Note: The job is a remote job and is open to candidates in USA. Reflect Health is a health benefits administration company serving employers, TPAs, health systems, and benefit consultants. The Director, Revenue Operations will lead the systems, data, and processes powering the revenue engine, with ownership of HubSpot, quoting and pricing, pipeline reporting, marketing operations, workflow automation, data governance, and cross-functional revenue infrastructure.
Responsibilities
- HubSpot Platform Ownership: Certified HubSpot administrator across Sales, Marketing, and Service Hubs; audit existing configuration (pipeline stages, dashboards, Pricebook) and build a scalable system of record
- Quoting & Pricebook Integration: Own and extend quoting/pricebook through Quotivity, building on Pricebook to support multiple revenue types (PEPM, PMPM, savings-based, hybrid) and bundled TPA solutions
- Book of Business & Client Health: Load and integrate inforce book-of-business data from internal and partner sources into HubSpot to establish whitespace analysis and client health scoring for growth and retention
- Pipeline Reporting: Standardize reporting across multiple pipelines (new business, renewals/expansion, partner-sourced), including quote-to-close ratios, win/loss insights, and executive dashboards
- Partner & Expansion Pipeline Visibility: Build dedicated partner-sourced pipelines segmented by relationship type (broker, consultant, TPA, program manager, captive) and an expansion group pipeline with workload/capacity visibility
- Intake & Lifecycle Workflow Design: Design structured HubSpot intake forms to replace email-based requests; build HubSpot-to-Jira connectivity for implementation, renewal, amendment, and termination workflows
- Marketing Operations: Manage marketing campaigns within HubSpot, including workflow automation, segmentation, lead routing, and performance reporting
- RFP, RFI & Questionnaire Management: Own the end-to-end process for RFPs, RFIs, and due diligence questionnaires across sales, compliance, and operations
- Data Governance: Enforce required-field standards, naming conventions, and validation rules (deal type, product, funding type, revenue type, pricing structure) for data integrity and audit-readiness
- System Governance, Training & Hygiene: Establish ongoing governance policies, user training, and ongoing data hygiene/maintenance routines to sustain HubSpot adoption, accuracy, and performance over time
- Cross-Functional Partnership: Align systems and reporting with sales, marketing, finance, implementation, compliance, and the Transformation Office; manage outsourced HubSpot development partners where used
- Data Privacy & Compliance: Handle book-of-business, client, and pipeline data per HIPAA and Reflect Health data privacy standards; partner with Compliance on access controls for PHI referenced in reporting
- Other Duties: Perform other duties as assigned
Skills
- HubSpot Certification: Required (e.g., Sales, Marketing, or RevOps certification); hands-on platform depth prioritized over years of experience
- Proven experience building revenue/sales/marketing operations infrastructure, ideally with a multi-product or complex pricing model
- Experience with quoting/CPQ tools (Quotivity a strong plus) and integrating pricing data with a CRM across varied revenue models
- Experience connecting HubSpot with systems like Jira and designing intake-to-lifecycle automation; Power BI or Sage Intacct familiarity a plus
- Track record building multi-pipeline reporting, dashboards, and forecasting models for executive decision-making
- Experience managing RFP, RFI, or questionnaire response processes across multiple stakeholders
- Excellent communication skills; able to work cross-functionally and manage external partners; future potential to build a team as the function scales
- Comfortable in a fast-paced, evolving, transformation-stage environment
- Familiarity with the TPA or self-funded health benefits industry is a plus, not required
Benefits
- Remote work
Company Overview