Director, Revenue Strategy & Operations

Function Health is seeking a Director of Revenue Strategy & Operations to spearhead the strategic design and operational execution of its B2B business, transitioning from a DTC model to a scalable hybrid Go-To-Market organization. This role involves defining market strategy, optimizing sales motions, and driving growth. The ideal candidate will excel in data analysis, operations, systems management, and strategic planning, overseeing forecasting, reporting, sales enablement, and GTM systems. It's a highly cross-functional position, collaborating with sales, product, marketing, operations, finance, and leadership to enhance efficiency, generate insights, and accelerate growth in a fast-paced, high-growth environment.

Must Have

• Develop B2B growth strategic roadmap, including customer profiles and sales motions.
• Lead annual/quarterly planning for forecasts, headcount, commissions, quotas, territories.
• Synthesize performance insights into strategic recommendations for cross-functional teams.
• Run weekly pipeline, reporting, and forecasting meetings.
• Partner with Sales leadership to implement growth acceleration action plans.
• Act as primary partner for Deal Desk on complex deals and non-standard terms.
• Design and optimize scalable sales processes for efficiency and deal velocity.
• Lead sales enablement programs and training.
• Administer and be SME for GTM tools like Salesforce, HubSpot, ZoomInfo, Salesloft.
• Ensure data integrity, governance, and automation across all systems.
• 5-7+ years in Sales Strategy, Sales BizOps, or Commercial Operations leadership.
• Expertise in strategic planning, market segmentation, and sales channel design.
• Strong analytical, problem-solving, and financial modeling skills.
• Hands-on experience with CRM (Salesforce) and GTM systems.
• Commercial acumen in pricing models and discount approval frameworks.
• Ability to build cross-functional relationships and communicate with executives.
• Startup mentality: independent, fast-paced, focused on automation and efficiency.

Good to Have

• Consumer Healthcare experience to understand the health ecosystem, benefits plans, HSA / FSA requirements.
• Dual GTM motion experience – navigating a dual Direct to Consumer (DTC) / Sales B2B hybrid environment.

Perks & Benefits

• Competitive salary and benefits package
• Flexible working hours
• Dynamic work environment where creativity and innovation are encouraged

Company Overview:

Function was founded with a singular focus: empower you to live 100 healthy years. We’re doing that by using the best available technology to make sure people don't suffer or die a preventable death. Function has been recognized as one of Fast Company’s Most Innovative Companies of 2024, and is venture-backed by Andreessen Horowitz (a16z).

Hundreds of thousands of members have joined Function to take control of their health. We are growing our team and seeking out world-class talent that deeply believes in our mission to positively impact global health, has a relentless bias toward action and a growth mindset. Function fosters a collaborative and dynamic environment, where every day we are building the future.

Role:

We’re seeking a Director of Revenue Strategy & Operations to lead the strategic design and operational execution of our B2B business, as we expand from our Direct-to-Consumer (DTC) roots to a scalable hybrid GTM organization. This leader will be responsible for defining where we play and how we win. Ideal candidates are able to seamlessly move between data, operations, systems, and strategy. Responsibilities will span across strategic planning and forecasting/reporting to sales enablement and GTM systems. This is a highly cross-functional role — bridging our sales team with product, marketing, operations, finance and leadership to drive efficiency, insights, and growth.

This role is best suited for those energized by fast-paced environments, excited to build in a high-growth setting, and deeply motivated by our mission at Function. If you're looking for meaningful challenges, dynamic work, and the opportunity to make a real impact—we’d love to meet you.

Key Responsibilities:

Sales Strategy & Growth Planning

• Develop the strategic roadmap for B2B growth: defining target customer profiles, sales motions, and channel priorities in partnership with leadership.
• Lead annual and quarterly planning for setting forecasts, headcount plans, commission structures, quotas, territories.
• Serve as the connective tissue between B2B and cross-functional teams (primarily leadership, Product and Marketing), synthesizing performance insights into clear strategic recommendations and ensuring dependencies are addressed to enable us to win.
• Partner with Post-Sales teams and Operations to identify non-scalable solutions.

Operating Rhythm / “Run the Business”

• Run weekly pipeline, reporting and forecasting meetings to measure progress vs goals.
• Partner with Sales leadership to create and implement action plans to accelerate growth.
• Serve as the primary partner across Sales leadership, Finance and Legal around Deal Desk for complex deals, non-standard terms and the discount approval matrix.
• Manage the cadence to ensure Product, Marketing and Sales are operating in lock-step with each other.
• Design, implement, and continuously optimize scalable sales processes to improve efficiency and deal velocity.

Enablement, Training and GTM Systems

• Lead enablement programs, including sales training, kickoffs, and quarterly business reviews.
• Serve as the primary administrator and subject matter expert for GTM tools & systems, such as Salesforce, HubSpot, ZoomInfo, Salesloft, and Cloudingo.
• Ensure the Sales team has access to the right assets, content, and tools.
• Ensure data integrity, governance, and automation across all systems.

Qualifications/Skills:

• 5-7+ years of experience in a Sales Strategy, Sales BizOps, or Commercial Operations leadership role.
• Proven expertise in strategic planning, including market segmentation, sales channel design, and setting clear, measurable goals.
• Exceptional problem-solving, analytical and financial modeling skills, with a record of building forecast models.
• Hands-on experience with CRM systems (Salesforce preferred) and other GTM tools, focused on data integrity and process automation.
• Deep commercial acumen with demonstrable experience designing pricing models and discount approval frameworks and partnering with Deal Desk functions.
• Excellent ability to build strong cross-functional relationships and communicate complex strategic topics to executive stakeholders.
• Start-up mentality: Comfortable operating independently in a fast-paced, high-growth environment and building scalable processes with an eye toward automation and efficiency.

Nice-to-Have Skills and Experiences:

While the core competencies are essential, the following qualifications will distinguish exceptional candidates:

• Consumer Healthcare experience to understand the health ecosystem, benefits plans, HSA / FSA requirements, etc.
• Dual GTM motion experience – navigating a dual Direct to Consumer (DTC) / Sales B2B hybrid environment.

To be a strong fit, you embody our Core Values:

• Ruthless Prioritization:
• We don’t let perfect get in the way of progress.
• We move quickly to drive value, not perfection.
• We prioritize what drives impact.
• We never compromise on standards of excellence.
• Member-First, Always:
• We design and deliver like we’re caring for someone we love.
• We create clear, actionable, human experiences.
• We prioritize responsiveness, peace of mind, and outcomes.
• We empower members with truth, clarity, and care.
• One Team, Moving Fast:
• We are aligned in purpose, prioritization, and speed.
• We gather diverse perspectives to make informed decisions.
• We clear paths for each other and move fast together.
• We communicate clearly and respectfully, rallying around shared goals.
• Radical Ownership, Relentless Execution:
• We don’t just ship—we own outcomes and drive results.
• We act with urgency and precision.
• We anticipate, initiate, and follow through.
• We meet challenges with grit and pragmatism.
• We embrace new tech to deliver better outcomes.
• Mission Over Ego:
• We are ruthlessly aligned to our mission—and leave ego at the door.
• We disagree and commit.
• We don't tolerate politics or withholding information.
• We operate with honesty, transparency, and respect.
• Sustained Integrity in Every Detail:
• We earn trust by obsessing over accuracy, quality, and clarity in everything we do.
• We prioritize clinical precision—data must be right.
• We sweat the details because outcomes depend on them.

Why You'll Love Working With Us:

We value our team at Function and offer a competitive salary and benefits package, flexible working hours, and a dynamic work environment where creativity and innovation are encouraged. If you are a highly motivated and experienced individual who is passionate about using technology to improve people’s lives, we would love to hear from you.

At Function, we celebrate diversity and are committed to building an inclusive and equitable workforce. We are proud to be an equal opportunity employer and do not discriminate based on race, color, religion, sex (including gender identity and sexual orientation), national origin, age, disability, veteran status, marital status, ancestry, or any other characteristic protected by applicable law.

Join the Function Health team and become a part of our mission to revolutionize healthcare. Work with us to make a difference in the lives of thousands, ensuring a healthier future for all. Discover more about us and how we're changing the face of healthcare at Function Health.