Workable
Director, Revenue Operations & Analytics
ABOUT KATE FARMS
Kate Farms is a company with heart. Our company was founded on the belief that good nutrition leads to good health, and good health opens the door to endless possibilities. That’s why our mission is to make nutrition the cornerstone of healthcare so people can live their best lives. We are a medical food company that makes complete nutrition formulas for people who have a medical need for liquid nutrition.
Kate Farms works to be the place where a diverse mix of talented individuals want to come, stay, and do their best work. Ensuring a diverse and inclusive workplace where we learn from each other is at the core of Kate Farms’ values. We are an equal-opportunity employer and fully focused on equality; we believe deeply in diversity of race, gender, sexual orientation, religion, ethnicity, national origin, and all the other fascinating characteristics that make us different. We invite you to do the best work of your life with us at Kate Farms.
POSITION OVERVIEW
As Director, Revenue Operations, you will drive scalable growth through operational support, data-driven insights, and cross-functional collaboration. The role will report to the team leader and directly support sales leadership and other senior leaders across the company, working closely with stakeholders to drive business while building systems that scale with our ambitious growth targets. You will work heavily in tools such as Excel, Power BI, and other licensed software tools, managing a workload that includes operational requirements to keep the business moving with ad hoc projects and special assignments to increase efficiency and unlock new revenue.
WHAT YOU WILL DO
Develop and implement revenue operations strategies to optimize revenue growth.
Collaborate with sales and finance teams to analyze revenue performance and identify growth opportunities.
Build and standardize processes and best practices for financial contract management, reporting, and accruals.
Analyze and interpret contract performance and find pricing optimization opportunities to deliver reports for customer business planning, quarterly business reviews, and executive summaries.
Lead the effort to define the business requirements to evolve the maturity of the customer contract sales data to more efficiently administer contracts, report on performance, and use data insights to develop growth strategies.
Build and maintain automated reports and dashboards using Power BI, Excel, and proprietary software.
Supports diverse hiring and related initiatives to meet company goals.
WE ARE LOOKING FOR SOMEONE WHO
Bachelor’s degree in Business, Finance, or related field (MBA preferred).
8+ years of progressive experience in strategy, finance, sales, operations, or revenue leadership is required.
Demonstrated leadership experience, including managing teams and driving complex strategic initiatives.
Proven ability to develop and implement strategies, ideally within:
o Healthcare or adjacent industries
o Management consulting or a comparable strategy role
o Other relevant strategic leadership experience
Strong proficiency in analytical methods and tools, including pricing strategies and models.
Excellent analytical and problem-solving skills with the ability to think strategically, identify opportunities, and deliver measurable results.
Familiarity with healthcare systems, particularly in the nutrition and medical fields, is preferred but not required.
Experience supporting or participating in contract negotiation and management is an added benefit.
Exposure to regulatory requirements related to pricing and contracting are an asset.
Background in pricing optimization initiatives is a plus.
Experience with Salesforce or other CRM platforms is preferred.
Excellent leadership and communication skills.
Dedicated to building high-performing teams while also supporting employees’ career growth in individual ways.
Invites and uses the opinions and perspectives of others.
Strong commitment to company mission and values.
Ability to work independently and collaboratively in a fast-paced, dynamic environment.
Respectfully shares and accepts feedback willingly from all levels of the organization.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by the employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
Effectively handle lifting of various objects weighing up to 12 pounds.
While performing the essential functions of the job, the employee will be required to bend, stoop, kneel, reach, and climb stairs.
Possess the ability to sit at a computer for extended periods of time.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
This position will work in a home/office environment with occasional trips to the corporate office or other meeting locations. Requires 5% travel.
It is Kate Farms policy that any position that requires regular interaction with healthcare professionals require that, if hired, you be vaccinated against COVID-19 unless you need a reasonable accommodation due to sincerely held religious beliefs, medical needs, or other reasons protected by applicable federal, state, and local law.
Compensation for this role is in the form of base salary plus a variable component that together comprise the On-Target-Earnings (OTE).
The typical starting salary range for new hires in this role is listed below. This range represents the lowest to highest salary range we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. Please note that base pay offered may vary depending on factors including your geographic location, job-related knowledge, skills, and experience.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. All job offers are contingent upon successful completion of background verification.
$145,000 - $170,000 USD
For full-time salaried or hourly workers, our total rewards package also include the option to enroll in a company-matched 401k plan, as well as participate in Company-sponsored medical, dental, vision, and basic life insurance plans for the employee and the employee’s eligible dependents. Employees will also receive a generous PTO benefit with a starting accrual of 15 days per year (prorated upon hire and increased by tenure), two weeks of paid “Refresh” leave, 80 hours of paid sick leave annually, and 11 paid holidays throughout the calendar year. Kate Farms offers a range of other benefits offered with an emphasis on employee well-being such as paid disability leave, paid parental / pregnancy leave, Flexible Spending Accounts (FSA), tuition reimbursement, an Employee Assistance Program, and more.
Goleta, CA, USA
$145,000-170,000/year
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