Pictor Labs is the leading virtual staining company revolutionizing digital pathology adoption worldwide through cutting-edge AI-powered technology. Our solutions deliver diagnostic-quality results in minutes while preserving tissue samples for comprehensive analysis.
Our breakthrough DeepStain™ and ReStain™ technologies enable unlimited virtual staining from a single tissue sample, eliminating the bottlenecks and limitations of traditional chemical staining processes. This innovation supports the critical evolution from research applications to clinical deployment, empowering laboratories to advance their digital pathology capabilities while reducing chemical waste, improving operational efficiency, and expanding diagnostic possibilities.
Position Overview
You will own Pictor Labs' revenue operations strategy end-to-end, driving revenue projections, sales process optimization, and full customer lifecycle management. You'll partner closely with the VP of Sales, Marketing, Product, Engineering and Finance teams to build scalable revenue systems that support our rapid growth across biopharma, CROs, AMCs, and community labs.
This role sits at the critical intersection of sales strategy, data analytics, and customer experience, where your insights directly impact pipeline velocity, deal closure rates, and customer retention. Given our AI-powered product focus, you'll be expected to leverage AI tools and methodologies throughout the revenue operations process, from predictive analytics and lead qualification to pipeline optimization and customer engagement, and maintaining our innovation-first approach as we scale.
Key Responsibilities
Revenue Forecasting & Analytics
- Develop and maintain comprehensive revenue forecasting models across all customer segments (biopharma, CROs, AMCs, community labs)
- Create predictive analytics dashboards for pipeline management, deal velocity, and conversion rates
- Partner with finance to ensure accurate quarterly and annual revenue projections for board reporting
- Analyze sales performance metrics and identify optimization opportunities across the sales funnel
Sales Operations & Process Optimization
- Design and implement scalable sales processes, workflows, and methodologies to support team growth
- Manage and optimize CRM systems (HubSpot) including data hygiene, automation, and reporting
- Create sales enablement tools, playbooks, and training materials for different customer personas
- Establish and monitor key performance indicators (KPIs) for sales team effectiveness
Customer Lifecycle Management
- Design customer onboarding processes for Virtual Staining Hub program and full product deployments
- Create customer success frameworks to ensure smooth transitions from pilot to production environments
- Develop retention strategies and early warning systems for at-risk accounts
- Partner with customer success to optimize expansion revenue opportunities
Market Intelligence & Strategy
- Collaborate with Marketing, Product and Clinical to conduct competitive analysis and market research to inform pricing and positioning strategies
- Collaborate with Marketing to track and analyze conference ROI (CAP, PathVisions, HLTH, SITC) and lead generation effectiveness
- Support territory planning and account prioritization based on market opportunity analysis
- Collaborate with marketing on lead scoring, qualification criteria, and handoff processes
Cross-functional Collaboration
- Work with product team to communicate customer feedback and feature requests
- Support legal and regulatory teams with contract templates and compliance requirements
- Coordinate with finance on commission structures, quota setting, and revenue recognition
- Partner with marketing on campaign effectiveness measurement and lead attribution
