Head of Revenue Operations

Head of Revenue Operations

New York City • Reports to Head of Sales • Full-time • Senior IC with team growth path

ABOUT NOVELLIA

Novellia is the first and only company that lets anyone in the US gain access to nearly a decade of their health data in under 30 seconds, 100% free. Our mission is simple but bold: give people ownership of their health information and use it to change lives.

We are the only patient-powered real-world data platform delivering comprehensive, patient-authorized longitudinal health insights to accelerate biopharma innovation. Unlike traditional RWD providers who deliver fragmented institutional data, we empower patients to access 15+ years of their health records, then transform these complete health journeys into fit-for-purpose datasets for evidence generation, regulatory submissions, and market access. We are growing 5x year over year, have raised close to $30M in funding, and are backed by tier-1 investors including Spark Capital, Khosla Ventures, and Bling Capital.

THE ROLE

Novellia is at an inflection point. We closed our Series A, we have a strong and growing commercial pipeline, and we are operating in one of the most competitive and fast-moving segments of the healthcare data market. Our deals are large, high-stakes, and multi-stakeholder, requiring months of coordination across internal teams and external navigation of procurement, legal, and clinical stakeholders on the pharma side. The opportunity in front of us is real, and over the next 12 to 18 months our primary challenge is building the operational muscle to convert our pipeline efficiently, forecast with confidence, and scale without losing the speed and judgment that got us here.

As our first dedicated Revenue Operations leader, you will build the systems, processes, analytics, and operating cadence that give Novellia's commercial organization the precision and predictability it needs to grow. Today our commercial team includes two senior Account Executives and two SDRs, and we use HubSpot as our CRM with room to mature how we use it. You will own the infrastructure that connects sales, client solutions, growth, and marketing into a single coordinated revenue motion, and you will be the person leadership turns to when they need to understand where we are, where we are headed, and what is getting in the way.

This is a hands-on individual contributor role with direct ownership of GTM operations from day one and an explicit mandate to build and lead the Revenue Operations function as the business scales. You will report to the Head of Sales and serve as a key strategic partner to senior leadership. This role is best suited for someone who is energized by turning vision into reality, equally comfortable in a spreadsheet, a strategy discussion, and a CRM workflow. You are a builder at heart who thrives in ambiguity, creates structure where none exists, and understands how operational excellence drives business outcomes.

WHAT YOU'LL DO

• GTM planning and forecasting: Translate commercial goals into operational plans including territory design, quota setting, pipeline coverage targets, and headcount modeling. Own annual, quarterly, and monthly revenue planning cycles, and build the operating rhythm that gives leadership real-time visibility into bookings, pipeline health, and forecast attainment.

• GTM technology stack: Manage the architecture, administration, and optimization of Novellia's CRM (HubSpot), sales engagement, reporting, and analytics tools. Ensure data quality, system reliability, and strong user adoption across the commercial team.

• Sales process and enablement: Develop and maintain sales playbooks, account prioritization frameworks, stage definitions, and qualification standards that support complex enterprise sales into pharma and biotech. Build onboarding infrastructure that helps new team members ramp quickly.

• Deal operations: Create structure around enterprise contracting, deal reviews, pricing workflows, data licensing arrangements, and revenue tracking. Partner with finance and legal to ensure operational rigor throughout the deal lifecycle.

• Cross-functional revenue operations: Serve as the connective tissue between sales, client solutions, growth, marketing, and finance. Own the lead-to-revenue process, attribution frameworks, and renewal and expansion operations.

• Team building: Define what the Revenue Operations function should become as commercial complexity grows. Hire and develop future team members as the business scales.

WHAT SUCCESS LOOKS LIKE IN YOUR FIRST 12 MONTHS

• HubSpot is clean, consistently used, and trusted as the single source of truth for commercial data across the team.

• Leadership has a reliable weekly forecast they can bring to the board, with pipeline coverage, stage progression, and revenue attainment tracked in real time.

• Sales, client solutions, growth, and marketing are operating off a shared revenue motion with clear handoffs, attribution, and accountability at each stage.

• The commercial team is closing deals faster and with less friction because the right processes, playbooks, and tooling are in place.

• You have assessed what the RevOps function needs to look like at the next stage of growth and have a clear recommendation on team structure and hiring.

WHAT WE'RE LOOKING FOR

• Experience: Minimum of 7 years in Revenue Operations, GTM Operations, Business Operations, or a related analytical leadership role. Experience with enterprise data, analytics, or healthcare technology deals is required.

• Enterprise sales fluency: Deep familiarity with complex, multi-stakeholder biopharma sales cycles involving long deal timelines, executive buyers, custom contracts, and highly consultative sales motions.

• GTM systems expertise: Hands-on experience administering CRM platforms (HubSpot strongly preferred), reporting systems, and workflow automation. Demonstrated use of AI tools to streamline operations, improve reporting, and increase commercial productivity.

• Analytical and strategic thinking: Comfortable building models, analyzing pipeline performance, identifying bottlenecks, and translating data into clear recommendations for senior leadership.

• Cross-functional leadership: Proven ability to align stakeholders across sales, marketing, customer success, finance, and product while creating operational clarity.

• Builder mentality: You thrive in fast-moving environments, embrace ambiguity, and are motivated by creating scalable systems from scratch.

BENEFITS AND PERKS

Equity in Novellia • Medical, dental, and vision coverage • 401(k) • Flexible time off • Wellness stipend • Up to 12 weeks parental leave

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Novellia, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

U.S. Applicants Only