Revenue Operations Manager

Job Description

Job Description

About OpenClinica:

OpenClinica enables organizations to recruit participants and conduct clinical studies through connected solutions that simplify operations and accelerate discovery. Our platform brings together EDC, eConsent, eCOA/ePRO, randomization, analytics, and patient recruitment in a practical solution built for small to mid-size sponsors, CROs, and academic teams. We are building a more repeatable commercial engine across our eClinical and Recruit businesses, with a new lightweight EDC offering also emerging as a growth lever.

About the Role:

The Revenue Operations Manager helps strengthen the systems, reporting, and operating discipline behind our commercial team. This is a hands-on role that works closely with leadership to improve the use of Salesforce and other systems, manages pipeline data, supports forecasting, and helps core commercial processes run smoothly. This role partners directly with the Chief Commercial Officer and works closely with Sales, Customer Success, Marketing, Professional Services, and Finance. The role will focus heavily on practical execution and day-to-day impact including Salesforce administration, pipeline and forecast support, reporting, data hygiene, and process improvement across our eClinical and Recruit motions.

• Location: Fully Remote in the U.S.

• Status: Full-time, Exempt
• Reports to: Chief Commercial Officer

What You Will Do:

• Maintain and improve Salesforce as the core commercial system, including fields, workflows, reporting, dashboards, and data quality

• Support day-to-day pipeline and forecast discipline by monitoring opportunity hygiene, identifying inconsistencies, and helping reps and managers keep data current

• Partner with commercial leadership to improve sales process consistency, including stage usage, next-step tracking, close-date accuracy, and forecast category alignment

• Build and maintain reporting on pipeline, conversion, aging, win/loss, lead flow, and other core commercial metrics

• Support territory assignments, account ownership rules, quota and credit tracking, and compensation administration

• Partner with Sales and Marketing to maintain target account lists, support segmentation and assignment logic, and help ensure account data is accurate and usable for outbound planning and execution

• Support outbound prospecting efforts in partnership with Sales and Marketing, including coordinating data extracts, setting up and launching sequences and campaigns, monitoring results, and helping improve program performance over time through tools, AI, and external partners

• Work with Sales, Customer Success, Marketing, Professional Services, and Finance to improve handoffs, clarify definitions, and reduce process gaps

• Help evaluate, implement, and maintain tools that improve commercial productivity and visibility

• Troubleshoot operational issues, recommend practical improvements, and help ensure changes are adopted and working as intended

• Coordinate with outside Salesforce support when specialized help is needed, while handling a meaningful amount of the hands-on work internally

Qualifications:

Required:

• Bachelor’s degree or equivalent experience

• 5+ years of experience in Revenue Operations, Sales Operations, or a similar commercial operations role in a SaaS or related environment

• Strong hands-on Salesforce experience, including reporting, dashboards, field management, workflow changes, and data hygiene

• Salesforce Administrator certification or equivalent demonstrated hands-on Salesforce administration capability required

• Comfort working in a small, fast-moving company where priorities evolve and some processes are still being built

• Ability to spot process issues, recommend practical improvements, and follow through on implementation

• Strong analytical skills and comfort working with pipeline, forecast, funnel, and performance data

• Attention to detail and a bias toward getting things done

• Good judgment about when something needs a better long-term fix and when a simpler solution will do

• Clear communication skills and the ability to work well with both leadership and front-line teams

Nice To Have:

• Experience within the life-science industry