• Own the CRM (HubSpot) as the single source of truth — every account showing its tier, ICP fit and dollar opportunity, with clean pipelines, clear entry/exit criteria and analysable outcome reasons for both motions
• Structure portfolios for coverage and scale — tiering rules, assignments, quarterly rebalances, and a portfolio view that lets every AM and AE visualise the opportunity in their book
• Codify demand — lead scoring and MQL definitions with marketing, launch-interest scoring and routing, and cross-sell targeting surfaced directly in reps' workflow
• Build the measurement layer — stage-level conversion and leakage analytics, AM/AE scorecards, and forecasting built on measured sales velocity rather than gut feel
• Run the insight loop — a structured win/loss program and continuous conversation intelligence that feed playbooks, pricing and product
• Work AI-first — use AI tools critically across analysis and automation, validate outputs before they reach commercial decisions, and build the agent opportunities the clean foundation makes possible

What you'll bring

• 2–5 years in Revenue Operations / Sales Operations in a B2B SaaS environment
• Deep CRM expertise — objects, pipelines, scoring, workflows and data governance at admin level
• Strong analytical ability — modelling opportunity, insight communication and measurement frameworks
• Experience designing lead scoring, portfolio structures and sales measurement systems — you've built these things, not just maintained them
• Clear, proactive communication — you surface data risks and definition disputes early, and can hold your ground with commercial leaders

Nice to have

• AI agents or automation deployed in revenue workflows, with real validation discipline
• Win/loss programs, conversation intelligence or voice-of-customer analysis
• Incentive and target design alongside finance
• Healthtech or multi-product SaaS with mixed new-business and account-management motions

Why HotDoc

• Real impact on healthcare for millions of Australians — the systems you build decide how well a lean team serves the clinics that serve patients
• An employee-first culture grounded in our values: Always be empathetic, Take Ownership, Speak Up
• Flexible location — work remotely from anywhere in Australia, or hybrid from our Melbourne HQ, where Melbourne-based staff join us on-site one day a week

We celebrate diversity at HotDoc and encourage applications from all backgrounds, communities and industries. A degree is valued but not required — we weight demonstrated system-building, analytical rigour and stakeholder credibility most highly.