Director of Revenue Operations - Practice Better

About 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, we’re 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.

We’re a remote-first team headquartered in Toronto, made up of curious, driven, and empathetic people. While most of our work happens remotely, we come together regularly for off-sites and team events to stay connected.

The Role

We are looking for our first dedicated Director of Revenue Operations to join our growing team. Practice Better is a product-led growth company. In this role, you will own the systems, data, and processes that power our go-to-market engine: HubSpot and our revenue tech stack, the funnel from self-serve signup through sales-assist to expansion, the sales forecast process, and the deal desk and commission plans supporting our sales team. You 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) by defining strategy and requirements.

Funnel, Pipeline & GTM Reporting

• Map and instrument the customer funnel from first touch through expansion, creating common definitions, handoff rules, and SLAs across Marketing, Sales, and Customer Success.
• Drive improvement in lead and PQL scoring models (targeting a PQL → SDR SLA under 5 minutes).
• Drive improvement in MQL → SQL and SQL → Closed-Won conversion rates (targeting ≥3 percentage points of improvement annually).
• Define OKRs, reporting cadences, and playbooks.

Forecasting & Finance Partnership

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

Deal Desk & Sales Incentives

• Maintain and update the annual commission plan and quotas (starting with the 2027 plan).
• Design and administer deal desk governance: discount/pricing approvals, order form and contract standards, and rules for closed deals.

Tech Stack & Insights

• Audit the full revenue tech stack (HubSpot, marketing automation, payments platform, product analytics, BI) and maintain a rolling optimization roadmap.
• Own tool selection, renewals, spend, and consolidation initiatives.
• 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) through a scaling phase.
• Deep, hands-on mastery of HubSpot as your primary CRM.
• Experience maintaining sales compensation plans/quotas and running deal desks or discount approvals.
• Proven track record of turning noisy data into reliable sales forecasts and trusted GTM reporting.
• Working knowledge of modern GTM stack tools (marketing automation, product analytics, BI, CPQ, subscription billing).
• Strong communication skills with a bias for clarity and action.

What We Offer

• Remote-First Culture: Autonomy and flexibility with optional access to our downtown Toronto office and regular North American team gatherings.
• Unlimited Vacation: Built on trust, clear expectations, and real support for taking time off.
• Comprehensive Benefits: Health, dental, and vision coverage from day 1.
• Retirement Savings: Company RRSP program with employer-matched contributions.
• Allowances: $750 annual Health & Wellness Allowance, $1,000 annual Learning & Development Allowance, and $500 annual Home Office Allowance.
• Support & Wellbeing: Sprout Family (fertility and family-building support), Inkblot (digital mental health support), and a company-wide holiday closure in December.