Director of Revenue Operations

The Role

This is an operator’s role. You see the entire revenue engine end-to-end and make it run cleaner, smarter, and more predictable every month. You sit at the intersection of Customer Success, Sales, Marketing, Finance, and Partnerships—owning the systems, data, and insights that turn activity into revenue.

You’ll set the operating rhythm for how we measure, forecast, collect, and expand revenue. You build the tools leaders use to steer the business, tighten the pipes between teams, and surface where growth is really coming from—and where it’s leaking.

• Partner closely with Customer Success to deeply understand customer onboarding, ordering behavior, and ongoing usage.

• Identify whitespace and expansion opportunities through ordering patterns, product mix, and cohort analysis.

• Build and track CS-driven revenue KPIs: usage depth, reorder velocity, wallet share, churn risk, and expansion signals.

• Design reporting and deep-dive analyses that help CS teams influence behavior and drive more value from existing customers.

• Support Sales and Marketing with clean, trustworthy revenue data across Hub Spot, Gong, and finance systems.

• Enable business development efforts with visibility into what’s working, what’s stalling, and why.

• Own the connective tissue between finance tools and marketing and sales tools, Hub Spot, Gong, Asana, etc., this is a cross-functional role.

• Manage and improve VITL’s interfaces with all applicable platforms—billing metadata, invoicing flows, reconciliation, all of it.

• Tighten the full revenue collection process so finance isn’t chasing ghosts at month-end.

• Build processes that allows us to receive and exchange payments smoothly with partners across the entire ecosystem.

• Create tools that enhance and expand revenue opportunities with a variety of partners across our ecosystem.

• Calculate and verify what VITL owes partners each period—backed by data that can survive an audit.

• Build and present clean, supportable statements to partners and keep the money moving both ways without friction.

• Build the systems and processes that make partner revenue recognition predictable.

• Diving into our clinic and pharmacy operations to understand our data and set up systems to pull, analyze and inform recommendations on how to improve internal and customer operations and results.

• Spot patterns in customer cohorts and product usage that change behavior.

• Build dashboards that track what matters—customer health, product performance, revenue behavior.

• Ongoing evaluation of clinic behavior, looking for opportunities to enhance service offerings, garnering more wallet share for VITL and deepening the value proposition of VITL to our clinics – making us more sticky.

• Ongoing evaluation of pharmacy behavior (including ordering patterns, product mix etc.) to enhance revenue impact for both VITL and our partners.

• Build systems that assist in the validation what VITL pays pharmacies and flag anything that doesn’t line up.

• Check pharmacy costs against actuals, expected rates, and order patterns.

• 6‑9+ years in revenue operations, B/A, or a similar cross-functional operator role.

• Strong command of data tools: advanced spreadsheets, dashboarding (Looker Studio, Tableau, Retool, or similar).

• Hands‑on experience with Stripe (billing, metadata, invoicing, reconciliation) or a comparable subscription/revenue platform.

• Comfortable working inside CRM/marketing systems like Hub Spot, including workflows, automation, and reporting.

• Ability to validate financial data—revenue, payouts, costs—with precision and a healthy level of paranoia.

• Experience with pharmacy, healthcare, or partner-driven revenue environments

• Airtable experience

• Stripe billing experience

The base salary range for this role is competitive and will be determined based on the candidate’s relevant skills, experience, and geographic location. In addition to base pay, total compensation may include performance-based incentives, benefits and company options.