Commercial Operations Lead

Two Chairs is building a new kind of mental health system based on the idea that the status quo isn’t good enough. Industry-best clinician experiences, better client outcomes, groundbreaking innovation, and access to the highest quality care are how we’ll raise the bar for the entire industry. With that, we're excited and honored to have been recognized as a 2025 Great Place to Work and 2025 Fortune’s Best Workplaces in Healthcare.

One of our company values is "Embrace Differences" and diversity, equity, inclusion, and belonging are the principles guiding how we build our business and teams. We encourage interested candidates from all backgrounds to apply even if they don't think they meet some expectations of the role.

About the Role

The Commercial Operations Lead will own and evolve Two Chairs’ commercial operating foundation across systems, data, and go-to-market workflows. This role is responsible for translating commercial strategy into scalable execution by designing, administering, and continuously improving the tools, processes, and measurements that power payer, provider, and member growth.

Partnering closely with Sales, Marketing, Clinical Operations, and Analytics, this role ensures that go-to-market motions are operationally sound, measurable end-to-end, and aligned with clinical capacity and business priorities. The Commercial Operations Lead serves as a connective tissue across teams, bringing clarity to complex GTM questions through data, automation, and thoughtful systems design.

While Salesforce, HubSpot, and outbound tooling are core to the role, the broader mandate is to build a durable, flexible commercial operating model that enables faster experimentation, clearer accountability, and more predictable growth as Two Chairs scales.

This is a hands-on Commercial/GTM Operations IC role responsible for personally owning, building, and operating Two Chairs’ core commercial systems (Salesforce, HubSpot, outbound tooling, and web analytics).
This role is the single operational owner of the GTM engine and will design, administer, and continuously improve the systems, integrations, and reporting that power payer growth and post-sale activation.

Core Areas of Responsibility

Commercial Systems Ownership

• Serve as primary administrator for Salesforce (Sales Cloud), including objects, fields, flows, validation rules, governance, and role hierarchies
• Administer and optimize HubSpot for marketing automation, lifecycle management, and nurture programs
• Own administration of sales outbound tooling
• Establish and maintain data hygiene standards, naming conventions, tagging, and documentation

Systems Integration & Data Architecture

• Own the integration layer between Salesforce, HubSpot, sales outreach tools, and web analytics
• Unify systems and data models to support payer, provider, and member GTM workflows
• Ensure accurate, reliable data flow between marketing, sales, and downstream operational systems

Funnel Definition, Measurement & Reporting

• Define and maintain MQL → SQL → pipeline → member start mappings
• Build and maintain MQL definitions and scoring models aligned to GTM strategy
• Develop dashboards for:
• Payer GTM performance
• Provider referral funnel
• Event and campaign ROI
• Partner with stakeholders to ensure reporting answers real business questions and drives action

Website & Go-to-Market Operations

• Own website operations and CMS updates (Webflow) to support faster, controlled GTM launches
• Enable test-launch-measure cycles for content, landing pages, and conversion paths
• Ensure web analytics and attribution integrate cleanly into Salesforce and HubSpot reporting

Cross-Functional Partnership

• Partner with Sales, Marketing, and Clinical Operations to align funnel mechanics with clinical capacity and care delivery realities
• Translate GTM questions into systems, automation, and reporting solutions
• Support enablement and change management as new workflows and tools are rolled out

Impact & Success Indicators

Where you’ll make an immediate impact:

• Salesforce, HubSpot, and outbound tools are cleanly administered, governed, and documented
• Stable, trusted integrations across SFDC, HubSpot, outbound tools, and web analytics
• Clear, shared definitions for MQLs, SQLs, pipeline stages, and member starts
• Executive-ready dashboards that accurately reflect payer and provider GTM performance
• Faster, more controlled website and campaign launches with measurable outcomes
• Increased confidence across teams in funnel data, reporting, and attribution
• A clear roadmap for continued commercial operations maturity as the business scales

You’ll Be Successful If You Have

• 5–8+ years of experience in GTM Ops, RevOps, or Marketing Ops
• Hands-on Salesforce administration experience (certification strongly preferred)
• Hands-on HubSpot administration experience (preferred)
• Experience integrating Salesforce with marketing automation, outbound, and analytics tools
• Strong analytical skills and the ability to design systems that reflect real business processes
• Proven ability to operate cross-functionally and influence without authority
• Comfort navigating ambiguity and translating complex GTM needs into practical execution
• Bonus: experience in healthcare, health plans, or B2B2C business models

Compensation & Benefits

The offer range is dependent on qualifications and experience. New hires can reasonably expect an offer between $111,000 and $131,000. The full salary range for this full-time, exempt role is $111,000 - $150,000. 

Additional perks and benefits:

• Equity in a high-growth start-up
• Paid time off, including nine paid holidays and an additional Winter Office Closure from Christmas Day (Observed) through New Year's Day
• Comprehensive medical, dental, and vision coverage
• 401(k) Retirement savings options
• One-time $200 Work from Home reimbursement
• Annual $1,000 Productivity & Wellness Stipend to support your personal and professional goals
• Annual $500 subsidized company contribution to your healthcare FSA or HSA
• Paid parental leave

Outreach Notice to Applicants

We are thrilled that you’re interested in joining our team! To ensure a consistent and equitable hiring process for all candidates, we kindly ask that you refrain from reaching out to current employees regarding the role, your application, or the interview process. Our talent acquisition team is committed to carefully reviewing all applications and will reach out directly if they decide to move forward.

All applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.