Director of Revenue Operations

Ready to make a real impact on global health and wellness care? Practice Better is an all-in-one platform helping health and wellness practitioners run their businesses, care for their clients, and scale their impact. Founded by practitioners in 2016, we’re now the leading EHR and practice management platform in the wellness industry, trusted by tens of thousands of practitioners across 70+ countries. In 2023, we expanded our whole-practice care offering through the acquisition of That Clean Life, bringing nutrition planning into our platform. We’re a remote-first team headquartered in Toronto, made up of curious, driven, and empathetic people building tools that help practitioners create sustainable, independent practices; and do the most meaningful work of their careers. While most of our work happens remotely, we come together regularly for off-sites and team events to stay connected and build together. Important notice to our applicants and job seekers: We've become aware of fraudulent messages impersonating Practice Better's recruitment team. Please note: Practice Better will never ask for payment, banking details, or personal financial information at any stage of the hiring process All official communication comes from @practicebetter.io email addresses We will never ask you to purchase equipment, software, or gift cards We will never conduct interviews solely via text message or WhatsApp If something feels off, trust your instincts. Verify any suspicious outreach by contacting us directly at [email protected] before taking any action. Thank you for helping us keep our hiring process safe and transparent. Position Summary We are looking for a Director of Revenue Operations to join our growing team. In this role, you will own the systems, data, and processes that power our go-to-market engine, from instrumenting our PLG-to-sales-assist funnel end-to-end in HubSpot to connecting Marketing, Sales-assist, Customer Success, and Payments into a single, insight-driven revenue motion. This role will be reporting directly to the President. The ideal candidate is a structured systems thinker who is equally comfortable synthesizing trends into proactive recommendations for leadership and rolling up their sleeves in our HubSpot-based CRM to clean attribution logic or rationalize a bloated tech stack. Note: Practice Better is a remote-first company with team members across North America. We are currently open to US and Canada based candidates. What You’ll Be Doing Revenue Architecture & Forecasting Contribute to the integrated GTM plan, quota models, and annual growth plans in close partnership with finance leadership. Build and maintain GTM revenue forecasting for Subscription, Payments, and Add-On products, in partnership with finance leadership, tying marketing pipeline and churn drivers to ARR Own and drive improvement in blended revenue forecast accuracy, and produce scenario-based models that synthesize trends into proactive recommendations for leadership on scaling toward 2–3x current ARR Tech Stack & Data Operations Audit the full revenue tech stack (HubSpot, marketing-automation, payments platform, product analytics, BI) and maintain a rolling optimization roadmap Automate lead-to-cash, renewal, and expansion workflows; own data cleanliness, attribution logic, and compensation engines Rationalize GTM tool spend and lead consolidation initiatives that reduce cost without sacrificing capability Funnel & Pipeline Management Map and instrument the PLG → sales-assist → expansion funnel; create common definitions, SLAs, and stage-conversion dashboards Own and drive improvement in PQL scoring models, routing highest-intent signals to SDRs, targeting a PQL → SDR SLA under 5 minutes Own and drive improvement in MQL → SQL and SQL → Closed-Won conversion rates, targeting ≥3 percentage points of improvement annually Insights & Experimentation Partner with Marketing on pricing and packaging tests, with Product on usage-to-revenue insights, and with Payments on take-rate optimization Roll out self-serve dashboards across GTM functions, and own and drive improvement in weekly active usage by GTM leaders (targeting >80%) Define OKRs, reporting cadences, and playbooks so Growth, Marketing, and CX operate from a single source of truth What You Bring 5–8+ years in Revenue Operations roles at SaaS companies currently operating between $30–100M ARR, with experience scaling through this stage. - and experience at companies with 250–300 employees or fewer (We're looking for people in SaaS companies, not consultancies or RevOps agencies). Deep, hands-on mastery of HubSpot as a CRM is a hard requirement for this role, alongside modern GTM stack tools: marketing-automation, product-led analytics, BI, CPQ, and subscription billing. Proven track record of turning noisy data into board-quality forecasts and unlocking double-digit efficiency gains across funnel stages Experience supporting pricing and packaging migrations and new revenue streams (embedded payments, usage-based, or add-ons) Strong communication and collaboration skills, with a bias for clarity and action Analytical, curious, and adaptable - you seek solutions, not perfection Comfortable operating in a fast-moving, remote, growth-stage environment Bonus Points Familiarity with embedded payments, fintech monetization, or take-rate optimization Exposure to running RevOps in a PLG / self-serve-to-paid motion. Prior experience building or managing a small RevOps team or pod Compensation & Pay Transparency At Practice Better, we believe in pay transparency, equity, and fairness. We benchmark compensation against similar-stage, high-growth SaaS companies in both Canada and the United States and review our salary bands regularly to ensure they remain competitive and aligned with market trends. Each role has a defined pay range based on its level