Role Description The Senior Director of Revenue Operations is responsible for building the operating system that powers Actionstep’s GTM engine across Sales and Marketing, and for putting AI to work in how that engine runs day to day. The role owns the full revenue lifecycle — from lead routing and outbound motion through renewal and expansion — and is the strategic partner to the CRO, Sales, Marketing, Customer Success, Sales Enablement, and Finance orgs. This is not a maintenance role, but it is also not a blank-canvas build: you will inherit a working stack and one analyst, and your job is to take the GTM engine from functional to exceptional. What You Will Be Doing - Optimize the GTM Operating System - Own the Salesforce architecture as the source of truth for the GTM engine. Ensure account, contact, opportunity, and product data are clean, structured, and AI-ready. - Own lead management end-to-end: lead routing, qualification gates, hand-offs across SDR / AE / partner motions, and the SFDC plumbing that supports each stage. - Build account and prospect scoring models that improve targeting and prioritization. Lead ICP definition inside Salesforce, in partnership with Marketing. - Own data enrichment, attribution, and the integrations that connect Marketing automation, intent signals, and the rest of the GTM tech stack into Salesforce. - Govern the GTM tech stack (Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and adjacent tools). Drive adoption, ROI, and continuous improvement. - Identify and remove process bottlenecks. Build a scalable foundation that enables growth without proportional increases in headcount or operational complexity. - Partner with the in-flight Q2C redesign engagement on order form, cross-sell amendment workflow, and Salesforce-to-NetSuite integration improvements. - Drive AI-Enabled Revenue Execution - Lead the build-out of AI-enabled GTM capability across the customer acquisition process: prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision support. - Embed AI into the daily workflows of Account Executives and SDRs via Outreach, Agentforce, Claude, and new tools as they arrive. Drive measurable improvements in ramp time, attainment, win rates, and bookings per rep. - Build automated research and enrichment workflows that reduce manual prospecting effort while increasing personalization quality across outbound campaigns. - Integrate AI-driven insights into the sales process to strengthen messaging, qualification, and opportunity strategy, with appropriate human review and control. - Sales Planning, Forecasting, and Analytics - Coordinate sales forecasting, planning, budgeting, and quota-setting processes. Ensure targets are realistic, fair, and aligned with company strategy. - Lead territory modeling, quota design, and capacity planning using data-backed scenario analysis. - Build and maintain dashboards for both executive and operational audiences — covering ARR growth, pipeline health, territory performance, forecast accuracy, and retention for leadership and the board, and pipeline movement, attainment, deal age, win rates, source, size, and cross-sell vs. standalone for sales leadership. - Partner with Finance and HR on sales compensation plan design and administration; drive desired behaviors while maintaining fairness and clarity. - Define and track measurable KPIs for the revenue function. - Cross-Functional Partnership - Operate as a trusted strategic partner to all Sales VPs, the CRO, and Marketing leadership across regions. Become the first call for strategic revenue operations questions. - Partner with Marketing on lead management, routing, attribution, and ICP definition. - Partner with Customer Success on retention and expansion data, process, and tooling to drive NRR. Ensure the post-sale side of the engine is as well-built as the new-business side. - Partner with Sales Enablement on enablement program design and rollout, AE onboarding, and tool adoption. - Partner with Finance and Accounting on forecasting, quote-to-cash, and revenue recognition. - Represent Revenue Operations in ELT-level conversations that shape revenue strategy. Lead or co-lead cross-functional revenue initiatives (pricing and packaging, cross-sell amendment build, M&A integration on the GTM side). - People Leadership - Manage and develop the Sales Operations Analyst, delegating tactical Salesforce administration and marketing operations work appropriately. - Set clear expectations, deliver consistent structured coaching and feedback, and define ownership boundaries that free your capacity for strategic work. - Build the function’s bench over time as the company scales. - Undertaking any other reasonable duties as required Qualifications - 7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company, with at least 3 years in a leadership role managing direct reports. - Demonstrated interest in building AI-enabled selling capability to produce measurable productivity gains. - Deep Salesforce expertise; comfortable architecting and reviewing the platform. - Track record of partnering effectively with senior sales leadership (VPs and CRO-level) as a peer. - Track record of connecting and governing a modern GTM tech stack (Salesforce as source of truth, plus tools such as Outreach, ZoomInfo, 6sense, DocuSign, and proposal tooling) to ensure reliable data flow, intelligent automation, and scalable reporting. - Experience building executive and board-level dashboards. - Experience with territory modeling, quota design, and capacity planning using data-backed scenario analysis. - Strong written and verbal communication, especially when translating between sales, marketing, and finance audiences. - Direct, accountable, and resilient under change. Receives feedback well and defaults to curiosity. Preferred - Vertical SaaS experience (legal tech especially, or other regulated / professional-services verticals). - Experience with ZoomInfo, DealHub, or comparable category tools. - Experience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tooling in a production sales environment. - Experience with NetSuite, Zone Billing, ASC 606 revenue recognition, and Salesforce-to-NetSuite integration via Celigo or comparable middleware. - Experience with Salesforce Revenue Cloud Advance (RCA) or equivalent CPQ tooling. - Experience leading a Salesforce or RevOps redesign engagement with an external partner. - Experience scaling Revenue Operations from approximately $50M to $200M+ revenue. - Experience supporting cross-sell motions in a multi-product environment. Who You Will Work With - Reports To: VP of Finance with a strong partnership / dotted-line relationship to the CRO Benefits - Robust medical, dental, vision offerings - 401K with company match - Flexible working and PTO - Take your birthday off - Frequent team building events - Fantastic training and development opportunities

• Construir, manter e evoluir relatórios e dashboards de performance dos times de pré-vendas, vendas e canais • Acompanhar diariamente indicadores de funil, conversão, produtividade, volume, ciclos de venda e performance por origem e segmento • Realizar análises e reports recorrentes de resultados (semanal e mensal), identificando variações, gargalos e oportunidades de melhoria • Apoiar diretamente a liderança comercial na leitura de dados, diagnósticos e definição de planos de ação • Investigar problemas de performance ao longo do pipeline (ex.: quedas de conversão, gargalos operacionais, desalinhamentos entre etapas) • Atuar em projetos de inteligência comercial, explorando dados históricos, padrões de comportamento e oportunidades de otimização • Garantir qualidade, consistência e confiabilidade dos dados comerciais no CRM e nas bases analíticas • Contribuir com a evolução de processos comerciais sob a ótica de dados e eficiência operacional • Trabalhar de forma integrada com outras frentes de RevOps (Insights, Processos, Tech Stack) em iniciativas estratégicas da área

• Own and maintain HubSpot, ensuring data accuracy and reliability. • Design and optimize workflows, automations, and operational processes. • Manage lifecycle stages and lead management processes. • Build dashboards and reports that support business decisions. • Improve alignment and handoff processes between Marketing and Sales. • Analyze and improve key funnel, pipeline, and conversion metrics. • Provide operational support for marketing initiatives, campaigns, and events.

Director of Revenue Operations Location - Washington, District of Columbia, United States - New York, New York, United States - Austin, Texas, United States Full-time Remote OverviewApplication Description This is a rare opportunity to step into a high-impact leadership role at the ground floor. We are bringing our revenue cycle operations fully in-house and are looking for an entrepreneurial, forward-thinking leader who is energized by building from 0 - 1, driving innovation, and owning results end to end. Release Recovery is seeking someone who thrives in a growth environment and wants their work to have a direct and lasting impact on the organization. The Director of Revenue Operations will lead the transition of Release Recovery’s insurance billing operations fully in-house, building the systems, workflows, infrastructure, and team needed to support a scalable, high-performing revenue cycle operation. This individual will oversee the full lifecycle of billing and reimbursement operations across all programs and service lines, including utilization review, claims management, payer relations, reimbursement optimization, denial management, and compliance oversight. Primary Responsibilities Revenue Cycle Leadership - Build, own, and manage the full lifecycle of insurance billing operations from eligibility verification through final reimbursement. - Develop, implement, and optimize revenue cycle workflows across residential, outpatient, PHP/IOP, and case management services. - Establish internal controls to ensure accurate, compliant, and scalable billing practices. - Monitor and improve key performance indicators including: - Clean claim rate - Days in A/R - Authorization approval rates - Denial trends - Net collection percentages - Reimbursement variance analysis - Identify process inefficiencies and implement automation and technology solutions to improve operational performance. Utilization Review & Authorizations - Oversee authorization strategy and utilization review processes across all levels of care. - Ensure timely and accurate submission of clinical documentation supporting medical necessity and level of care. - Partner closely with clinical leadership to align documentation practices with payer requirements. - Monitor authorization utilization and proactively prevent lapses in coverage. - Train and support UR staff and clinical teams on payer guidelines and documentation standards. Claims Management & Billing Operations - Own the full claims cycle including claim creation, coding accuracy, submission, and reconciliation. - Ensure compliance with CPT, HCPCS, and ICD-10 coding standards specific to behavioral health services. - Validate charge capture and supporting documentation prior to claim submission. - Manage electronic billing systems, clearinghouses, and EMR integrations. - Maintain payer billing rule libraries and submission requirements. Denials, Appeals & Accounts Receivable - Develop and execute denial prevention and appeal strategies. - Lead reimbursement renegotiation efforts with payers when appropriate. - Oversee all insurance appeals, including both clinical and administrative appeals. - Analyze denial trends and implement corrective action plans. - Supervise A/R follow-up processes to ensure timely claim resolution. - Collaborate with legal, compliance, and clinical leadership on complex escalations and payer disputes. Payer Relations & Contracting Support - Analyze reimbursement rates, fee schedules, and payer contract performance. - Support and participate in payer negotiations through reimbursement analysis, utilization data, and financial modeling. - Identify opportunities for contract optimization and improved reimbursement structures. - Monitor payer policy updates and communicate operational impacts internally. Reporting & Analytics - Build and oversee revenue cycle dashboards and operational reporting. - Provide leadership with insights related to payer mix, reimbursement trends, collections performance, and operational KPIs. - Forecast revenue based on census, payer mix, and authorization utilization. - Conduct root-cause analysis related to revenue leakage and reimbursement delays. Compliance & Regulatory Oversight - Ensure compliance with payer contracts, state licensing requirements, and federal billing regulations. - Maintain adherence to HIPAA, behavioral health billing regulations, and audit readiness standards. - Lead internal billing audits and support external payer audits as needed. - Maintain accurate documentation and audit trails for billing and authorization activities. Requirements - Proven experience in healthcare revenue cycle management, preferably within behavioral health, substance use treatment, or a related healthcare setting. - Strong background in insurance billing, utilization review, claims management, and denial resolution. - Experience building, scaling, or transitioning billing operations in-house. - Entrepreneurial mindset with the ability to develop and execute solutions in a fast-paced, growth-oriented environment. - Demonstrated leadership experience with the ability to build, train, and develop high-performing teams. - Deep understanding of CPT, HCPCS, and ICD-10 coding, payer guidelines, and behavioral health billing requirements. - Proficiency with EMR/EHR platforms, clearinghouses, and revenue cycle technologies. Experience with Kipu, CollabMD, and QuickBooks strongly preferred. - Strong analytical and operational problem-solving skills with the ability to turn data into actionable strategy. - Working knowledge of HIPAA, OASAS, and federal healthcare billing compliance requirements. Benefits Joining our team means being part of a mission-driven organization redefining how the world views and treats substance use and mental health. At Release, recovery is about growth, connection, and long-term transformation. When you join our team, you will: - Work alongside respected thought leaders in the recovery space - Make a direct, meaningful impact on individuals and families - Receive compensation commensurate with experience (salary range: $125,000 - 165,000) - Be eligible for health, dental, and vision benefits (full-time employees) We believe recovery is a journey, not a destination, and we’re committed to shaping that journey with intention, care, and innovation.