Director of Revenue Operations

Ready to make a real impact on global health and wellness care?

Practice Better is an all-in-one platform helping health and wellness practitioners run their businesses, care for their clients, and scale their impact. Founded by practitioners in 2016, we’re now the leading EHR and practice management platform in the wellness industry, trusted by tens of thousands of practitioners across 70+ countries.

In 2023, we expanded our whole-practice care offering through the acquisition of That Clean Life, bringing nutrition planning into our platform.

We’re a remote-first team headquartered in Toronto, made up of curious, driven, and empathetic people building tools that help practitioners create sustainable, independent practices; and do the most meaningful work of their careers. While most of our work happens remotely, we come together regularly for off-sites and team events to stay connected and build together.

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Please note:

• Practice Better will never ask for payment, banking details, or personal financial information at any stage of the hiring process
• All official communication comes from @practicebetter.io email addresses
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We are looking for a Director of Revenue Operations to join our growing team.

Practice Better is a product-led growth company. In this role, you will own the systems, data, and processes that power our go-to-market engine: HubSpot and our revenue tech stack, the funnel from self-serve signup through sales-assist to expansion, the sales forecast process, and the deal desk and commission plans that support our sales team. You will be our first dedicated RevOps hire and will report directly to the President.

The ideal candidate is a structured systems thinker who owns HubSpot end to end, brings a clear point of view to leadership, and is equally comfortable rolling up their sleeves to clean attribution logic, design a deal approval process, or rationalize a bloated tech stack. You don’t need to have run a product-led motion before. We care more about how you would learn ours and apply what you know to how we work.

Note: Practice Better is a remote-first company with team members across North America. We are currently open to US and Canada based candidates.

What You’ll Be Doing

CRM & Revenue Systems Ownership

• Own HubSpot as our system of record: data model, properties, lifecycle stages, workflows, permissions, and change control
• Set up a clear process for how changes are requested, prioritized, approved, and documented, and make the final call on what goes into HubSpot
• Partner with the data team, who own warehouse and pipeline implementation: you own the strategy and requirements, and they build

Funnel, Pipeline & GTM Reporting

• Map and instrument the customer funnel from first touch through expansion, including our self-serve to sales-assist motion; create common definitions, handoff rules, and SLAs across Marketing, Sales, and Customer Success
• Own and drive improvement in lead and PQL scoring models, routing highest-intent signals to SDRs, targeting a PQL → SDR SLA under 5 minutes
• Own and drive improvement in MQL → SQL and SQL → Closed-Won conversion rates, targeting ≥3 percentage points of improvement annually
• Define OKRs, reporting cadences, and playbooks so Growth, Marketing, and CX operate from a single source of truth

Forecasting & Finance Partnership

• Own the GTM sales forecast process: pipeline data, stage definitions, and forecast reporting, so leadership can trust what is likely to close
• Track forecast accuracy, find out why forecasts missed, and fix the data or process behind it
• Maintain and deliver an updated sales forecast to Finance on a regular basis (e.g. weekly/monthly)
• Synthesize trends into proactive recommendations for leadership

Deal Desk & Sales Incentives

• Maintain and update the annual commission plan and quotas (starting with the 2027 plan), and contribute to future plans
• Design and administer deal desk governance: discount and pricing approvals, order form and contract standards, and rules for what counts as a closed deal

Tech Stack

• Audit the full revenue tech stack (HubSpot, marketing automation, payments platform, product analytics, BI) and maintain a rolling optimization roadmap
• Own tool selection, renewals, and spend, and lead consolidation initiatives that reduce cost without sacrificing capability

Insights & Experimentation

• Partner with Marketing on pricing and packaging tests, with Product on usage-to-revenue insights, and with Payments on take-rate optimization

What You Bring

• 5–8+ years in RevOps at SaaS companies, ideally under 300 employees, with experience through a scaling phase. We’re looking for people in SaaS companies, not consultancies or RevOps agencies.
• Deep, hands-on mastery of HubSpot as your primary CRM is a hard requirement for this role.
• Experience maintaining sales compensation plans and quotas, and running deal desk or discount and deal approval processes
• Proven track record of turning noisy data into reliable sales forecasts and trusted GTM reporting, and unlocking double-digit efficiency gains across funnel stages
• Working knowledge of modern GTM stack tools (marketing automation, product analytics, BI, CPQ, subscription billing), enough to evaluate them and write clear requirements for the data team. You are not expected to build in BI or the warehouse
• Ability to run RevOps independently and apply what you know to how we work at our stage
• Strong communication and collaboration skills, with a bias for clarity and action
• Analytical, curious, and adaptable: you seek solutions, not perfection
• Comfortable operating in a fast-moving, remote, growth-stage environment

Bonus Points

• Exposure to running RevOps in a PLG / self-serve-to-paid motion
• Familiarity with embedded payments, fintech monetization, or take-rate optimization
• Comfortable partnering on scenario planning
• Prior experience building or managing a small RevOps team or pod

Compensation & Pay Transparency

At Practice Better, we believe in pay transparency, equity, and fairness. We benchmark compensation against similar-stage, high-growth SaaS companies in both Canada and the United States and review our salary bands regularly to ensure they remain competitive and aligned with market trends.

Each role has a defined pay range based on its level, scope, and geographic location. Final offers are determined by several factors, including experience, demonstrated skills, and location, to ensure consistency and equity across our team.

Anticipated Salary Range (Canada): $200,000 – $220,000 CAD / yr or $155,000 – $170,000 USD / yr. This role includes a variable compensation component tied to performance and revenue outcomes, in addition to base salary - total on-target compensation will be discussed during the interview process.

We take a holistic approach to compensation, combining salary, benefits, and flexibility. Our goal is to provide total rewards that support both your professional growth and personal well-being.

The range above reflects our expected compensation for this role, based on current market data. Final offers may vary depending on factors such as location, skills, depth of experience, and relevant certifications. All compensation ranges are reviewed regularly and may evolve over time to reflect changes in the market.

What We Offer

Comprehensive Benefits
We offer a robust benefits package for full-time, permanent employees, including health, dental, and vision coverage from day 1, as well as RRSP matching, generous paid parental leave, and annual learning stipends.

Remote-First, Connected CultureOur remote-first model gives you autonomy and flexibility, with optional access to our downtown Toronto office for in-person collaboration. We also host regular off-sites and team gatherings across North America, because connection, creativity, and shared moments matter.

Wellness and Growth

• Unlimited vacation, built on trust, clear expectations, and real support for taking time off
• Company RRSP program with employer-matched contributions
• Comprehensive health and dental benefits from day 1
• $750 annual Health & Wellness Allowance
• $1,000 annual Learning & Development Allowance to support your growth
• $500 annual Home Office Allowance to set up a productive remote workspace
• Sprout Family: personalized support for family-building and fertility journeys
• Inkblot: confidential, digital mental health support from licensed professionals
• Company-wide holiday closure in December
• Regular virtual company-wide events, lunches, and team socials to stay connected

Thriving at Practice Better

At Practice Better, you are not just an employee. You are part of a mission-driven community dedicated to helping others thrive. You will be trusted with autonomy, encouraged to take ownership, and supported by a team that values curiosity, compassion, and meaningful results.

We believe great culture and great performance go hand in hand. Delivering on our commitments is how we earn the trust of our practitioners and continue to expand our impact. Here, you will find the freedom to experiment, a focus on follow-through, and the opportunity to grow, along with the satisfaction of knowing your work directly improves lives every day.

Our Commitment to Diversity, Equity & Belonging

We know innovation happens when diverse perspectives come together. Practice Better is committed to fostering an inclusive environment where every team member feels valued, supported, and empowered to contribute their best.

If you do not meet every requirement listed above, we still encourage you to apply. Research shows that underrepresented groups often hesitate unless they feel 100% qualified. We are far more interested in your potential, curiosity, and alignment with our values.

We are committed to building a workplace where everyone can do the best work of their careers. We welcome applicants of all backgrounds, experiences, and abilities. Accommodations are available throughout the interview process upon request.

Ready to Apply?

If this sounds like your next step, we would love to hear from you. Join us in shaping the future of health and wellness for practitioners, their clients, and communities worldwide.

Apply Now → https://practicebetter.io/careers

Vacancy Status: This posting is for an existing vacancy

Official Recruitment Notice & AI at Practice Better

All applications are reviewed directly by Practice Better’s internal Talent Acquisition team - no bots, no outsourcing. Legitimate communication from our hiring team will only come from email addresses ending in @practicebetter.io or @greenhouse.io.

Practice Better will never ask for payment, banking details, or personal financial information during the recruitment process. If you receive suspicious communication claiming to represent Practice Better, please contact our team at [email protected] to verify its legitimacy.AI in Recruitment at Practice BetterWe use AI thoughtfully to take some of the repetitive work off our team’s plate: early drafts of job descriptions, first-round interview questions, and help reviewing larger applicant pools. It’s there to make the process smoother and more efficient for everyone.

What AI doesn’t do is make decisions. Every hiring decision is made by real people, using structured and consistent practices designed to reduce bias and ensure fairness.

We’re committed to using AI responsibly and reviewing our approach regularly so it stays aligned with best practices, legal guidance, and the kind of candidate experience we want to deliver.

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