Lead Revenue Operations, GTM

Responsibilities

• Go-To-Market (GTM) Process & Operating Cadence
• Own end-to-end GTM process design from lead through close and expansion
• Define rules of engagement, lead routing, SLAs, and cross functional handoffs
• Support pipeline reviews, forecasting calls, QBRs, territory planning, and annual GTM planning
• Partner with BI/CRM teams (Salesforce, Domo) to translate business requirements into system workflows and reporting
• Revenue Intelligence & Deal Health
• Define leading indicators and deal with health signals by stage, segment, and rep
• Establish stage exit criteria, conversion benchmarks, and pipeline quality standards
• Partner with Sales leadership on playbooks and interventions for deal risk and opportunity
• Analyze win/loss, deal velocity, and pipeline trends; deliver actionable insights to leadership
• Redesign support workflows to improve resolution time, scalability, and rep experience
• Define escalation paths, SLAs, and performance metrics
• Partner cross functionally to eliminate recurring issues at the source
• Sales Tools Ownership
• Own administration and adoption of:
• Sales engagement tools (Groove, Salesloft, or equivalent)
• Revenue forecasting platform (Clari or equivalent)
• Dialer platforms
• Configure workflows, governance, reporting, and performance analysis
• Evaluate, recommend, and onboard new GTM tools
• Ensure clean integration and data integrity with Salesforce and BI systems
• Forecasting, Analytics & Reporting
• Own revenue forecasting process and accuracy
• Define and prioritize GTM dashboards and reporting
• Monitor pipeline coverage, conversion rates, cycle time, rep productivity, and support performance
• Act on financial information that contributes to business profitability
• Build capacity and scenario models for headcount and growth planning
• Business Leadership & Enablement
• Partner with Sales Enablement on training, documentation, and playbooks
• Act as a trusted advisor to Sales and CS leadership
• Identify patterns, streamline revenue workflows and lead teams to map and optimize end-to-end revenue workflows to improve system efficiency and scalability
• Lead cross functional initiatives
• Own preparation of recurring leadership and sales communications (QBRs, pipeline reviews, exec updates)
• Communicate effectively with senior management
• Manage effectively outsourced relationships
• Influence, build relationships, understand organizational complexities and manage conflict
• Travel/Physical Demands
• Travel typically less than 10%. Office environment. No special physical demands required.

Requirements

• Typically, 10 or more years of professional experience in roles such as Operations Leadership
• Typically, a bachelor's degree or global equivalent in related discipline
• Systems thinking and Process Optimization- ability to understand how cross-functional processes connect
• Proven leadership experience in a cross-functional influence role within a matrixed organization
• Strong organizational discipline with exceptional follow-through
• Strong data driven decision-making experience
• Project management and leadership skills
• Outstanding verbal and written communication skills and ability to resolve disputes effectively
• Excellent presentation and public speaking skills
• Excellent independent decision making, analysis and problem-solving skills
• Excellent planning and organizational skills
• Good negotiating skills
• High ownership, operational rigor, and continuous improvement mindset
• Master's degree or global equivalent
• Leadership experience
• PMP certification
• What you get as a Henry Schein One Employee
• A great

Benefits

Additional Information

What is the Henry Schein ONE Way? Simply put, we care for each other. We treat each other with respect, kindness, gratitude, and awe. We welcome different viewpoints and encourage creativity. Henry Schein ONE believes that everyone has something amazing and unique to contribute, and we wouldn't be Global Industry leaders today without all the individual contributions that bring our team together. Our culture strives to provide a place where passion, individuality, autonomy, purpose and diversity succeeds. We strive to let you Schein because when you Schein so do we! If you are still not sold on how great it is to be a Team Schein Member, then perhaps you need to hear about our Henry Schein Cares programs, team engagements, lunches, and extra wellness benefits. Or that our leadership encourages you to maintain a healthy work-life balance. There are so many perks too numerous to list. If you are intrigued, apply now, our Talent Acquisition team is excited to meet you! ***This position is Remote with in the United States*** Job Summary This position owns the architecture, execution, and optimization of end-to-end go-to- market (GTM) processes. Additionally, this position acts as the business process authority across Sales, Marketing, Customer Success, and Finance. Lead revenue tooling, forecasting, analytics, and sales support operations, with a focus on scalability, predictability, and efficiency.

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