Director of Revenue Operations
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.
Practice Better is a remote-first company with team members across North America. We are currently open to US and Canada based candidates.
About the Role
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.
Responsibilities
- 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.
- 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.
- 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.
- 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.
Requirements
- 5–8+ years in Revenue Operations roles at SaaS companies currently operating between $30–100M ARR, with experience scaling through this stage.
- Experience at SaaS companies with 250–300 employees or fewer (not consultancies or RevOps agencies).
- Deep, hands-on mastery of HubSpot required.
- Experience with 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 — seeks 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.
Pay
Anticipated Salary Range: $155,000 – $170,000 USD per year, or $200,000 – $220,000 CAD per year. This role includes a variable compensation component tied to performance and revenue outcomes, in addition to base salary — total on-target compensation will be discussed during the interview process. Compensation is benchmarked against similar-stage, high-growth SaaS companies in both Canada and the United States, and salary bands are reviewed regularly. Final offers are determined by experience, demonstrated skills, and location. All compensation ranges are reviewed regularly and may evolve over time to reflect changes in the market.
Benefits
- Comprehensive health and dental benefits from day 1.
- Company 401k program with employer-matched contributions.
- Generous paid parental leave.
- $750 annual Health & Wellness Allowance.
- $1,000 annual Learning & Development Allowance.
- $500 annual Home Office Allowance.
- Unlimited vacation, built on trust, clear expectations, and real support for taking time off.
- Sprout Family: personalized support for family-building and fertility journeys.
- Inkblot: confidential, digital mental health support from licensed professionals.
- Company-wide holiday closure in December.
- Regular virtual company-wide events, lunches, and team socials.
- Annual learning stipends.
Our remote-first model gives you autonomy and flexibility, with optional access to our downtown Toronto office for in-person collaboration. We also host regular off-sites and team gatherings across North America.