Operations Lead, Mid-Market

TJM Labs

. Own revenue and headcount decisions for the Mid-Market segment, including resourcing and prioritization tradeoffs across serving pods .

Posted 9/30/2026full-timeRemote • United StatesSenior💰 $120,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in revenue and headcount decision-making for the Mid-Market segment, with a strong focus on evaluating economic impacts and driving operational efficiency. Proven ability to partner with cross-functional teams and maintain key customer relationships while identifying growth opportunities.

Highest-signal resume keywords

Revenue OwnershipP&L ManagementCross-Functional CollaborationEconomic Impact EvaluationProcess Improvement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue ManagementStaffing EvaluationUnit Economics AnalysisCost-to-Serve AssessmentROI CalculationProcess DevelopmentAutomation IdentificationOperational AccountabilityPricing StrategyCustomer Relationship Management

Soft Skills

Decision-MakingAccountabilityRelationship BuildingNegotiationStandardization Enforcement

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

Mid-Market SegmentU.S. HealthcarePharmacyRegulated EnvironmentTechnical Buying Environment

About the role

Key responsibilities & impact

Own revenue and headcount decisions for the Mid-Market segment, including resourcing and prioritization tradeoffs across serving pods
Evaluate staffing requests against actual revenue impact and determine whether needs are better addressed through people, process, or tooling
Prioritize across accounts and pods when resources are scarce
Identify and prioritize expansion opportunities across existing Mid-Market accounts alongside new implementations
Own segment efficiency outcomes and drive improvements through Product, Engineering, and Operations
Identify automation opportunities that improve growth or margin
Hold teams accountable for operational or product-related causes of inefficiency
Own account health and expansion outcomes across Mid-Market with Customer Success
Partner with Finance on pricing and packaging strategy
Partner with Sales during late-stage deal reviews to ensure profitable delivery
Own escalations for at-risk or strategic Mid-Market accounts
Maintain key customer relationships, including periodic onsite visits for key accounts
Aggregate segment-level customer patterns into product and pricing roadmap input
Report to the COO and operate with latitude to run the segment as its own business

Requirements

What you’ll need

Experience owning revenue, headcount, or resourcing decisions for a business unit, book of accounts, or segment, not just executing a plan someone else set
Comfortable evaluating a staffing request, a pricing decision, or a deal against its actual economic impact before approving it
Track record of driving outcomes and holding a line with people and teams outside a direct reporting line
Experience partnering with Sales, Product, and Engineering as equals, including holding a peer function accountable without a formal tie-breaker to fall back on
Comfortable enforcing standardization and process discipline in some accounts while building custom, relationship-driven solutions in others, and knowing which one a given situation calls for
History of building process or infrastructure that didn't exist yet, rather than executing an established playbook
Comfortable reading unit economics, margin, cost-to-serve, and ROI, and using them to judge whether a specific deal, hire, or exception is a good idea
6 to 8 years of professional experience, including prior ownership of a P&L, book of business, or revenue-accountable function, or equivalent ownership experience such as running a location, a territory, or a function at a startup with direct revenue accountability
Bachelor's degree or equivalent experience
Experience with U.S. healthcare, pharmacy, or another regulated or technical buying environment (nice to have)

Benefits

Comp & perks

Remote-first collaborative work environment
Paid time off
401K with company match
Health Plan
The opportunity to work at the intersection of healthcare, pharmacy, and AI
Meaningful ownership and opportunity to grow as TJM Labs continues to scale