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The Director of Revenue Operations is a strategic and operational leader responsible for architecting a unified, data-driven go-to-market (GTM) engine that drives predictable, efficient, and scalable revenue growth.
This role aligns Sales, Marketing, and Customer Success around shared metrics, optimized processes, and best-in-class systems to unlock commercial performance and enhance the full customer lifecycle, from lead generation to renewal and expansion.
Your responsibilities will include:
Develop and execute a comprehensive revenue operations strategy aligned with company growth, margin, and retention goals.
Design and implement scalable, cross-functional GTM processes that enable predictable pipeline generation, conversion, and retention.
Establish forecasting and planning frameworks that deliver accuracy and visibility across new business, expansion, and renewals.
Partner with executive leadership to shape GTM design, territory strategy, and commercial efficiency initiatives (CAC payback, Magic Number, LTV/CAC).
Build a unified revenue intelligence infrastructure that serves as the single source of truth for GTM data.
Design dashboards and analytics that translate data into actionable insights on pipeline velocity, funnel health, and growth levers.
Leverage AI and automation to improve forecast accuracy, lead scoring, and revenue attribution.
Ensure data governance, integrity, and accessibility across all systems.
Own the revenue technology stack (CRM, marketing automation, sales engagement, CS platforms, BI tools).
Evaluate, implement, and optimize systems to improve seller productivity and GTM alignment.
Manage integrations between marketing, sales, and CS systems to deliver a seamless flow of data across the customer journey.
Drive adoption of tools and ensure technology delivers measurable ROI in terms of efficiency and conversion lift.
Build, mentor, and scale a high-performing Revenue Operations team
Act as a change leader, embedding a culture of data-driven decision-making and continuous improvement.
Partner with GTM and Finance leaders to translate strategy into operational execution and measurable outcomes
Own and continuously improve the lead-to-cash and customer lifecycle processes.
With the collaboration of other GTM leaders, optimize territory design, quota setting, incentive structures, and sales capacity planning to drive equitable and efficient performance.
Identify friction points and deploy automation to streamline workflows and reduce cycle times.
Ensure operational alignment that maximizes ARR growth, gross retention, and expansion efficiency.
Align Marketing, Sales, Customer Success, and Finance around shared goals, definitions, and performance metrics.
Partner with Product and Finance to inform pricing, packaging, and renewals strategies through data insights.
Serve as the connective tissue of the GTM organization: translating strategy into execution and ensuring continuous feedback loops across teams.
7–10+ years of experience in Revenue, Sales, or GTM Operations roles; 3+ years in leadership.
Proven experience scaling operations within a high-growth SaaS or B2B technology environment.
Deep expertise with CRM platforms (Salesforce, HubSpot, or equivalent) and GTM automation tools.
Strong analytical skills and proficiency in data visualization and BI tools (e.g., Looker, Tableau, Power BI).
Demonstrated success driving improvements in forecast accuracy, pipeline velocity, and sales efficiency.
Bachelor’s degree in Business, Finance, or a related field.
MBA or advanced degree. (an asset)
Hands-on experience managing complex revenue technology ecosystems. (an asset)
Understanding of revenue recognition principles, financial modeling, and strategic planning. (an asset)
Join an early-stage, well-financed company
Advance Novisto’s purpose of contributing to the sustainability of the economy, environment, and society by empowering companies to make better decisions and disclosures through our ESG data management software
Contribute your knowledge and insights to increase awareness and knowledge of sustainability
Generous health benefits
Flexible schedules
4 weeks of vacation
Stock option plan
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Novisto is a sustainability management software company that provides enterprise ESG data management, reporting, and disclosure solutions. The Montreal-based SaaS platform helps large enterprises streamline ESG strategy, performance tracking, and regulatory reporting.
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