Director, Commercial Operations - SaaS Platform

October 4

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CRIO

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Clinical Trial Research Studies • Data Management • Electronic Data Capture (EDC) • eSource • CTMS

51 - 200

💰 $9M Series B on 2022-01

Description

• Company Overview: • CRIO is a health tech company helping pharma, biotech, research sites, and academic research centers streamline regulatory workflows with one system that enables a single point of data capture. • As the leader in eSource technology, CRIO enables remote monitoring and immediate data review with a powerfully integrated eSource/EDC solution. • The system delivers a single point of data capture, eliminating the need to re-enter data into EDC. • At CRIO, our mission is to design and deliver a modern, intuitive and integrated software platform that reimagines clinical trials for quality, speed, and patient-centricity. • Position Overview: • The Director, Commercial Operations plays a crucial role in the overall success of CRIO’s ongoing commercial growth and expansion. • It is the responsibility of the Director, Commercial Operations to lead cross-functional initiatives, leverage tools and data-driven insights to inform strategic decisions and maximize revenue potential. • This role will build and maintain scalable sales, marketing, and CS engines. • The Director will be tasked with optimization of the CRM and entire sales and marketing tech stack to ensure it is setup to execute a data-driven strategy and effective commercial growth processes. • The Director will also play a key role in supporting CRIO’s overall growth efforts and work cross-functionally to assist on important projects, and provide insights that allow management to make strategic decisions within the commercial organization.

Requirements

• Work closely with Sales, Marketing, Customer Success, and Finance teams to align processes, systems, and goals for maximum efficiency and effectiveness. • Foster a collaborative culture that encourages open communication and knowledge sharing across departments. • Organize sales and marketing tools to ensure the team is set up for success through lead to revenue best practices • Enable proper tracking through the entire lead to revenue process and create data transparency across the commercial organization as well as other departments/functions at CRIO. • Foster strong collaboration between Sales, Marketing, and Customer Success teams to enhance lead generation, conversion rates, new customer acquisition, and existing client retention and upsell opportunities. • Optimize sales and marketing processes to maximize the effectiveness of campaigns and initiatives. • Work closely with Customer Success teams to ensure customer satisfaction, • Implement data-driven strategies to enhance customer onboarding, engagement, and long-term value. • Monitor key performance indicators (KPIs) to measure the effectiveness of revenue-generating functions. • Track, analyze and create monthly executive reporting data to include the following metrics: pipeline growth, quota attainments, win/loss rate, sales team performance • Own end-to-end process of tracking operational metrics from lead creation to revenue recognition • Provide regular, data-driven insights to inform decision-making and drive continuous improvement. • Prepare and maintain monthly and quarterly reports for operating reviews and Board meetings. • Oversee Salesforce, LinkedIn Sales Navigator, Hubspot and other designated commercial tools to provide best practices and implement changes to create efficiency in both Sales and Marketing. • Ensure seamless integration between systems in the commercial tech stack to create a unified view of the customer journey. • Evaluate alternative and new technology tools to ensure the most effective tech stack is being leveraged to drive continued commercial growth and expansion. • Proven track record of success in commercial/sales operations leadership roles with SaaS companies, preferably in the medical or life sciences industry. Experience in the clinical trials space a plus. • Demonstrated experience in developing and implementing scalable processes and systems. • Experience leading operations for both marketing and sales teams. • Excellent analytical and problem-solving skills with a data-driven mindset. • Exceptional communication skills, both written and verbal. • Expert knowledge of Salesforce configuration and administration required. Experience with Hubspot, LinkedIn Sales Navigator, and Netsuite a plus. • Bachelor's degree in Business, Marketing, or a related field; MBA is a plus. • Minimum of 5-7 years of relevant experience in commercial/sales operations or a related field. • Proven success in driving revenue growth for an early stage SaaS company, preferably in the Life Sciences sector.

Benefits

• Work from anywhere • Unlimited PTO • 401k company match • Healthcare • Dental • Vision • Life insurance • Professional development