Director of Revenue Operations - Practice Better

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, Practice Better is the leading EHR and practice management platform in the wellness industry, trusted by tens of thousands of practitioners across 70+ countries.

We are looking for a Director of Revenue Operations to join our growing team. As a product-led growth company, you will own the systems, data, and processes that power our go-to-market engine: HubSpot, our revenue tech stack, the customer funnel, sales forecasting, deal desk governance, and commission plans. You will be our first dedicated RevOps hire and will report directly to the President.

What You'll Be Doing

CRM & Revenue Systems Ownership

• Own HubSpot as our system of record: data model, properties, lifecycle stages, workflows, permissions, and change control.
• Set up a clear process for how changes are requested, prioritized, approved, and documented.
• Partner with the data team (who own warehouse and pipeline implementation) on strategic RevOps requirements.

Funnel, Pipeline & GTM Reporting

• Map and instrument the customer funnel from first touch through expansion, including self-serve to sales-assist motions.
• Create common definitions, handoff rules, and SLAs across Marketing, Sales, and Customer Success.
• Own and improve lead and PQL scoring models, targeting a PQL → SDR SLA under 5 minutes.
• Drive annual improvements in MQL → SQL and SQL → Closed-Won conversion rates (target ≥3 percentage points improvement).
• Define OKRs, reporting cadences, and playbooks so Growth, Marketing, and CX operate from a single source of truth.

Forecasting & Finance Partnership

• Own the GTM sales forecast process: pipeline data, stage definitions, and forecast reporting.
• Track forecast accuracy, diagnose misses, and optimize underlying data or processes.
• Maintain and deliver updated sales forecasts to Finance on a regular basis.
• Synthesize trends into proactive recommendations for leadership.

Deal Desk & Sales Incentives

• Maintain and update annual commission plans and quotas, contributing to future incentive structures.
• Design and administer deal desk governance: discount and pricing approvals, contract standards, and deal closure rules.

Tech Stack & Insights

• Audit the revenue tech stack (HubSpot, marketing automation, payments platform, product analytics, BI) and maintain an optimization roadmap.
• Own tool selection, renewals, spend, and consolidation initiatives to optimize costs.
• Partner with Marketing on pricing/packaging tests, Product on usage-to-revenue insights, and Payments on take-rate optimization.

What You Bring

• 5–8+ years in RevOps at SaaS companies (ideally under 300 employees) with experience through a scaling phase. (SaaS experience required; no consultancies or agencies).
• HubSpot Mastery: Deep, hands-on mastery of HubSpot as your primary CRM is a hard requirement.
• Experience maintaining sales compensation plans, quotas, and deal desk / discount approval processes.
• Proven track record of turning noisy data into reliable sales forecasts, GTM reporting, and efficiency gains across funnel stages.
• Working knowledge of modern GTM stack tools (marketing automation, product analytics, BI, CPQ, subscription billing).
• Ability to run RevOps independently and adapt to growth-stage processes.
• Strong communication skills, analytical mindset, and ability to thrive in a fast-paced remote environment.

Bonus Points

• Exposure to RevOps in a PLG / self-serve-to-paid motion.
• Familiarity with embedded payments, fintech monetization, or take-rate optimization.
• Comfortable partnering on scenario planning.
• Prior experience building or managing a RevOps team or pod.

Compensation & Benefits

• Anticipated Salary Range: $155,000 – $170,000 USD / yr ($200,000 – $220,000 CAD / yr) base salary, plus variable compensation tied to performance and revenue outcomes.
• Benefits: Comprehensive health, dental, and vision coverage starting on day 1.
• Retirement: Company RRSP program with employer matching.
• Time Off: Unlimited vacation policy and company-wide holiday closure in December.
• Allowances:
  • $750/year Health & Wellness Allowance
  • $1,000/year Learning & Development Allowance
  • $500/year Home Office Allowance
• Support & Wellness: Sprout Family (fertility/family-building support) and Inkblot (mental health support).