Head of Member Growth (Revenue Ops)

The Head of Member Growth position at Gaia requires at least 5 years of experience in revenue operations, sales operations, or GTM systems, ideally within a high-growth startup. Candidates should have a proven track record of successfully managing and developing high-performing teams while owning and scaling CRM systems like HubSpot.

As the Head of Member Growth at Gaia, your core responsibilities will include designing and optimizing sales workflows, building and managing CRM infrastructure, analyzing performance data, enforcing clear sales processes, and collaborating with marketing to ensure alignment. You'll also be involved in patient-facing sales calls occasionally to directly engage with potential members.

Gaia is committed to employee development by providing a personal development budget annually for team members to enhance their skills. Additionally, new hires receive a setup budget, ensuring they have the resources needed to excel in their roles, including the Head of Member Growth position.

The expected salary range for the Head of Member Growth role at Gaia is between $115,000 to $145,000, which is benchmarked against market standards to ensure competitive compensation for our employees.

At Gaia, the culture is rooted in diversity and inclusion, driven by a commitment to doing right by our members and each other. The Head of Member Growth will be part of an extraordinary team that values excellence, accountability, and collaboration, fostering an open environment where innovative ideas can thrive.

To optimize sales workflows in a high-growth environment, I begin by analyzing existing processes to identify inefficiencies and bottlenecks. Then, I collaborate with cross-functional teams to design streamlined handoffs and utilize CRM tools effectively. Communicating any changes to the team while gathering feedback ensures alignment and fosters buy-in.

Managing a high-performing sales team involves setting clear, measurable goals, providing regular actionable feedback, and cultivating an environment that encourages growth. I prioritize one-on-one meetings to understand individual challenges and motivations, fostering a culture of accountability and support.

I successfully implemented HubSpot by first mapping our sales processes to ensure the CRM was tailored to our unique needs. I collaborated with the team on training sessions to maximize user adoption and created integrated automations that improved efficiency. Ongoing analysis of data helped refine usage further, leading to better forecasting and performance insights.

When I identified a bottleneck during the lead-to-close phase, I conducted a thorough analysis and found that our qualification criteria were too vague. I collaborated with the team to refine these criteria, enabling more focused follow-ups and a clearer sales path, which significantly shortened our sales cycle.

I ensure alignment between sales and marketing by instituting regular meetings to discuss messaging, feedback on lead quality, and campaign performance. Jointly developing content and customer personas helps maintain a cohesive strategy, ensuring everyone is working toward the same goals and supporting each other's needs.

I utilize CRM analytics tools to dive deep into sales performance data, focusing on conversion rates, sales cycle lengths, and team activity metrics. I also create dashboards that highlight key performance indicators and regularly review this data with the team to make informed decisions and drive improvements.

Handling complex cases in sales calls requires thorough preparation. I research potential concerns and common objections beforehand and develop tailored responses. During the call, I actively listen to the member’s needs and empathize with their situation while clearly articulating how our solutions can address their unique concerns.

I find that tools like HubSpot for CRM management, integrated with communication platforms like Slack, streamline our sales processes effectively. Automation tools that allow for lead nurturing and follow-up cadences are crucial, as they enable sales teams to focus on high-value activities while automating routine tasks.

Success in revenue operations can be measured through various metrics, including pipeline health, conversion rates, and overall revenue growth. Additionally, I focus on team performance metrics such as win rates and average deal size, comparing these against industry benchmarks to gauge our progress continuously.

To foster a culture of accountability, I encourage transparency in goal-setting and performance tracking. I emphasize the importance of ownership, where team members clearly understand their responsibilities and how they contribute to the overall success. Regular feedback sessions help maintain alignment and reinforce accountability.