About Freshpaint

Customer data is the fuel that drives all modern businesses. From product analytics, to marketing, to support, to advertising, advanced data analysis in the warehouse, and even sales – customer data is the raw material for each function at a modern business.

For highly regulated businesses in healthcare, it’s always been a challenge to harness that customer data and get it to the marketing and analytics tools that require it while following patient privacy laws….until now.

Something as simple as running ads to get more users is simple for an e-commerce of software company to do. But common web analytics and advertising tools collect sensitive user identifiers and healthcare information automatically. Those same tools are not HIPAA compliant.

We provide a layer of data governance to make current web analytics tools HIPAA-compliant. For analytics, our customers can continue getting the insights they need to improve the patient experience. For marketing, Freshpaint safeguards health information while helping our customers promote access to care through popular advertising platforms like Facebook, Google, and others.

In short, we help healthcare marketers promote access to care and safeguard patient privacy at the same time. This is an important, complex problem in a massive market (healthcare is 20% of the US GDP).

Our customers manage their customer data with two offerings:

1. Privacy Platform. We help healthcare providers automate their website’s + app’s HIPAA compliance, and safeguard first-party customer data across their tech stack.

2. Data Activation Platform. We make it really easy for teams to activate customer data using their preferred analytics, data, and marketing tools.

We’re fully remote. If you strongly value in-person work, Freshpaint is likely not the best fit for you. Even though we don’t care where you’re located, we need employees to be based in the US. Many of our team is concentrated in various metro areas like SF or NYC.

To balance out our remote-ness, we gather the team 2-4 times per year for offsites. We’ve been to Greece, Jackson Hole, Cabo, Santa Fe, and California wine country in the recent past.

We’re backed by leading investors including Y-Combinator, Intel Capital, and angel investors like the Head of Data from Slack, Head of Data at LinkedIn, and more.

Who we are:

Freshpaint was founded by web analytics veterans who realized how hard it was for highly regulated companies to collect and use customer data in a compliant way. We started as part of Y Combinator’s S19 cohort and have been focused on enabling healthcare companies collect, safeguard, and activate patient data since.

In the beginning of 2023 the government issued updated guidance around HIPAA, basically making our software a requirement to use for healthcare companies. As a result, we're one of the fastest growing software companies on earth right now.

Our team has deep analytics and growth experience, with all of us coming from high-growth companies like Heap, Pendo, Iterable, Quantum Metric, and Retool.

If you value lots of freedom and ownership in your work, interfacing with customers, and working on a product with high customer impact, then Freshpaint is your home.

The role

As a Revenue Operations Manager at our fast-growing SaaS startup, you will play a pivotal role in driving revenue growth and optimizing operational efficiency across our sales and customer success functions. Reporting directly to the VP of Customer Success & dotted line to Head of Sales, you will be responsible for aligning sales processes, implementing scalable systems, and analyzing data insights to empower our go-to-market teams. This role offers a unique opportunity to blend strategic thinking with hands-on execution, contributing to the company's continued success in a dynamic and competitive market landscape.

In this role you will:

• Sales Process Optimization: Collaborate with sales leadership to streamline and optimize sales processes, from lead generation to deal closure, ensuring efficiency and scalability as we continue to grow.

• Technology Implementation and Management: Lead the implementation, integration, and ongoing management of sales and customer success tools, such as HubSpot and Looker, to maximize their impact on revenue generation and customer satisfaction.

• Data Analysis and Reporting: Utilize data-driven insights to identify trends, forecast revenue, and make recommendations for improving sales performance and customer retention.

• Cross-Functional Collaboration: Foster strong partnerships with marketing, product, and finance teams to ensure alignment on revenue goals, operational priorities, and resource allocation.

• Sales Enablement: Develop and deliver training programs, playbooks, and tools to equip sales and customer success teams with the knowledge and resources needed to excel in their roles.

• Process Documentation and Compliance: Establish and maintain standardized procedures, documentation, and compliance measures to ensure consistency and adherence to best practices.

• Continuous Improvement: Proactively identify opportunities for process optimization, automation, and innovation to drive greater efficiency and effectiveness across the revenue organization.

Requirements - what you'll bring:

• High Slope & Ownership: Strong interest in digging in deep into revenue operations with the ability to wear many hats. Takes a high degree of ownership and integrity over their work.

• New Business Sales Operations expertise: At least 2 years of experience in new business sales operations, with experience building out sales processes, forecasting, compensation plans, sales lead routing, and account assignments.

• Renewal Operations Expertise: At least 2 years of experience in renewal operations, with a keen interest in navigating complex and nuanced renewals. Field experience as a sales rep preferred (closing/negotiation experience).

• Analytical & Project Management Skills: Strong foundation in analytics, operational management, and project management, coupled with the ability to handle multiple responsibilities.

• Relationship Building & Collaboration: Proven ability to build trusting relationships with Account Executives, Account Managers, Customer Success Engineers, and cross-functional teams, including Finance, Sales, Marketing, Product, and Engineering. Experience supporting executives (VP+) is desirable.

• Team Player & Accountability: Collaborative mindset with the ability to take direction while also driving initiatives independently. Strong personal accountability and receptiveness to feedback for growth.

• Communication & Listening Skills: Clear and proactive communicator with a professional presence, demonstrating strong listening skills and openness to input from team members and departments.

• SaaS Industry Experience: Minimum 2 years of startup experience, exhibiting the ability to manage new business, renewal and expansion contracts, particularly in complex scenarios. Previous experience in a high-growth SaaS or subscription-based business model, understanding the industry's challenges and opportunities.

Nice To Have:

• Change Management Expertise: Experience leading change management initiatives such as updated pricing tiers, driving adoption of new processes, tools, or systems within a sales and customer success organization.

• Advanced Data Analysis Skills: Experience with advanced data analysis techniques (SQL), predictive modeling, or machine learning algorithms to uncover deeper insights and opportunities for revenue optimization.

• Certifications: Relevant certifications such as Salesforce Administrator, HubSpot Operations, or Lean Six Sigma are a plus, demonstrating a commitment to continuous learning and professional development.

• Experience implementing a CPQ (Configure Price Quote) tool: customer price quote for order forms

• Bonus: Experience working with Hubspot & Looker

30-180 Day Priorities:

• Own the company forecast for new business, renewals and expansion

  • Weekly executive reporting

  • Data and reporting to support quarterly board decks

• Own overall Hubspot data cleanliness and hygiene

• Responsible for accuracy of order forms and data entry of ARR and key product metrics into Hubspot

• Work with revenue leaders to track how we compare to best-in-class SaaS benchmarks, and chart a course to achieve best-in-class status if we’re not there

• Get accurate, real time visibility of team performance for revenue leaders

• Create standardization on discounting levels

• Own creating compensation plans and quota calculators for account executives and account managers

• Build territory structures and account assignments

• Facilitate Docusign signature process 

• Optimize closed won process to best support accuracy of forecasting and data inputs needed for Finance to operate effectively

• Join calls with account executives and account managers to support successful negotiations

• Develop training and enablement for field teams

• Sales operations process enablement for account executives and account management 

Benefits - what we offer in return:

• Joining a high-growth venture-backed startup as part of the early crew. You will be employee #50-60ish.

• Competitive compensation with generous, employee-friendly equity. We have a 10-year exercise window.

• Freshpaint Fridays: Half-day Fridays. Every week.

• Unlimited PTO, with a minimum requirement of 2 weeks per year. Plus various observed holidays.

• 100% remote

• Flex in-office if you want with $150 WeWork credits each month

• 401k

• Health, dental, and vision insurance 100% covered by the company (some states it’s 99% because laws).

• Mental health benefits - therapy appointments and more covered by the company

• 2 Treat Yourself Days per year: We'll pay you $100 to take a day off and do whatever makes you happy. The only catch is you have to share what you did with the rest of the team.

• Generous parental leave

• Paid Spotify

• Health & Wellness benefit – gym membership or similar covered

• Regular team offsites 2-4 times per year. We’ve been to Greece, Jackson Hole, Cabo, Santa Fe, California wine country, and Mexico City in the recent past.

• Ownership of your work, collaboration with a close team, and direct access to founders and what it’s like to build a startup. If you leave to start your own company, we'd love to be your first angel investors.

If you are interested in reading more about our team and our values, check out our team page.

Interested? How to apply

Please reach out even if you don’t meet all criteria! If you’re smart and driven, we’d love to hear from you.

What happens after you apply

If you apply online, you will hear back if you're a fit within a week or two. You will not hear back if you're not a fit (or the position gets filled before we have a chance to chat). We look at everything, we promise.