Director of Revenue Operations

eClinical Solutions helps life sciences organizations around the world accelerate clinical development initiatives with expert data services and the elluminate Clinical Data Cloud – the foundation of digital trials. Together, the elluminate platform and digital data services give clients self-service access to all their data from one centralized location plus advanced analytics that help them make smarter, faster business decisions. 

You will make an impact:

Serve as the business owner of Salesforce and the broader commercial systems environment, and establish it as the trusted source for pipeline, opportunity management, and forecast inputs across the company.

• Define consistent commercial metrics, data standards, forecast categories, sales stages, and operating processes.
• Deliver reliable, repeatable reporting for the board, executive leadership, and go-to-market teams.
• Reconcile Salesforce reporting with Finance and other authoritative systems.
• Establish a disciplined forecasting process: cadence, pipeline inspection, opportunity health, accuracy measurement, and accountability.
• Improve Salesforce adoption, data quality, reporting consistency, and management visibility.
• Own the commercial systems roadmap and direct external implementation partners.

The CRO remains accountable for the forecast commitment and sales performance. This role owns the machinery that produces the forecast — the process, systems, data, definitions, reporting, and governance behind it.

Accelerate your skills and career within a fast-growing company while impacting the future of healthcare.

Your day to day:

• Commercial Systems Ownership
  • Serve as executive business owner of Salesforce and the broader commercial systems environment.
  • Define and execute the roadmap for Salesforce and directly related commercial technology.
  • Establish Salesforce as the enterprise system of record for commercial execution, forecasting, and operational visibility.
  • Direct and hold accountable external implementation and consulting partners.
• Metrics, Data & Governance
  • Define and govern commercial metric definitions, data standards, forecast categories, and sales stage criteria.
  • Drive data quality, governance, and adoption across Sales, Product, Finance, and Customer Success.
  • Establish pipeline, opportunity, and data governance standards enforced consistently across the commercial organization.
• Forecasting & Reporting Discipline
  • Design and own a standardized forecasting methodology and operating cadence.
  • Build and maintain a trusted, repeatable board and executive reporting package.
  • Improve pipeline visibility, opportunity health tracking, and sales performance analytics.
  • Reconcile Salesforce reporting with Finance actuals and resolve discrepancies at the source.
  • Partner with Revenue Leadership to continuously improve forecast accuracy and reduce forecast bias.
• Roadmap & Vendor Management
  • Own and prioritize the commercial systems roadmap, sequencing future capabilities against the core reporting and forecasting foundation.
  • Evaluate and manage vendors and implementation partners against defined outcomes, not just delivered features.
• Other duties as assigned

Take the first step towards your dream career. Here is what we are looking for in this role.

Qualifications

• 10–15+ years in Revenue Operations, Sales Operations, or commercial systems leadership, with direct responsibility for enterprise forecasting and Salesforce.
• Has personally owned an enterprise-wide sales forecasting process end to end.
• Has built and owned board-level and executive commercial reporting.
• Track record of repairing a failed, low-adoption, or poorly governed Salesforce environment.
• Experience reconciling Salesforce/Sales reporting with Finance actuals.
• Has established pipeline, opportunity, and data governance standards.
• Experience managing Salesforce architecture and integrations, including oversight of Salesforce administration.
• Demonstrated ability to change sales management behavior and operating discipline without direct authority.
• Experience managing and holding accountable external implementation or consulting partners.
• Exceptional executive communication skills, with the ability to lead through influence across Sales, Finance, Customer Success, Marketing, and Product.

Preferred:

• Experience selecting or implementing CPQ platforms.
• Experience with AI-enabled workflow automation applied to commercial processes.
• Background in commercial or revenue operations within B2B SaaS, healthcare technology, or clinical/life sciences technology.
• Experience supporting executive steering committees or board-level reporting.

Accelerate your skills and career within a fast-growing company while impacting the future of healthcare. We have shared our story, now we look forward to learning yours! 

eClinical is a winner of the 2025 Top Workplaces USA Award for Remote Work! We have also received numerous Top Workplaces Culture Excellence Awards celebrating our exceptional company vision, values, and work-life balance. See all the details here: https://topworkplaces.com/company/eclinical-solutions/ 

eClinical Solutions is a people first organization. Our inclusive culture values the contribution that diversity brings to our business. We celebrate individual experiences that connect us and that inspire innovation in our community. Our team seeks out opportunities to learn, grow and continuously improve. Bring your authentic self, you are welcome here! 

We are proud to be an equal opportunity employer that values diversity. Our management team is committed to the principle that employment decisions are based on qualifications, merit, culture fit and business need. 

Pay Range 

US Pay Ranges

$180,000 - $220,000 USD