Job Details

At PicnicHealth , we're building the future of non-interventional clinical research, powered by AI and centered on patients. Our mission is to make it radically easier, faster, and more efficient to generate high-quality real-world evidence. We're replacing the legacy, services-heavy model with a modern, AI-first approach that unlocks insights from rich, multi-modal data—from clinical notes and imaging to lab results—at scale. By engaging patients directly through our personal health assistant , PicnicAI, which meets them where they're at and delights them along the way (with an industry leading NPS of 76), patients participate actively in the research they care about.

PicnicHealth is already a trusted partner to 7 of the top 10 pharmaceutical companies. Our work spans 40+ disease areas and has supported over 60 peer-reviewed publications, including an FDA submission that incorporates PicnicHealth data.

Founded in 2014, we've raised $100M+ from top investors like Amplify Partners, Felicis Ventures, B Capital Group, and Y Combinator. Our business running non-interventional studies more than doubled last year, and we're growing even faster in 2025. We're a team of doctors, patients, data nerds, engineers, and builders, reimagining how clinical research works — and we're just getting started!

The Opportunity

As the first Revenue Operations Lead at PicnicHealth, you will build and be responsible for the infrastructure and insights that powers our GTM teams. To be successful, you'll be intimately familiar with the deals in our pipeline and what's happening with each of them, and then translate these insights into accurate forecasting, pipeline reporting, comp plans, CRM systems, sales processes, and analytics. Reporting to the Chief Financial Officer and working closely with the entire GTM leadership team, you will bring analytical rigor and structured, strategic thinking into our sales motion and decision making. Your objective is to deliver the tools, data, and processes needed to drive predictable revenue and execution.

AI is core to how we operate — you should be fluent in using AI tools and actively looking for ways to apply them to your work.

What you'll own and drive:

• Forecasting & Reporting: Own revenue and pipeline forecasts based on a deep understanding of our current deals and funnel dynamics. Develop and continuously improve a forecasting methodology. Drive a regular forecasting process to effectively inform company planning.
• GTM Metrics & Analytics: Define core GTM metrics. Build dashboards that track performance, identify bottlenecks, and support decision-making.
• Compensation & Quotas: Partner with Sales and Finance to design and manage commission plans and quotas that align with company goals.
• Pricing Operations: Lead pricing operations and support pricing strategy development with Sales, Product, and Finance. Ensure consistent and efficient deal pricing.
• Sales Process & Execution: Dig into existing current sales processes, cadences (e.g. QBRs, forecast calls), and workflows to inform improvements and drive scale and consistency.
• Cross-Functional Alignment: Serve as a key liaison between Sales, Marketing, Finance, and Product to align on top-line metrics and execution plans.
• Systems & Data: Own Salesforce and RevOps tooling. Ensure clean data, streamlined workflows, and scalable systems.

This is a high ownership, high output role. We expect a fast impact.

What You'll Bring:

• 8+ years of experience in Revenue/Sales Operations, ideally in B2B SaaS
• Experience in health tech, selling to pharma, or other highly regulated industries is strongly preferred
• Strong data analysis and problem-solving skills, with the ability to turn complex data into actionable insights
• Exceptional strategic thinking combined with meticulous attention to detail
• Proven ability to influence cross-functional teams and build strong collaborative bonds
• Deep expertise in SFDC and modern sales tooling
• Open-minded, flexible and able to work strategically and independently in a very fast-paced and dynamic environment
• Instinct to dig into the details and get your hands dirty as part of building scalable systems and processes.
• Focus on and successful experimentation with, integrating AI into your standard practices and workflows, and ideas for new applications here at PicnicHealth.

We expect all team members to be amazing in their roles and, ultimately, to move the PicnicHealth mission forward.

What is clinical research and why will PicnicHealth win?

Clinical research is the industry responsible for conducting studies to evaluate the effectiveness of drugs and treatments. Better trials lead to faster, more cost-effective drug development, ultimately resulting in more and improved treatments for patients. However, the process remains highly inefficient. Trials are a major bottleneck in drug development, and the promising advancements in biotech cannot achieve their full potential unless clinical research becomes more effective

The industry runs on outdated technology and manual processes. Research sites (hospitals, academic centers, doctors' offices) are a major bottleneck, and contract research organizations (CROs) spend most of their time wrangling sites and cobbling together vendor software.

PicnicHealth has built technology that uniquely positions us to run faster, cheaper, and more flexible studies without requiring sites:

• PicnicAI (trained on 350M+ clinician annotations over 100k+ patient records) is the only system that can effectively access and structure all participant EMR data trials need
• Our AI health assistant (NPS of 76 in 2024) guides participants through study activities and enables most to be done at home
• We're an integrated solution — virtual site, CRO, and software platform — with AI built in from the ground up, initially focusing on non-interventional research.

Why will PicnicHealth win in Clinical Research?

Trials are a major bottleneck in drug development, and the promising advancements in biotech cannot achieve their full potential unless clinical research becomes more effective. The industry runs on outdated technology and manual processes. Research sites (hospitals, academic centers, doctors' offices) are a major bottleneck, and contract research organizations (CROs) spend most of their time wrangling sites and cobbling together vendor software.

PicnicHealth has built technology that uniquely positions us to run faster, cheaper, and more flexible studies without requiring sites:

• PicnicAI (trained on 350M+ clinician annotations over 100k+ patient records) is the only system that can effectively access and structure all participant EMR data trials need
• Our AI health assistant (NPS of 66 in 2024) guides participants through study activities and enables most to be done at home
• We're an integrated solution — virtual site, CRO, and software platform — with AI built in from the ground up, initially focusing on observational research.

The other perks & benefits you get when you work at PicnicHealth

We pay competitive salaries. Everyone on the team is an owner: all full time employees get competitive equity.

Target Base Salary Range: $160,000-220,000

The base salary PicnicHealth offers may vary depending upon the scope, complexity, and autonomy of the position and on the candidate's job-related knowledge, skills, and experience.

We're a remote first company, with teammates spread across the US. We support in-person gatherings, including co-working spaces and multi-day onsites, to build connections and move forward strategic initiatives. Expect to travel 2-4 times a year. For our team members in the Bay Area, who prefer to work in person we can offer a hybrid set up to work from the SF office on a flexible schedule.

You also get:

• Family friendly environment
• Flexible time off
• 401k plan
• Free PicnicHealth account
• Equipment and internet funds for home office set up
• Wellness Stipend

PicnicHealth is committed to promoting an inclusive work environment free of discrimination and harassment. We value a diverse and balanced team where everyone can belong.

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