The Director of Revenue Operations is a strategic, hands-on leader who will embed rigor, accountability, and alignment across AMDT’s go-to-market (GTM) engine. You will define and execute global forecasting motions, enforce process discipline, own revenue systems, and drive tight collaboration between marketing, sales, and post-sales. This role requires someone who not only leads but also rolls up their sleeves — you will “do” as much as you direct.
Your success will be measured by forecast predictability and accuracy, funnel efficiency, cross-functional collaboration, and your ability to deliver scalable systems and processes in parallel with executing on critical initiatives.
Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan.
Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency.
Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics.
Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment.
Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece.
Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems.
Deep experience and fluency in both direct sales and channel/partner models is highly preferred — you should understand the nuances of partner incentives, channel conflict, co-selling motions, and partner forecasting.
Drive alignment across direct and channel GTM motions, ensuring unified forecast methodologies, shared metrics, and transparent handoffs.
Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions.
Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans.
Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes.
Lead change management efforts associated with new systems, protocols, or organizational changes.
Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators.
Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility.
Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation.
Mentor and scale a high-performing operations team (analytics, process, systems).
Foster a culture of operational excellence, continuous improvement, and accountability.
Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams.
Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations.
Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses.
Establish strong data governance, system configuration practices, and scalability safeguards.
Forecast accuracy (monthly, quarterly)
Pipeline coverage / health metrics
Funnel conversion rates, drop-off / leakage points, velocity
Productivity & efficiency metrics (e.g. revenue per rep, lead response time)
SLA compliance and handoff efficiency across GTM functions
Adoption and utilization rates of systems and tools
Direct vs. channel revenue alignment and predictability
Reduction in operational friction, duplication, and inefficiency
Bachelor’s degree required
8+ years in revenue operations, sales operations, channel operations, marketing operations, or a related GTM operations role
Experience in both direct and channel / partner business models (or strong exposure thereof)
Proven track record improving forecast accuracy, process discipline, GTM alignment, and scalability
3+ years of experience leading or scaling operations teams (analytics / systems / process)
Deep familiarity with CRM systems (Salesforce preferred), marketing automation platforms, CPQ or deal desk tools, and BI / analytics tools
Strong analytical skills, data modeling, and ability to translate insights into action
Excellent stakeholder management and influencing skills across senior leadership and functional peers
Demonstrated ability to lead change and operate in ambiguity while driving adoption
Outstanding written and verbal communication skills; ability to present to executive audiences
Prior experience in subscription / recurring revenue models
Global or multi-region GTM experience
Experience operating through channel partners, alliances, or indirect revenue models
Exposure to pricing & packaging, discounting frameworks, margin management
Proven success scaling from mid-market to enterprise segments
MBA or advanced studies in business / operations / analytics
Located in Eastern or Central Time Zone
A pivotal leadership role with direct influence on our growth trajectory
The ability to build and scale a world-class revenue operations function from a foundational stage
A hands-on, hybrid role where you both design strategy and execute critical initiatives
Exposure and collaboration with executive leadership and all GTM functions
Dynamic, entrepreneurial culture with strong ownership, high impact, and merit-based rewards
Business Unit: MDT Software USA | Occupation: general_and_other_sales_and_business_development | Category: sales_and_business_development
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