Director/VP, Revenue Operations and Commercial Systems

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:

We are seeking a commercially focused Revenue Operations leader to bring visibility, structure, and discipline, to eCS’ revenue forecasting, commercial motion, and systems. Reporting to the Chief Financial Officer, this leader will own the systems, data, definitions, reporting, and cadence that drive pipeline visibility, forecast accuracy, and commercial execution across the business, establishing and enforcing common standards across Sales, Finance, Operations, and Product.

The central mandate is to build a high-fidelity, repeatable monitoring and measurement function that can provide visibility into our sales pipeline and funnel, providing the Sales, Finance, and Operations teams with insights that drive decisions supporting attainment of our revenue goals. This role converts our commercial rhythms in a governed, measurable operating model spanning new logo, expansion, and renewal motions across elluminate® licensing, elluminate® services, and Biometrics. This leader will inherit the ongoing Salesforce transformation, complete it, and own the adoption and data discipline that make it useful.

The Chief Business Officer (CBO) 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. The successful candidate will partner closely with the CBO, the CFO and FP&A team, Customer Success, Product, and the Chief Transformation & AI Officer, and will present recurring commercial reporting to the executive leadership team and the Board.

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

Your day to day:

• Own Pipeline Discipline & Forecasting:
  • Define and enforce pipeline stage definitions, entry/exit criteria, forecast categories, and opportunity hygiene standards in Salesforce
  • Own a standardized forecasting methodology – in partnership with Sales – across licensing, services, and Biometrics, and measure forecast accuracy and bias over time
  • Own CARR bookings measurement and pipeline-to-bookings conversion; reconcile Salesforce with Finance actuals and resolve discrepancies at the source
  • Develop and maintain a trusted, repeatable board and executive reporting package in partnership with FP&A
  • Provide visibility across new logo, expansion, and renewal pipeline
• Support a Predictable Commercial Motion:
  • Design and instrument a sales motion that delivers predictable quarterly bookings, especially in the mid-market (reducing reliance on large/Top 30 deals)
  • Supporting ongoing implementation of a mandatory opportunity qualification framework (MEDDPICC) on all deals above a determined ACV threshold
  • Make pipeline stage aging, stage-to-stage conversion, and deal velocity standing metrics available to Sales, Finance, and executive leadership
  • Build rep- and account-level productivity analytics that surface performance gaps and coaching needs
• Establish the Commercial Operating Cadence:
  • Define and lead a weekly forecast call, monthly pipeline inspection, and quarterly business review cycle
  • Establish core commercial KPIs and scorecards trusted by Sales, Finance, and the Board
  • Extend consistent process and cadence discipline across U.S., European, and CRO channel commercial teams
• Own Salesforce & Commercial Systems:
  • Serve as executive business owner of Salesforce and establish it as the enterprise system of record for commercial execution, forecasting, and operational visibility
  • Complete the Salesforce transformation now in flight, shifting the platform from a data repository into a source of insight and accountability
  • Own the commercial systems roadmap, sequencing new capability and integration of commercial technology behind the reporting and forecasting foundation
  • Manage and hold accountable external implementation and consulting partners to achieve the above
• Define Metrics, Data Standards & Governance:
  • Define and govern commercial metric definitions, data standards, forecast categories, and sales stage criteria
  • Drive data quality and adoption across Sales, Finance, Product, Customer Success, and Marketing
  • Reduce manual reporting and spreadsheet reconciliation by moving the source of truth into governed systems
• Partner & Build:
  • Partner with the CFO and FP&A on forecast alignment and revenue-driver analysis, with the CBO on field execution, and with the Chief Transformation & AI Officer on AI applied to commercial workflows
  • Own the revenue operations narrative for executive and Board audiences, with consistent definitions quarter over quarter
  • Build the roadmap for scaling the function as the commercial organization grows

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

Qualifications

• 10+ years in Revenue Operations, Sales Operations, or commercial systems leadership within a B2B recurring-revenue business, with direct responsibility for enterprise forecasting and Salesforce
• Has personally owned an enterprise-wide forecasting process end to end, including methodology, roll-ups, and accuracy measurement
• Exceptional executive communication, and has built and owned board-level and executive commercial reporting
• Track record of repairing a low-adoption or poorly governed Salesforce environment, with a clear before-and-after
• Hands-on Salesforce depth (configuration, automation, reporting) plus experience managing or directing a Salesforce Admin function
• Experience reconciling Salesforce and Sales reporting with Finance actuals
• Experience implementing a formal opportunity qualification framework (MEDDPICC, MEDDIC, or equivalent) and driving genuine field adoption
• Experience in long-cycle, regulated-buyer B2B environments where enterprise deals run 12–18+ months through procurement, security, and compliance review
• Demonstrated ability to change sales management behavior and operating discipline without direct authority
• Bachelor’s degree in business, finance, analytics, or a related field (MBA a plus)

Preferred:

• Life sciences, clinical, or healthcare technology experience, or another regulated industry with validated systems and long procurement cycles
• Private equity or other sponsor-backed environment is a strong plus
• Mixed revenue model experience combining recurring software licensing with project-based professional services
• Channel, CRO, reseller, or other partner-led sales motions, including deal registration and co-sell tracking
• CPQ selection or implementation, and AI-enabled workflow automation applied to commercial processes

AI Use Statement

Employees are expected to appropriately leverage company-approved AI tools to improve productivity and quality while adhering to company policies, protecting confidential information, validating AI-generated content, and exercising sound professional judgment. AI is intended to augment—not replace—professional judgment, critical thinking, accountability, and decision-making. Accountability for all work remains with the employee.

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.