The posting
Job Description
Chief Revenue Officer, EnlivenHealth
Job family: Executive Leadership Reports to: General Manager, EnlivenHealth Location: Remote / home-based office Travel: Approximately 30% or as business needs require Status: Draft for review
Position summary
EnlivenHealth is seeking a Chief Revenue Officer (CRO) to lead and scale the company’s end-to-end revenue engine. The CRO will own the strategy, operating cadence, and results for new-business growth, customer retention, and expansion revenue, with direct leadership responsibility for Sales and Customer Success.
This leader will unify the customer journey from acquisition through adoption, value realization, renewal, and expansion. The CRO will serve as a strategic thought partner to the General Manager and Senior Leadership Team, translate company strategy into an executable go-to-market plan, and build a predictable, metrics-driven commercial organization that delivers durable customer and business outcomes.
The ideal candidate is a proven healthcare technology and B2B SaaS leader who combines enterprise sales expertise with deep customer-success discipline. They will be equally comfortable shaping strategy, improving operating systems, coaching leaders, engaging directly with strategic customers, and personally removing obstacles to growth.
Key responsibilities
Own the revenue strategy and operating plan
- Develop and execute EnlivenHealth’s integrated revenue strategy across new logo acquisition, renewals, cross-sell, and upsell.
- Translate company objectives into clear annual and quarterly revenue plans, coverage models, quotas, territories, resource requirements, and priorities.
- Establish a consistent commercial operating cadence, including pipeline reviews, forecast reviews, renewal and expansion reviews, quarterly business reviews, and executive reporting.
- Own revenue performance and provide transparent, timely projections to the General Manager, Senior Leadership Team, and other stakeholders.
- Balance growth, retention, customer value, and efficient use of resources in partnership with Finance and Operations.
Lead Sales and new-business growth
- Lead the Sales organization and establish repeatable, scalable sales motions across relevant customer segments and products.
- Strengthen sales discipline, including qualification, value-based selling, deal strategy, contracting, pricing, pipeline management, forecasting, and CRM adoption.
- Build executive relationships with decision-makers and influencers across retail pharmacy, health systems, payers, providers, and other healthcare stakeholders.
- Personally engage in strategic opportunities, complex negotiations, executive presentations, and high-value customer conversations.
- Identify market opportunities, refine segmentation and positioning, and partner with Marketing and Product on demand creation and go-to-market effectiveness.
- Improve conversion, win rates, sales-cycle performance, productivity, and the repeatability of commercial execution.
Lead Customer Success, retention, and expansion
- Lead the Customer Success organization in delivering measurable customer outcomes throughout onboarding, adoption, optimization, renewal, and expansion.
- Create a differentiated customer-success model by segment, customer value, and need, including appropriate high-touch, scaled, and digital engagement motions.
- Establish clear ownership and operating processes for renewals, at-risk accounts, expansion opportunities, executive sponsorship, and escalations.
- Drive Gross Revenue Retention and Net Revenue Retention by improving customer health, product adoption, utilization, satisfaction, and realized value.
- Ensure every strategic customer has an actionable account plan that captures business objectives, stakeholders, risks, contractual requirements, renewal timing, and expansion opportunities.
- Build strong executive relationships with key customers and act as an escalation point when needed.
- Bring the voice of the customer into Product, Marketing, Implementation, Support, and broader company priorities.
Build the revenue management system
- Define and manage the metrics that make revenue performance visible and actionable, including bookings, recurring revenue, pipeline coverage, conversion, win rate, forecast accuracy, retention, churn, expansion, customer health, adoption, and customer satisfaction.
- Establish reliable data, reporting, and accountability through Salesforce or comparable CRM and revenue-management systems.
- Partner with Finance on revenue planning, pricing, deal economics, compensation design, and performance analysis.
- Use customer and commercial data to identify risk early, prioritize resources, improve capacity planning, and guide decisions.
- Continuously improve playbooks, handoffs, processes, and tools across the customer lifecycle.
Partner across the business
- Collaborate closely with the General Manager and Senior Leadership Team to shape strategy and align resources to the highest-value priorities.
- Partner with Product and Technology to translate customer and market insight into roadmap, packaging, adoption, and experience improvements.
- Work with Marketing to align messaging, market development, campaigns, and qualified pipeline with revenue goals.
- Partner with Operations, Implementation, Support, Legal, and Finance to improve the end-to-end customer experience and commercial execution.
- Champion a customer-first culture focused on measurable outcomes, accountability, responsiveness, and continuous improvement.
Build and lead a high-performing organization
- Recruit, onboard, develop, and retain exceptional Sales and Customer Success leaders and team members.
- Set clear expectations, goals, decision rights, and performance standards; address underperformance directly and fairly.
- Develop leaders who can operate autonomously, make high-quality decisions, and deliver against shared objectives.
- Create an inclusive, collaborative, and high-accountability culture across a distributed workforce.
- Communicate with clarity and credibility across employees, customers, executive leadership, and other stakeholders.
Measures of success
Success in this role will be reflected in a healthier, more predictable, and more scalable revenue engine, including:
- Achievement of annual and quarterly revenue, bookings, renewal, and expansion objectives.
- Improved pipeline quality, coverage, conversion, sales-cycle performance, and forecast accuracy.
- Strong Gross Revenue Retention and Net Revenue Retention, with lower avoidable churn.
- Higher customer adoption, utilization, satisfaction, and measurable value realization.
- Clear, consistent account planning and effective coordination across Sales and Customer Success.
- Strong leadership bench, team productivity, talent retention, and accountability.
- Improved commercial processes, data quality, CRM discipline, and operating efficiency.
Required qualifications and experience
- Bachelor’s degree in business, healthcare, marketing, technology, or a related field.
- Fifteen or more years of progressive business experience, including at least ten years in senior leadership roles spanning Sales, Customer Success, strategic accounts, or related commercial functions.
- Demonstrated success leading both customer acquisition and post-sale customer-success organizations in a high-growth environment.
- Track record of delivering sustainable revenue growth in a subscription-based, recurring-revenue B2B software, technology-enabled services, or comparable business.
- Significant experience selling complex solutions to senior executives and navigating long, multi-stakeholder enterprise sales cycles.
- Strong understanding of healthcare markets, with experience selling to retail pharmacy, health systems, payers, providers, or other healthcare stakeholders.
- Demonstrated ability to build a repeatable sales engine and improve forecasting, pipeline management, win rates, productivity, and revenue visibility.
- Deep understanding of customer-success practices, including segmentation, customer journeys, health scoring, adoption, value realization, renewal management, and expansion.
- Experience leading cross-functional initiatives that improve customer outcomes, retention, and growth.
- Experience with complex negotiations, contracting, pricing, and value-based solution sales.
- Strong analytical, financial, and operating discipline, with the ability to turn data into clear decisions and actions.
- Exceptional executive communication, presentation, relationship-building, and influencing skills.
Preferred qualifications
- MBA or other advanced degree.
- Experience with population health, medication adherence, retail pharmacy, specialty pharmacy, digital health, or adjacent healthcare technology solutions.
- Experience scaling a multi-segment commercial organization, including enterprise, field, inside, and/or digital motions.
- Experience implementing or improving Salesforce and related commercial analytics or revenue-operations capabilities.
- Experience operating effectively through significant organizational change, rapid growth, or business transformation.
- Experience working with a distributed or remote workforce.
Leadership profile
The successful candidate will be:
- Customer- and outcome-oriented: Builds trust, understands customer goals, and connects commercial execution to measurable value.
- Strategic and operational: Sets direction and translates it into clear plans, systems, priorities, and follow-through.
- Data-driven: Uses evidence, metrics, and disciplined inspection to improve performance and make decisions.
- An enterprise leader: Aligns Product, Marketing, Finance, Operations, and customer-facing teams around shared outcomes.
- A talent builder: Attracts strong people, develops leaders, raises standards, and creates accountability.
- An executive presence: Communicates with credibility and confidence with customers, employees, senior leadership, and boards.
- A hands-on change leader: Comfortable operating in ambiguity, solving problems directly, and building scalable practices while the business evolves.
Working conditions
- Primarily works from a home-based office with a distributed team.
- Travel of approximately 30% is expected for customer meetings, team engagement, industry events, and other business needs.
- Workload and customer-facing activity may intensify near quarter-end and during major commercial initiatives.
About Us
Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes-centric innovation designed to optimize clinical and business outcomes across all settings of care. We strive to be the healthcare provider’s most trusted partner by our guiding promise of “Outcomes. Defined and Delivered.”
Our comprehensive portfolio of robotics, smart devices, intelligent software, and expert services is helping healthcare facilities worldwide to improve business and clinical outcomes as they move closer to the industry vision of the Autonomous Pharmacy.
Our guiding principles inform everything we do:
- As Passionate Transformers, we find a better way to innovate relentlessly.
- Being Mission Driven, we consistently deliver on our promises.
- Our Entrepreneurial spirit makes the most of EVERY opportunity for innovation.
- Understanding that Relationships Matter creates synergies that yield the greatest benefits for all.
- Intellectually Curious, eager to think deeper to learn and improve.
- In Doing the Right Thing, we lead by example in ALL we do.
We are deeply committed to Environmental, Social, and Governance (ESG) initiatives. Our ESG efforts focus on creating an inclusive culture and a healthier world. This includes our Employee Impact Groups, which foster inclusion and belonging, as well as our learning and well-being programs that support personal and professional growth. We also prioritize sustainability in our operations, aiming to reduce our environmental footprint and promote responsible business practices. Join us in transforming the pharmacy care delivery model, making patient care safer and smarter for all.
Omnicell is dedicated to fostering an inclusive workplace. We welcome applications from all individuals, valuing a wide range of perspectives and backgrounds. As an equal opportunity employer, we do not discriminate based on race, gender, religion, sexual orientation, gender identity, national origin, veteran status, or disability. We are committed to making our recruitment process accessible to everyone. We offer support and reasonable adjustments for individuals with disabilities during our hiring process. If you need assistance, please contact us at [email protected].
At Omnicell, respect for privacy and confidentiality is paramount. We adhere to strict policies to prevent discrimination or retaliation against those who engage in open conversations about compensation. However, employees privy to compensation information as part of their job role are expected to maintain confidentiality, except in specific circumstances outlined by law, such as during formal complaints, investigations, or as required by legal obligations.
Please note that Omnicell reserves the right to modify job roles and responsibilities as needed to meet our organization's evolving needs and drive our mission forward.
