifecycle from rapid prototyping to production-grade deployment • Define approved tools and data-handling rules for AI • Partner with functions to identify high-value use cases

• Identify and engage with prospective clients, generating new business opportunities. • Execute a consultative sales approach to qualify leads, present Tebra’s Practice Solutions, and close new business. • Manage and prioritize an active pipeline of prospects, ensuring consistent follow-up and timely progress toward closing deals. • Partner with the Sales Manager and internal teams to align sales efforts and ensure efficient lead handling, conversion, and win rate. • Meet or exceed monthly and quarterly sales targets, contributing to the overall success of the outbound sales team. • Understand the specific needs of each prospect, positioning Tebra’s solutions as a trusted partner to address pain points and deliver impact. • Maintain accurate and up-to-date records in Salesforce (or HubSpot), tracking prospect interactions and progress throughout the sales cycle. • Collaborate with colleagues, sharing insights, strategies, and best practices to enhance team performance and collective success.

Role Description The Director of GTM Operations is the accountable owner of Tebra’s go-to-market operating engine, with a primary focus on driving new business growth. This role is responsible for the performance of the acquisition system—spanning Marketing and Sales—and its contribution to company growth targets. You will partner closely with GTM leadership to translate business strategy into execution, owning the processes, systems, and operating rhythms that drive pipeline creation, conversion, and new logo acquisition, while maintaining strong alignment across the broader customer lifecycle. This is a senior leadership role requiring both strategic thinking and operational excellence. You will lead a cross-functional team across Sales Ops, Marketing Ops, and GTM Systems and serve as a core operator within the Growth organization—owning outcomes, shaping priorities, and influencing how the business executes. Your Area of Focus - New Business Performance Engine: Own the acquisition funnel from lead through closed won, with accountability for pipeline health, conversion, and new logo attainment. Identify and address bottlenecks across lead quality, routing, speed-to-lead, and rep productivity in partnership with Sales and Marketing leadership. - Analytics & Insights: Partner with the GTM focused Analysts to ensure clear visibility into funnel performance and pipeline health. Translate data into actionable insights and drive alignment to ensure measurable business impact. - Prioritization & Resource Allocation: Own prioritization across GTM Operations, making clear tradeoffs and aligning team capacity to the highest-impact opportunities. Serve as a key input into broader GTM prioritization and investment decisions. - GTM Operating Model & Execution: Define and manage the operating cadence across forecasting, pipeline reviews, and MBRs. Establish and improve processes across lead management, qualification, routing, and handoffs to ensure consistent execution across teams and segments. - Systems & Process Ownership: Own the performance and evolution of the GTM tech stack, including Salesforce and engagement tools. Partner with Business Systems on core infrastructure while defining requirements and prioritization to support scale. - GTM System Design: Continuously evaluate and redesign GTM processes, workflows, and handoffs to improve performance, scalability, and efficiency. - Change Management & Adoption: Drive adoption of GTM processes and operating standards across Sales, Marketing, and CS. Influence behavior change and ensure initiatives are fully adopted and delivering impact. - Team Leadership & Development: Lead and develop a high-performing team across Ops & Systems. Set priorities, manage capacity, and elevate the team from reactive support to proactive ownership. - Cross-Functional Alignment: Partner with Sales, Marketing, and CS leadership to ensure alignment across acquisition and downstream workflows, supporting areas that impact new business performance. Qualifications - 8–12+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or a related field, preferably within B2B SaaS. - Comfort operating across both marketing and sales ops simultaneously, not just one side. - Proven track record of owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes. - Strong understanding of SaaS revenue models, pipeline mechanics, and SMB go-to-market motions. - Experience leading and developing cross-functional operations and analytics teams, including hiring, coaching, and performance management. - Demonstrated ability to translate data and insights into business decisions and drive execution against those decisions. - Experience establishing prioritization frameworks and managing competing initiatives in fast-paced environments. - Strong technical acumen across GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools. - Excellent communication and stakeholder management skills, with the ability to influence senior leaders, challenge assumptions, and drive alignment across functions. - Experience leading change management initiatives and driving adoption of new processes, systems, and ways of working. - Ability to operate at both strategic and tactical levels, balancing long-term system design with near-term execution. Requirements - Zone 1 (National Average): $200,000 — $228,000 USD Benefits - Competitive and fair compensation. - Opportunity for variable pay and a robust benefits package. - Discounts through Dell for work-from-home basics. - Resources to help maintain mental and physical health, including Gympass and Telus Employee Assistance Program. - Wellness and childcare subsidy in Costa Rica. - University/Education discount in Costa Rica. Company Description Tebra is the only all-in-one EHR+ platform built exclusively for independent healthcare practices. Designed to replace the clunky, fragmented tools built for corporate systems, Tebra connects EHR software, billing, automation, telehealth solution, and marketing — so providers can spend less time on admin and more time with patients. More than 42,000 private practices trust Tebra to streamline operations, increase revenue, and reduce burnout — helping clinicians leave work on time and rediscover their purpose. - Start with the Customer: We get to know our customers - and their patients - and look at the world through their lens. - Keep It Simple: Healthcare is too complex. We aim to simplify it for everyone. - Stay Entrepreneurial: We reject the status quo and solve problems with creativity, perseverance, and a bias to action. - Better Together: We are diverse, humble, and collaborative. We put the team first and win together. - Celebrate Success: Life is short and joy is underrated. We take time to have fun and celebrate success.

• Lead and grow the data modeling function within Business Data & Analytics • Own the data models and transformation layer • Mentor a high-performing team of analytics engineers • Partner closely with Finance-aligned Data Analysts • Establish data engineering best practices and modeling standards

• You are accountable for the commercial strategy that brings new concepts into a market. • Market and segmentation strategy — identifying the right markets to enter and in what sequence. • Designing and building the tech stack that the growth engine relies on that empowers hyperscale. • Defining the buyer and user archetypes precisely enough to drive every downstream decision. • Designing the product-led growth motion end to end, from first awareness through activation, conversion, and expansion. • Owning how we describe the product and why it matters.

• Personally onboard and support every provider in the initial Alpha cohort — handle every inbound question manually for the first 6–8 weeks to build deep product and customer intuition. • Record and transcribe every provider call to build a structured question taxonomy that will serve as the foundation of the AI agent knowledge base. • Own the AI CS agent corpus: structure and synthesize rotating engineer inputs weekly, prune and publish the knowledge base, and evaluate agent responses for accuracy and PHI compliance. • Comfortable owning the AI agent corpus as a product artifact — this is a content and systems ownership function, not just a tooling decision. • Define and document the PHI routing protocol before the first provider is onboarded — establishing clear rules for what routes to AI, what routes to a human, and what requires immediate clinical escalation. • Identify and onboard a licensed clinical consultant (LCSW, LPC, or LMFT) on retainer within 30–60 days post-launch to serve as the escalation path for red-line clinical accuracy events. • Build the Nitro CS runbook, CE rotation handoff documentation, trust-repair scripts, and provider communication playbook — documenting in real time, not after the fact. • Own the long-term CS strategy: develop the hiring and integration plan, team structure, metrics framework (CSAT, resolution rate, retention), and CS tool stack decisions. • Exchange learnings on best practices with Customer Success Learning and Enablement team to ensure AI knowledge base strategies and AI knowledge protocols are aligned. • Lead AI CS agent platform evaluation at Week 4 and manage deployment at Week 6–8 using the question taxonomy built through direct provider interactions. • Partner with the GTM / Growth Lead on referral generation, surfacing provider satisfaction signals and identifying optimal moments to request introductions. • Ensure all CS operations and provider interactions maintain strict HIPAA compliance, with particular sensitivity to PHI handling in a mental health documentation context.

• Analyze our ICP database to identify and carve out high-potential audience segments and build actionable audience-specific personas, ensuring a constant stream of targeted, high-quality prospects for the sales team. • Develop simple, "bite-sized" outbound plays—including entry points and pain-point conversations—that allow reps to easily adopt and execute high-impact outreach strategies. • Attend regular sales meetings and engage with the sales team to identify which specialties, regions, or messages are resonating, then rapidly turn those real-time insights into repeatable wins. • Architect all outbound copy across multiple modalities—including email, call scripts, direct mail, and in-person events—translating complex value into punchy, direct-response messaging. Build and optimize multi-channel sequences that spark curiosity and maximize meeting-set rates through continuous A/B testing. • Collaborate with the Growth Operations team to leverage enriched data and ensure our technology infrastructure and database are organized for effective, high-velocity prospecting, as well as with Demand Generation leaders to share best practices, minimize audience overlap, and support a holistic prospect experience. • Monitor the success of various segments and plays, providing the data-driven "win/loss" insights needed to understand where to double down and how to refine future strategies.

• Design, build, and optimize integrations, automations, and advanced AI workflows including agentic architecture. • Own the Workato automation stack, engineer scalable AI workflows on core platforms (Salesforce, NetSuite, Snowflake, Slack). • Collaborate directly with stakeholders to translate business needs into scalable, automated solutions and deliver measurable improvements in system efficiency and operational performance. • Implement error handling, observability, and reusable design patterns to ensure reliability and scalability. • Architect multi-agent systems for tool selection, planning loops, state management, and human-in-the-loop Checkpoints. • Own the Retrieval-Augmented Generation (RAG) lifecycle end-to-end including ingestion, chunking strategy, embeddings, vector storage, and reranking. • Production observability: prompt/response tracing, cost monitoring, eval dashboards.

• Provide business-minded legal guidance to a growing healthcare software company, including around privacy, secure payment and billing practices, information security, intellectual property, and procurement. • Provide guidance on a broad range of privacy and security frameworks, including HIPAA, CCPA/CPRA, and emerging state data privacy laws. • Contract drafting and review in support of Tebra’s business development, operations, products and services. • Partner closely with Product and Engineering teams to conduct legal reviews of new software features, ensuring compliance by design. • Proactive identification, mitigation, and management of legal and compliance risks to the business. • Provide support and legal guidance to ensure Tebra’s compliance with applicable laws, regulatory requirements and Tebra’s policies and procedures. • Oversee response to (i) customer-related subpoena requests from government entities and (ii) customer and patient requests for personal and health information. • Manage customer and vendor escalations and disputes to resolution.

• Design, build, and maintain Workato recipes, connectors, and orchestrations for Salesforce, NetSuite, Slack, and Snowflake. • Implement error handling, observability, and reusable design patterns to ensure reliability and scalability. • Architect multi-agent systems: tool selection, planning loops, state management, human-in-the-loop Checkpoints. • Partner with stakeholders to design corporate systems (Salesforce, NetSuite, Snowflake, Slack, etc) as agent-callable tools, not just data sources. • Build guardrails, fallbacks and error recovery for non-deterministic workflows. • Develop and automate ELT/ETL processes to support both BI Analytics and AI retrieval across similar datasets with different access patterns. • Build evaluation into every pipeline to ensure high quality results considering precision, answer faithfulness, latency and cost. • Own retrieval end-to-end including ingestion, chunking strategy, embeddings, vector storage and reranking as one connected system. • Implement data enrichment, quality checks, and architectural safeguards to maintain trusted datasets. • Production observability: prompt/response tracing, cost monitoring, eval dashboards. • Document agent behavior, decision logic and failure modes. • A/B testing agent versions, model comparisons. • Write modular, reusable scripts in Python, Ruby, SQL, or JavaScript to support integration, data transformation, and automation tasks. • Apply data governance practices for lineage, security, and retention. • Maintain technical documentation, diagrams, and version control via GitHub, Confluence, and Jira.