Arcadia

Provides data platform for energy decarbonization

Head of Revenue Operations

Sales OperationsConfirmed live in the last 24 hours

Full-timeRemote in USA$185k - $200k /yrRemote

About the Job

Requirements

The candidate must have held this exact role, such as Head or Director of Revenue Operations or equivalent, at a company of similar growth stage, and be able to identify what they built and owned.
The candidate must have a track record of operating at growth-stage speed and ambiguity, building infrastructure from scratch; experience exclusively at large, mature organizations without growth-stage exposure is not a fit.
The candidate must have a strong command of SaaS metrics including annual recurring revenue, net dollar retention, gross dollar retention, customer acquisition cost, lifetime value, pipeline coverage, and sales productivity, and understand how they connect to business performance.
The candidate must have proven ability to build and operationalize forecasting models, such as pipeline velocity and annual recurring revenue forecasting, that improve accuracy and predictability.
The candidate must have deep, hands-on experience owning a customer relationship management system such as Salesforce or equivalent and the broader go-to-market technology stack, including configuration, data integrity, and workflow design.
The candidate must have hands-on experience owning pricing strategy, SKU structure, and the quote-to-cash process, ideally at a company that scaled or restructured its pricing model.
The candidate must be comfortable using artificial intelligence tools to build operational leverage by automating reporting, briefings, and workflows rather than relying solely on headcount to scale.
The candidate must have a track record of partnering effectively with Sales, Marketing, Customer Success, Finance, and executive leadership to drive alignment and results.
The candidate must be able to move between strategy and execution, translating insights into action and driving measurable impact.

Responsibilities

Own the revenue operating system by designing and scaling processes, metrics, and infrastructure that drive consistent, predictable business performance.
Partner with Systems Engineering to improve and scale Salesforce end-to-end, including its structure, data hygiene, workflow automation, and adoption across the sales organization.
Evaluate the existing commercial and revenue operations tools and technology, and recommend the optimal artificial-intelligence-native technology stack.
Own the technology stack and roadmap, partnering with Product and Tech to build the artificial-intelligence-native operating system.
Own pricing strategy, SKUs, and the end-to-end quote-to-cash process, ensuring pricing structures and deal execution are clean, consistent, and scalable.
Own the forecasting cadence and develop repeatable forecasting models for pipeline, bookings, and annual recurring revenue that improve accuracy and predictability.
Build an artificial-intelligence-powered operating layer with automated briefings, pipeline intelligence, meeting preparation, and reporting dashboards to give the commercial organization real-time visibility.
Establish and maintain a unified key performance indicator framework, aligning definitions, visibility, and accountability across the funnel.
Coordinate Marketing, Finance, the RFP team, Value Enablement, and Sales Engineering across live opportunities to ensure they are effectively leveraged.
Partner with Sales, Marketing, Customer Success, and Finance leadership to align execution with company goals and financial plans.
Analyze pipeline health, conversion rates, and sales efficiency to identify opportunities and drive improvements.
Design and manage sales compensation and incentive plans that align with business objectives and drive desired behaviors across go-to-market teams.
Build an understanding of Arcadia's go-to-market model, revenue streams, and key SaaS metrics, including annual recurring revenue, net dollar retention, gross dollar retention, pipeline coverage, win rates, and sales cycle.
Assess the current revenue operations infrastructure, customer relationship management configuration, reporting, and forecasting methodologies.
Map the current commercial and revenue operations tools and technology ecosystem and form a recommendation on the optimal artificial-intelligence-native technology stack.
Establish trust across Sales, Marketing, Customer Success, and Finance leadership.
Own the customer relationship management system and forecasting cadence end-to-end, with a unified key performance indicator framework providing visibility into pipeline health, revenue performance, and go-to-market efficiency.
Ship the first version of the artificial-intelligence-powered operating layer, including automated briefings, dashboards, and reporting tools that reduce manual reporting burden for commercial leadership.
Improve forecast accuracy through enhanced pipeline modeling and data-driven insights.
Operate a scalable revenue operating system encompassing process, customer relationship management, forecasting, and artificial intelligence tooling to enable predictable growth and align planning across go-to-market and Finance.
Deliver consistent, high-confidence forecasts and actionable insights that inform executive team decisions.
Improve key performance metrics, including pipeline coverage, conversion rates, sales productivity, and retention, through data-driven optimization.

Desired Qualifications

Eight to twelve or more years of experience across Revenue Operations, Sales Operations, or go-to-market analytics in a software-as-a-service environment.
Experience supporting a high-growth software-as-a-service company through milestones such as post-acquisition integration, scale-up, or mergers and acquisitions.
Familiarity with modern business intelligence, artificial intelligence, and planning tools such as Sigma, Adaptive, the Salesforce ecosystem, and artificial-intelligence-native reporting or agent tools, as well as experience building self-service analytics environments.
Experience designing and optimizing sales compensation plans at scale.

Salary Range: 185000 to 200000 (Currency: USD) (Pay period: per-year-salary)

Arcadia is dedicated to happier, healthier days for all. We believe that there is a better healthcare world — one powered by data. Our platform transforms complex, diverse data into a unified foundation for health, helping organizations deliver better care, boost revenue, and lower costs.

We're a team of fiercely driven individuals committed to making healthcare more sustainable — and we're looking for passionate people to help us get there.

For more information, visit arcadia.io.

Arcadia helps healthcare and life sciences organizations deliver measurable results. We unify fragmented data across the healthcare ecosystem so payers, providers, ACOs, and life sciences companies can make confident decisions grounded in trustworthy intelligence. Our platform supports more than 200 organizations and 40 million attributed lives across value-based care, risk adjustment, population health, and life sciences programs.

Why This Role Is Important to Arcadia

Arcadia's commercial team depends on consistent process, clean pipeline data, and forecasts to help manage and grow the business. As a fast-growing company, we need to scale our infrastructure, systems and operating model to one that aligns to the pace of the growth. This role owns the systems, tools, and cadences that make pipeline reviews, forecasting, and reporting consistent and accurate across the entire commercial team.

Part of the initial mandate is understanding the current ecosystem of tools and technology that support commercial and revenue operations today, and making recommendations on the optimal tech stack for the function going forward — one that is AI native. This person will be the accountable owner of that stack and roadmap, partnering closely with Product and Tech to build the AI-native operating system rather than building it in isolation.

This person will run point on sales operations and the forecasting cadence, and will build the AI-powered operating layer (dashboards, briefings, and workflow tools) that gives the entire commercial organization — not just its leadership — real-time visibility and leverage.

This is role is for someone who is execution oriented. You'll work in the tools yourself — not just direct others to — while also setting the strategy, systems, and rigor that let Sales, Marketing, Customer Success, Legal, and Finance move as one aligned, predictable engine.

What You'll Be Doing

Own the revenue operating system, designing and scaling the processes, metrics, and infrastructure that drive consistent, predictable performance across the business

Partner with Systems Engineering to drive end-to-end improvements and scalability in Salesforce, including structure, data hygiene, workflow automation, and adoption across the sales org

Evaluate the current ecosystem of tools and technology supporting commercial and revenue operations, and make recommendations on the optimal, AI-native tech stack for the function

Serve as the accountable owner of that tech stack and roadmap, partnering closely with Product and Tech to build the AI-native operating system rather than building it in isolation

Own pricing strategy, SKUs, and the end-to-end quote-to-cash process, ensuring pricing structures and deal execution are clean, consistent, and scalable

Own the forecasting cadence and develop robust, repeatable forecasting models (pipeline, bookings, ARR) that improve accuracy and predictability

Build the AI-powered operating layer — automated briefings, pipeline intelligence, meeting prep, and reporting dashboards — that gives the commercial organization real-time visibility

Establish and maintain a unified KPI framework, ensuring alignment on definitions, visibility, and accountability across the funnel

Act as connective tissue across live opportunities, coordinating Marketing, Finance, the RFP team, Value Enablement, and Sales Engineering so they're effectively leveraged

Partner with Sales, Marketing, Customer Success, and Finance leadership to align execution with company goals and financial plans

Analyze pipeline health, conversion rates, and sales efficiency to identify opportunities and drive improvements

Design and manage sales compensation and incentive plans that align with business objectives and drive desired behaviors across GTM teams

What Success Looks Like

In 3 months

Build a deep understanding of Arcadia's GTM model, revenue streams, and key SaaS metrics (ARR, NDR, GDR, pipeline coverage, win rates, sales cycle)

Assess current RevOps infrastructure, CRM configuration, reporting, and forecasting methodologies

Map the current ecosystem of tools and technology supporting commercial and revenue operations, and begin forming a point of view on the optimal, AI-native tech stack

Establish trust across Sales, Marketing, Customer Success, and Finance leadership

In 6 months

Own the CRM and forecasting cadence end-to-end, with a unified KPI framework giving clear visibility into pipeline health, revenue performance, and GTM efficiency

Ship the first version of the AI-powered operating layer (automated briefings, dashboards, and reporting tools) that reduces manual reporting burden for commercial leadership

Improve forecast accuracy through enhanced pipeline modeling and data-driven insights

In 12 months

Operate a scalable revenue operating system — process, CRM, forecasting, and AI tooling — that enables predictable growth and aligns planning across GTM and Finance

Deliver consistent, high-confidence forecasts and actionable insights that directly inform the executive team's decisions

Improve key performance metrics (e.g., pipeline coverage, conversion rates, sales productivity, retention) through data-driven optimizatio

What You'll Bring

The Role, Done Before

You have held this exact role — Head/Director of Revenue Operations or equivalent — at a company of similar growth stage, and can point to what you built and owned.

Growth-Stage Fluency

Track record of operating at growth-stage speed and ambiguity — scrappy, resourceful, and comfortable building infrastructure from scratch rather than administering something already built. Candidates whose experience is exclusively at large, mature organizations without growth-stage exposure are not a fit for this seat.

Deep SaaS Metrics Expertise

Strong command of key SaaS metrics including ARR, NDR, GDR, CAC, LTV, pipeline coverage, and sales productivity, and how they connect to business performance.

Forecasting & Modeling Rigor

Proven ability to build and operationalize forecasting models (e.g., pipeline velocity, ARR forecasting) that improve accuracy and predictability.

CRM & Systems Ownership

Deep, hands-on experience owning a CRM (Salesforce or equivalent) and the broader GTM tech stack — configuration, data integrity, and workflow design, not just consumption of dashboards.

Pricing & Quote-to-Cash Experience

Hands-on experience owning pricing strategy, SKU structure, and the quote-to-cash process, ideally in a company that scaled or restructured its pricing model.

AI-Forward

Comfortable using AI tools to build operational leverage — automating reporting, briefings, and workflows rather than relying solely on headcount to scale.

Cross-Functional Leadership

Track record of partnering effectively with Sales, Marketing, Customer Success, Finance, and executive leadership to drive alignment and results.

Operator Mindset

Ability to move between strategy and execution, translating insights into action and driving measurable impact.

Would Love for You to Have

8–12+ years of experience across Revenue Operations, Sales Operations, or GTM analytics in a SaaS environment

Experience supporting a high-growth SaaS company through key milestones (e.g., post-acquisition integration, scale-up, or M&A)

Familiarity with modern BI, AI, and planning tools (e.g., Sigma, Adaptive, Salesforce ecosystem, AI-native reporting/agent tools) and building self-service analytics environments

Experience designing and optimizing sales compensation plans at scale

What You'll Get

The mandate to build a consistent, predictable commercial engine — including its AI-powered tooling — rather than inherit and maintain one
A growth path from individual contributor to leading the people and functions that support sales operations as Arcadia scales
A mission-driven culture where your work supports better healthcare outcomes
Competitive compensation and strong benefits, including Flexible Time Off
A collaborative, data-driven environment focused on impact, ownership, and continuous improvement

About Arcadia

Arcadia.io helps innovative providers and payers across the country transform healthcare to reduce cost while improving patient health. We do this by aggregating large amounts of disparate data, applying algorithms to identify opportunities to provide better patient care, and making those opportunities actionable by physicians at the point of care in near-real time. We are passionate about helping our customers drive meaningful outcomes. We are growing fast and have emerged as a market leader in the highly competitive population health management software market and have been recognized by industry analysts KLAS, IDC, Forrester, and Chilmark for our leadership. For a better sense of our brand and products, please explore our website.

Protect Yourself

If you have concerns about the authenticity of a job offer or recruitment-related communication claiming to be from Arcadia, we encourage you to verify by contacting us directly at (781) 202-3600 and select option 3. For more information, visit our website.

This position is responsible for following all Security policies and procedures in order to protect all PHI under Arcadia's custodianship as well as Arcadia Intellectual Properties. For any security-specific roles, the responsibilities would be further defined by the hiring manager.

About the Company

Arcadia

Provides data platform for energy decarbonization

Arcadia provides a data-and-tools platform called the Arc platform, which gives access to global utility data, analytics, and optimization features to help businesses and developers create energy products and climate solutions. It began with community solar to democratize solar energy and now supports electrification, decarbonization, and energy efficiency for a wide range of clients. The Arc platform is offered on a subscription basis, giving customers access to data, analytics, and optimization tools to identify energy savings, optimize consumption, and understand energy costs. It differentiates itself by offering an integrated, multi-utility platform that powers a broad set of energy products rather than just hardware or one-off services, with the goal of reducing carbon footprints and advancing a zero-carbon future.

Company size: 1,001-5,000
Company stage: Late Stage VC
Total funding: $596.5M
Headquarters: Washington DC, District of Columbia
Founded: 2002

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