RevOps Specialist

Description

Pictor Labs is the leading virtual staining company revolutionizing digital pathology adoption worldwide through cutting-edge AI-powered technology. Our solutions deliver diagnostic-quality results in minutes while preserving tissue samples for comprehensive analysis.

Our breakthrough DeepStain™ and ReStain™ technologies enable unlimited virtual staining from a single tissue sample, eliminating the bottlenecks and limitations of traditional chemical staining processes. This innovation supports the critical evolution from research applications to clinical deployment, empowering laboratories to advance their digital pathology capabilities while reducing chemical waste, improving operational efficiency, and expanding diagnostic possibilities.

Position Overview

You will own Pictor Labs' revenue operations strategy end-to-end, driving revenue projections, sales process optimization, and full customer lifecycle management. You'll partner closely with the VP of Sales, Marketing, Product, Engineering and Finance teams to build scalable revenue systems that support our rapid growth across biopharma, CROs, AMCs, and community labs. 

This role sits at the critical intersection of sales strategy, data analytics, and customer experience, where your insights directly impact pipeline velocity, deal closure rates, and customer retention. Given our AI-powered product focus, you'll be expected to leverage AI tools and methodologies throughout the revenue operations process, from predictive analytics and lead qualification to pipeline optimization and customer engagement, and maintaining our innovation-first approach as we scale.

Key Responsibilities

Revenue Forecasting & Analytics

• Develop and maintain comprehensive revenue forecasting models across all customer segments (biopharma, CROs, AMCs, community labs)
• Create predictive analytics dashboards for pipeline management, deal velocity, and conversion rates
• Partner with finance to ensure accurate quarterly and annual revenue projections for board reporting
• Analyze sales performance metrics and identify optimization opportunities across the sales funnel

Sales Operations & Process Optimization

• Design and implement scalable sales processes, workflows, and methodologies to support team growth
• Manage and optimize CRM systems (HubSpot) including data hygiene, automation, and reporting
• Create sales enablement tools, playbooks, and training materials for different customer personas
• Establish and monitor key performance indicators (KPIs) for sales team effectiveness

Customer Lifecycle Management

• Design customer onboarding processes for Virtual Staining Hub program and full product deployments
• Create customer success frameworks to ensure smooth transitions from pilot to production environments
• Develop retention strategies and early warning systems for at-risk accounts
• Partner with customer success to optimize expansion revenue opportunities

Market Intelligence & Strategy

• Collaborate with Marketing, Product and Clinical to conduct competitive analysis and market research to inform pricing and positioning strategies
• Collaborate with Marketing to track and analyze conference ROI (CAP, PathVisions, HLTH, SITC) and lead generation effectiveness
• Support territory planning and account prioritization based on market opportunity analysis
• Collaborate with marketing on lead scoring, qualification criteria, and handoff processes

Cross-functional Collaboration

• Work with product team to communicate customer feedback and feature requests
• Support legal and regulatory teams with contract templates and compliance requirements
• Coordinate with finance on commission structures, quota setting, and revenue recognition
• Partner with marketing on campaign effectiveness measurement and lead attribution

Qualifications

Required Qualifications

Revenue Operations Experience

• 8 years of revenue operations, sales operations, or business operations experience, preferably in B2B SaaS or healthcare technology
• Proven track record of building revenue forecasting models and driving sales process improvements
• Experience with CRM platforms (HubSpot preferred), sales automation tools, and analytics platforms

Analytical & Technical Skills

• Strong statistical analysis skills with ability to identify trends and actionable insights
• Demonstrated ability to identify, evaluate, and implement AI solutions that drive measurable improvements in sales velocity, conversion rates, and operational efficiency
• Experience with sales enablement platforms and marketing automation tools
• Advanced proficiency in Excel/Google Sheets, SQL, and data visualization tools (Tableau, Power BI, or similar)

Healthcare/Life Sciences Knowledge

• Understanding of healthcare sales cycles, regulatory requirements, and compliance considerations
• Familiarity with pathology, clinical diagnostics, or biopharma market dynamics preferred
• Experience selling to academic medical centers, pharmaceutical companies, or CROs

Communication & Leadership

• Excellent written and verbal communication skills with ability to present to senior leadership
• Strong project management skills with ability to coordinate across multiple departments
• Experience building cross-functional relationships and driving process adoption

Growth-Stage Expertise

• Experience scaling revenue operations in high-growth environments
• Comfort with ambiguity and ability to build processes from the ground up
• Track record of supporting revenue growth from early-stage through Series B and beyond

Preferred Qualifications

• Bachelor or advanced degree in business, analytics, or related field
• Experience with virtual or pilot program management in healthcare settings
• Knowledge of digital pathology market, AI/ML technology adoption patterns, or laboratory workflows
• Previous experience at companies serving research institutions or clinical laboratories
• Familiarity with conference-based sales strategies and lead generation

Equal Opportunity Statement

Pictor Labs is an equal opportunity employer committed to diversity and inclusion. We celebrate diverse perspectives and are dedicated to creating an inclusive environment where all employees can thrive, regardless of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.