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