Business Operations (Revenue & GTM)

Our team shared’s mission is deploy AI agents to transform how patients and doctors connect We believe healthcare shouldn’t be defined by missed calls, endless waiting lines, and overwhelmed staff. Patients and professionals deserve better. Vocca builds AI voice agents that answer every call instantly, schedule and reschedule appointments, and free up staff to focus on what matters most: care. Already trusted by 15 000+ providers, we’re transforming the patient–provider relationship, one call at a time. Want to shape the future of healthcare? Join us ! • Discover our company culture and values • Here is a product teaser • Eliott's interview for Welcome to the jungle • Eliott's quick interview for Speedinvest • Articles on our A round ( techfundingnews , Maddyness , les echos , our blog ) Context We’re experiencing one of the strongest growth rates in the French Tech ecosystem, and we’re targeting €30M ARR by end of 2027. To get there, we need to triple the sales team while increasing productivity, and therefore the ARR signed per account executive. Your Mission At the end of your first year, you will have built a system in which the sales team has tripled in size and increased ARR per sales rep by 50% (from €400K to €600K). To achieve this, you own Business & Revenue Operations end-to-end. You sit at the intersection of Sales, Ops, Finance and Product. You report to Robin, Head of RevOps, and work hand in hand with the Head of Sales, your main internal client. Beyond the revenue engine, you are the go-to partner of leadership on revenue decisions: segmentation and targeting, pricing, sales capacity planning, and the operational setup of our US expansion. You turn ambiguous questions into structured, data-backed recommendations, then you build the solution yourself. This is an A-to-Z, hands-on role. You define the strategy, build, run, document and iterate. Responsibilities Sales & GTM Ops • Own the CRM (Attio): pipeline structure, stages, fields, hygiene • Define and track funnel metrics (SQL, win rate, cycle length, ARR) • Build deal workflows, pricing logic and approvals • Support sales with clean data, dashboards and forecasts • Instrument meetings, calls, emails and demos in the CRM • Define activity standards, ensure data completeness, provide visibility on activity vs results • Implement compensation rules as the single source of truth; automate calculations, reporting and payout exports; make sure numbers are clear, trusted and undisputed • Own the sales tool stack (demo platform, telephony, call recording, integrations): reliability, adoption and proper usage across the team Onboarding & Delivery Ops • Structure deployment workflows (from signed deal to live) • Track time-to-live, blockers and handoffs • Standardize configs, templates and playbooks Billing & Revenue • Own the contracts → billing → cash collection flow • Work with tools like Hyperline, Stripe and invoicing • Track MRR, ARR, churn, expansion and cohorts • Ensure pricing is applied correctly (per site, per provider, per call) Revenue Analytics & Strategic Projects • Build weekly and monthly revenue dashboards • Track unit economics (ARPA, gross margin, CAC, LTV) • Lead ad hoc analyses for leadership: market segmentation, territory design, pricing, capacity planning • Surface issues early. No surprises. Process & Documentation • Write everything down (Notion) • Create SOPs so the company doesn’t rely on tribal knowledge • Make the org scalable from [25] to 100+ people This role is for you if • 3–6 years in RevOps, Sales Ops, BizOps in a SaaS / startup that scaled • Very strong with tools and wants to build from the ground up (CRM, spreadsheets, automation) • Structured thinker, you prioritize your task according to the impa