Director of Revenue Operations Jobs
Director of Revenue Operations jobs are open across SaaS, fintech, healthcare technology, and enterprise software, with specializations in revenue forecasting, go-to-market strategy, and CRM systems, from manager to VP and C-suite levels. See the openings below and apply to the ones that match your experience.
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The Senior Manager, Contract Operations & Revenue Integrity is responsible for protecting and optimizing the gross-to-net (GTN) revenue for the company’s drug portfolio. Operating at the intersection of contract strategy, government pricing, financial forecasting, and legal compliance, this role mitigates financial risks related to complex insurance rebates, chargebacks, duplicate discounts (e.g., 340B programs), and statutory government liabilities. The individual serves as a critical strategic partner to brand teams and managed markets account executives.
Key Responsibilities
1. Revenue Optimization & GTN Management
- Monitor and analyze the gross-to-net (GTN) pipeline to identify revenue leakage points within commercial payer and government channels.
- Partner with GTN forecasting to build accurate models for forecasting payer discount liabilities and pricing strategies.
- Identify anomalies or unexpected financial variance in commercial and government rebates.
2. Contract Compliance & Fraud Prevention
- Validate contract fulfillment terms against historical pharmacy claims data to identify overpayments or duplicate discounts.
- Execute audit protocols for Pharmacy Benefit Manager (PBM) and payer rebate invoices.
- Coordinate and support all aspects of such audit, including selection and coordination with third party auditors.
- Responsible for the dispute process, including engaging with the customer, legal coordination, and escalation where required.
- Oversee systems that flag and mitigate duplicate 340B drug discount violations paired with Medicaid rebates.
3. Government Pricing & Regulatory Oversight
- Monitor calculation accuracy for federal pricing metrics including Average Manufacturer Price (AMP), Best Price (BP), and Average Sales Price (ASP).
- Ensure absolute alignment with the Inflation Reduction Act (IRA), Medicaid Drug Rebate Program, and federal pricing structures.
- Act as an internal control expert to protect the organization against federal compliance penalties.
4. Cross-Functional Strategic Collaboration
- Partner closely with Account Management, Pricing Strategy, Legal, Finance, and Brand Management teams.
- Ensure GTN financial impact of all disputes is appropriately captured
- Support pre-deal analyses by assessing potential GTN and revenue integrity impacts.
- Build executive-ready risk mitigation models outlining shifting regulatory or marketplace trends.
Job Requirements & Qualifications
- Education : Bachelor’s degree in Finance, Economics, Business Administration, or life sciences required. An MBA or advanced financial certification is highly preferred.
- Experience : 5+ years of experience in the pharmaceutical or biotech industry, with a direct focus on Market Access, Pricing & Contracting, Gross-to-Net (GTN) accounting, or commercial financial analytics
Competencies
Accountability for Results - Stay focused on key strategic objectives, be accountable for high standards of performance, and take an active role in leading change.
Strategic Thinking & Problem Solving - Make decisions considering the long-term impact to customers, patients, employees, and the business.
Patient & Customer Centricity - Maintain an ongoing focus on the needs of our customers and/or key stakeholders.
Impactful Communication - Communicate with logic, clarity, and respect. Influence at all levels to achieve the best results for Otsuka.
Respectful Collaboration - Seek and value others’ perspectives and strive for diverse partnerships to enhance work toward common goals.
Empowered Development - Play an active role in professional development as a business imperative.
Application Deadline : This will be posted for a minimum of 5 business days.
Company benefits: Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.
Come discover more about Otsuka and our benefit offerings; https://ah-prod.com/multi/videoplayer/player.html?v=6385356920112 .
Join Our Talent Community: Stay connected with Otsuka by joining our Talent Community. Tell us about your interests, and we’ll notify you about future opportunities that align with your background. https://community.hireez.com/cielo-otsuka/82cb3591
Disclaimer:
This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.
Otsuka is an equal opportunity employer. All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.
If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability. You can request reasonable accommodations by contacting EEAccommodations@otsuka-us.com .
Statement Regarding Job Recruiting Fraud Scams
At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives. They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.
Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.
Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.
To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website https://vhr-otsuka.wd1.myworkdayjobs.com/en-US/External .
Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka’s call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at: https://www.ic3.gov , or your local authorities.
Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and Otsuka Precision Health, Inc. (“Otsuka”) does not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka’s application portal without a valid written search agreement in place for the position will be considered Otsuka’s sole property. No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
The Senior Manager, Contract Operations & Revenue Integrity is responsible for protecting and optimizing the gross-to-net (GTN) revenue for the company’s drug portfolio. Operating at the intersection of contract strategy, government pricing, financial forecasting, and legal compliance, this role mitigates financial risks related to complex insurance rebates, chargebacks, duplicate discounts (e.g., 340B programs), and statutory government liabilities. The individual serves as a critical strategic partner to brand teams and managed markets account executives.
Key Responsibilities
1. Revenue Optimization & GTN Management
- Monitor and analyze the gross-to-net (GTN) pipeline to identify revenue leakage points within commercial payer and government channels.
- Partner with GTN forecasting to build accurate models for forecasting payer discount liabilities and pricing strategies.
- Identify anomalies or unexpected financial variance in commercial and government rebates.
2. Contract Compliance & Fraud Prevention
- Validate contract fulfillment terms against historical pharmacy claims data to identify overpayments or duplicate discounts.
- Execute audit protocols for Pharmacy Benefit Manager (PBM) and payer rebate invoices.
- Coordinate and support all aspects of such audit, including selection and coordination with third party auditors.
- Responsible for the dispute process, including engaging with the customer, legal coordination, and escalation where required.
- Oversee systems that flag and mitigate duplicate 340B drug discount violations paired with Medicaid rebates.
3. Government Pricing & Regulatory Oversight
- Monitor calculation accuracy for federal pricing metrics including Average Manufacturer Price (AMP), Best Price (BP), and Average Sales Price (ASP).
- Ensure absolute alignment with the Inflation Reduction Act (IRA), Medicaid Drug Rebate Program, and federal pricing structures.
- Act as an internal control expert to protect the organization against federal compliance penalties.
4. Cross-Functional Strategic Collaboration
- Partner closely with Account Management, Pricing Strategy, Legal, Finance, and Brand Management teams.
- Ensure GTN financial impact of all disputes is appropriately captured
- Support pre-deal analyses by assessing potential GTN and revenue integrity impacts.
- Build executive-ready risk mitigation models outlining shifting regulatory or marketplace trends.
Job Requirements & Qualifications
- Education : Bachelor’s degree in Finance, Economics, Business Administration, or life sciences required. An MBA or advanced financial certification is highly preferred.
- Experience : 5+ years of experience in the pharmaceutical or biotech industry, with a direct focus on Market Access, Pricing & Contracting, Gross-to-Net (GTN) accounting, or commercial financial analytics
Competencies
Accountability for Results - Stay focused on key strategic objectives, be accountable for high standards of performance, and take an active role in leading change.
Strategic Thinking & Problem Solving - Make decisions considering the long-term impact to customers, patients, employees, and the business.
Patient & Customer Centricity - Maintain an ongoing focus on the needs of our customers and/or key stakeholders.
Impactful Communication - Communicate with logic, clarity, and respect. Influence at all levels to achieve the best results for Otsuka.
Respectful Collaboration - Seek and value others’ perspectives and strive for diverse partnerships to enhance work toward common goals.
Empowered Development - Play an active role in professional development as a business imperative.
Application Deadline : This will be posted for a minimum of 5 business days.
Company benefits: Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.
Come discover more about Otsuka and our benefit offerings; https://ah-prod.com/multi/videoplayer/player.html?v=6385356920112 .
Join Our Talent Community: Stay connected with Otsuka by joining our Talent Community. Tell us about your interests, and we’ll notify you about future opportunities that align with your background. https://community.hireez.com/cielo-otsuka/82cb3591
Disclaimer:
This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.
Otsuka is an equal opportunity employer. All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.
If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability. You can request reasonable accommodations by contacting EEAccommodations@otsuka-us.com .
Statement Regarding Job Recruiting Fraud Scams
At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives. They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.
Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.
Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.
To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website https://vhr-otsuka.wd1.myworkdayjobs.com/en-US/External .
Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka’s call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at: https://www.ic3.gov , or your local authorities.
Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and Otsuka Precision Health, Inc. (“Otsuka”) does not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka’s application portal without a valid written search agreement in place for the position will be considered Otsuka’s sole property. No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
See All 250+ Director of Revenue Operations Jobs
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Find JobsDirector of Revenue Operations Job Market
Who's Hiring
Top Industries Hiring
- Technology & Software
- Healthcare & Medical Services
- Hospitality & Tourism
- Staffing & Recruiting
- Electronics & Hardware
What Employers Look For
The qualifications that appear most often in director of revenue operations jobs.
- 5 or more years of experience in revenue operations, sales operations, or a related function
- Hands-on experience administering a CRM platform such as Salesforce at an admin or architect level
- Demonstrated ability to build and maintain revenue forecasting models and dashboards
- Experience owning or integrating the full go-to-market technology stack
- Cross-functional leadership experience aligning sales, marketing, and customer success teams
- Bachelor's degree in business, finance, or a quantitative field, or equivalent work experience
Tips for Your Director of Revenue Operations Job Search
Quantify pipeline impact on your resume
Hiring managers for director of revenue operations roles want to see numbers tied to pipeline velocity, forecast accuracy, or revenue cycle improvements. Replace vague descriptions with outcomes your systems and processes actually produced, even if the figures are approximate.
Highlight cross-functional alignment experience
Director of revenue operations roles sit at the intersection of sales, marketing, and customer success. Your resume should show concrete examples of aligning those teams around shared metrics, not just owning a tech stack or running reports for one department.
Target companies by their CRM maturity stage
Early-stage companies often need a director of revenue operations to build systems from scratch, while later-stage firms want someone to optimize an existing stack. Reading the job description closely for phrases like 'stand up' versus 'scale' tells you which situation you are walking into.
Apply early to roles that fit
Migrate Mate lists director of revenue operations openings from across the United States in one place, so you can find roles that match and apply directly to each listing.
Prepare a systems audit story for interviews
Interviewers for director of revenue operations positions almost always ask how you have evaluated and restructured a revenue tech stack. Walk in with a specific example that covers what you audited, what gaps you found, what you changed, and what improved as a result.
Negotiate scope alongside compensation
Many director of revenue operations offers come with ambiguous reporting lines or unclear ownership over systems budgets. Before accepting, confirm whether you control tool procurement decisions and which revenue teams report into or partner directly with your function.
Director of Revenue Operations Jobs: Frequently Asked Questions
Which companies are hiring the most director of revenue operationss?
The companies hiring the most director of revenue operationss right now include HHM Hotels, Legora, and Learfield, with the largest share of openings in California, New York, and Texas, based on current listings on Migrate Mate as of November 2026. SaaS companies and high-growth technology firms tend to post the highest volume of these roles year-round.
How many director of revenue operations jobs are remote?
About 83% of director of revenue operations openings are fully remote or hybrid as of November 2026, reflecting how central this role is to distributed go-to-market teams. Sub-specializations focused on analytics, forecasting, and tech stack management tend to be the most commonly offered in remote or hybrid arrangements.
How do you become a director of revenue operations?
Most directors of revenue operations move up through analyst or manager roles in sales operations, marketing operations, or customer success operations. Building hands-on experience with a major CRM platform, owning a forecasting process, and leading cross-functional projects are the typical stepping stones. Demonstrating that you can connect systems decisions to revenue outcomes is what distinguishes candidates ready for a director-level role.
Can you get a director of revenue operations job without direct experience in the title?
Yes, candidates from adjacent roles in sales operations, marketing operations, or business intelligence regularly move into director of revenue operations positions. The key is showing that you have owned outcomes across more than one revenue function, not just supported one team. A portfolio of projects that demonstrate systems thinking, cross-functional influence, and measurable process improvements can substitute for the exact title on your resume.
What does the director of revenue operations interview process look like?
The process typically starts with a recruiter screen focused on scope and seniority fit, followed by a panel of hiring managers from sales, marketing, and finance. Candidates are often asked to complete a take-home case study involving a revenue forecast, a tech stack audit, or a process gap analysis. Final rounds usually include a presentation to senior leadership and a conversation about how you would structure the function at that company specifically.
Where can I find and apply to director of revenue operations jobs?
You can find and apply to director of revenue operations jobs on Migrate Mate, which lists current openings from companies across the United States. Search the listings to find roles that match your background and apply directly to each one that fits your experience and target industry.
See All 250+ Director of Revenue Operations Jobs
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