Director, Commercial Operations (SaaS Platform)

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 position 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 CX engines. The Director will be tasked with optimization of the CRM and entire sales and marketing tech stack to ensure it is set up 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

Key Responsibilities:

Cross-functional Collaboration: 

• 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.

Operational Best Practices:

• 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.

Commercial Growth Optimization:

• 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.

Revenue Analytics and Reporting:

• 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, and 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.

Technology Stack Management:

• 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.

Background and qualifications:

• 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 is a plus.
• Demonstrated experience in developing and implementing scalable processes and systems.
• 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, 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

Benefits

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

Base Salary: $130-170,000 (depending on experience) + annual performance bonus

At CRIO, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.