Manager, Revenue OperationsLocation: Miami, FL
Reports to: Director of Sales Operations
Department: GTM Operations
About the RoleThe Manager, Revenue Operations owns the operations behind eMed's top-of-funnel motion end to end - marketing operations, lead lifecycle and routing, campaign-to-pipeline visibility, and channel/partner referral deal operations. Today these motions have no dedicated operational owner; this role builds that home. You will define and govern how a lead moves from first touch to qualified opportunity, ensure partner and referral deals flow through Salesforce reliably and without double-counting, and give GTM leadership trustworthy visibility into what's driving pipeline. This is a builder's seat: the processes, routing rules, and attribution frameworks you establish will become how eMed's funnel runs at scale.
Key Responsibilities1. Strategic Planning & Process Optimization- Own core sales process standards: opportunity hygiene, stage definitions and exit criteria, required fields, and pipeline governance across pods and segments.
- Analyze market data to build equitable sales area responsibilities and recommend new incentive compensation plans that align with company revenue targets.
- Run the operational cadence behind pipeline reviews and forecasting, partnering with the Data & Analytics Analyst on the reporting that powers them.
2. Top-of-Funnel Operations (Build-Out Mandate)- Stand up eMed's top-of-funnel operations end to end: lead capture, enrichment, scoring, routing, SLAs, and conversion to opportunity.
- Partner with Marketing to operationalize campaigns with clean source/attribution data, and build campaign-to-pipeline visibility for GTM leadership.
- Own channel and partner referral operations - from referral intake through Salesforce opportunity creation and attribution - establishing a single source of truth and eliminating double-counting risk in leadership reporting.
3. Policy & Rules of Engagement- Author and maintain the Revenue Operations policy guide - the single documented source for lead ownership, routing logic, rules of engagement, referral attribution, sales crediting, and SLA standards - and keep it current as processes evolve.
- Arbitrate exceptions and ownership disputes against documented policy, and drive adoption of policy changes across the field.
4. Cross-Functional Alignment & Continuous Improvement- Serve as the operational bridge between direct sales pods, BDRs, Marketing, Channel, Sales, and CS - ensuring every team runs a common, documented process.
- Maintain revenue data hygiene standards (duplicates, sources, close dates, amounts) in partnership with the SalesForce team.
- Measure funnel and process health (conversion, velocity, coverage, source mix) and recommend improvements grounded in data.
Qualifications- 5+ years in revenue operations, marketing operations, or sales operations, with direct ownership of lead management and/or channel operations; B2B healthcare, benefits, or digital health experience preferred.
- Deep, hands-on Salesforce fluency: lead/opportunity objects, routing and assignment, campaigns, reports, and dashboards.
- Experience with marketing automation platforms and lead-routing/enrichment tooling.
- Proven ability to build process where none exists - and to drive adoption across sales, marketing, and partner teams.
- Strong analytical skills; comfortable defining funnel metrics and building the reporting to track them.
- Exceptional organization and communication skills; able to translate operational detail for executive audiences.
- Bachelor's degree in Business, Marketing, or a related field (or equivalent experience).
