WorkWave is seeking a strategic, results-driven Director of Revenue Operations to serve as the primary operational and commercial support partner to the VP of Revenue Operations, CRO, Finance and global Sales Leadership (US, EMEA, APAC).
This critical leadership role combines strategic sales operations (GTM planning, forecasting, analytics, systems) with hands-on management of sales operational and financial processes to ensure visibility and sales execution excellence across the entire revenue engine. The Director will be accountable for building a high-performing global operations organization that delivers scale, speed, and accuracy.
A successful candidate is analytical, intellectually curious, detail-oriented, and capable of influencing at all levels of the organization.
WHAT YOU'LL DO:
- Strategic GTM Planning: Lead the annual go-to-market planning process, including quota and territory design, capacity and headcount modeling, and segmentation across global regions.
- Forecasting & Pipeline Management: Own the global forecasting cadence, partner with Sales Leaders to drive accuracy, and enforce data governance across the CRM to ensure accurate bookings, revenue, and compensation tracking.
- Sales Performance Analytics: Develop and maintain dashboards and KPIs for pipeline health, conversion rates, productivity, and attainment. Translate data into actionable insights for Sales Leaders and executives (including QBR reporting).
- Operational Excellence & Field Support: Act as the primary operational liaison to Sales Leaders, identifying and implementing process improvements that increase sales efficiency and shorten cycle times.
- GTM Systems & Infrastructure: Oversee the Salesforce environment and the broader RevTech stack (CRM, CPQ, CLM, BI tools) to ensure scalable, automated, and well-governed sales processes.
- Revenue Operations Excellence: Drive continuous improvement initiatives across the full revenue lifecycle, from Marketing to Sales to Customer Success hand-offs, to build scalable operational infrastructure.
- Team Leadership & Management: Lead, mentor, and grow a global Sales Operations team, including Analysts and Specialists, driving a culture of accountability and continuous improvement.
WHAT YOU'LL BRING:
- Bachelor’s degree in Business, Finance, or a related field.
- 10+ years of relevant experience in Revenue Operations, Strategic Finance or FP&A roles, Sales Operations, or related roles within a B2B SaaS or technology company.
- Proven experience leading annual sales planning, forecasting, and GTM execution processes in a complex environment.
- Familiarity with CPQ, CLM, and Business Intelligence (BI) tools within the RevTech stack.
- Proven track record leading annual financial planning (AOP), revenue modeling, and sophisticated forecasting (top-down and bottom-up), and capacity planning in complex, global environments.
- Advanced expertise in financial modeling and Business Intelligence (BI) tools and board reporting. You don't just pull data; you translate complex datasets into actionable fiscal insights.
- Strong command of revenue recognition standards and financial principles.
- Deep understanding of SaaS unit economics (LTV, CAC, Net Retention) and the impact of commercial terms on global GAAP/IFRS standards.
- Exceptional ability to bridge the gap between Sales and Finance, acting as a "bilingual" leader who can justify GTM strategies through the lens of ROI and EBITDA.
- Understanding of both enterprise and high velocity deal cycles while maintaining meticulous attention to detail and financial accuracy.
- Expertise in Salesforce (including reporting, forecasting, and territory management).
- Strong understanding of SaaS commercial models and global enterprise sales processes.
- Exceptional analytical, communication, and cross-functional leadership skills, with the ability to influence at all levels of the organization.
- Demonstrated ability to manage multiple priorities in a fast-paced, high-growth environment.
- Ability to travel (15%).
WHAT WOULD ALSO BE AWESOME:
- Experience leading revenue operations for global SaaS sales organizations with complex, multi-product solution offerings at a PE backed company.
- Prior experience managing and developing a direct team.
