Our Opportunity:
We are seeking a seasoned Director of Revenue Operations to own and scale the systems, processes, and insights powering our go-to-market (GTM) engine while leading efforts to drive growth and efficiency across Sales, Marketing, and Customer Success (CS). The ideal candidate will blend strategic vision with hands-on execution to architect our revenue infrastructure and optimize the entire cycle through data analytics. In addition, the candidate will be equally comfortable in the boardroom presenting forecast methodology and in-the-weeds optimizing a Salesforce workflow. We need an effective servant leader that is capable of building scalable processes and high-performing teams while fostering cross-functional communication to ensure a unified approach to revenue generation.
What You'll Do:
Revenue Strategy, Forecasting & Planning
- Own company-wide revenue forecasting — partnering with Sales and CS leadership to build accurate, predictable weekly and quarterly models for bookings and churn
- Define and maintain pipeline health metrics, customer health scores, and forecasting methodologies that reflect real-world business dynamics
- Build scalable models for account planning, territory and segmentation design, quota setting, and compensation design
- Serve as the primary Revenue Operations (RevOps) partner to Finance during the annual planning cycle — aligning revenue targets, headcount assumptions, and GTM investment with financial models and board-level plans
- Own the operational inputs to the Annual Operating Plan (AOP) — including quota rollup, attainment modeling, and revenue bridge construction across new business, expansion, and renewal streams
- Build and maintain dynamic capacity models that inform GTM headcount decisions — factoring in ramp curves, productivity benchmarks, attrition assumptions, and growth targets across Sales, Sales Development Representative (SDR), and CS teams
GTM Performance Reporting & Analytics
- Develop and maintain executive-level dashboards across pipeline, bookings, revenue, retention, and team productivity
- Standardize KPI definitions across Sales, Marketing, and CS — creating a single source of truth across the organization
- Translate complex data into crisp, actionable insights that shape GTM strategy and investment decisions
Sales & CS Enablement Infrastructure
- Partner with Sales, Marketing, and CS leadership to ensure GTM have the tools, content, and data to execute repeatable, scalable selling motions
- Implement and continuously enhance high-impact enablement functions that increase sales productivity and reduce ramp-up times for new hires
- Optimize workflows across the full lead-to-revenue lifecycle: lead management, opportunity management, quoting, contracting, renewals, and expansions
Systems Ownership, Architecture and Engineering
- Architect, implement and manage high-performing enablement technology to deliver tangible value to the business.
- Establish and enforce governance for access, data hygiene, and process compliance across all GTM systems
Team Leadership
- Lead and grow a high-performing RevOps team (e.g.: Admin, Analyst, BDR and Enablement functions today)
- Prioritize the team’s roadmap based on business impact, GTM needs, and organizational goals
- Serve as a strategic thought partner and trusted advisor to the business
GTM & Finance Alignment
- Act as the connective tissue between Marketing, Sales, Customer Success, Finance, and Product — ensuring shared definitions, aligned incentives, and a coherent view of revenue performance across all functions
- Collaborate with Finance to ensure revenue forecasts, pipeline coverage ratios, and bookings pacing are reconciled with financial reporting on a recurring basis
- Lead recurring cross-functional operating cadences — including pipeline reviews, forecast calls, and QBRs — ensuring the right data is in the room and decisions are grounded in a single source of truth
Rules of Engagement
- Own the design, documentation, and enforcement of rules of engagement across the GTM organization — establishing clear, written policies that reduce conflict, protect seller motivation, and ensure a consistent prospect and customer experience
- Define and maintain lead routing and handoff protocols
- Establish account ownership and segmentation policies that address territory overlap, inbound from existing accounts, named account designations, and prospect-to-customer transitions
- Define quota credit and split policies for overlay, specialist, and multi-seller deals — ensuring compensation structures reinforce collaborative selling without creating perverse incentives
- Clearly delineate expansion and upsell ownership between Sales and Customer Success — specifying the thresholds, product lines, or lifecycle stages that determine which team leads the commercial motion
- Build a lightweight dispute resolution process — ensuring ROE conflicts are resolved quickly and consistently, with clear escalation paths that preserve relationships and maintain GTM velocity
What You'll Need:
AI Fluency & Applied Intelligence
- Direct experience with AI-driven technologies that meaningfully improve forecast accuracy, rep productivity, data hygiene or buyer engagement
Stack Innovation & Architecture
- Experience consolidating or rationalizing bloated tech stacks — reducing complexity, cutting costs, and improving data reliability without disrupting GTM velocity
Evolving Team & Organizational Design
- Willingness to challenge conventional RevOps org structures — thinking critically about where human judgment adds irreplaceable value versus where automation and AI can deliver measurable returns.
- A builder’s mindset: able to attract, develop, and retain analytically strong team members who are energized by operating at the intersection of data, process, and emerging technology
Key Competencies
- 7–10+ years in Revenue Operations, Sales Operations, or GTM Strategy roles — ideally in a high-growth Business-To-Business (B2B) environment
- 3+ years leading and developing high-performing revenue operations or systems teams
- Deep expertise in Salesforce, including Configure, Price, Quote (CPQ) and complex reporting; proven ability to own and evolve a modern GTM tech stack
- Strong command of forecasting methodologies, pipeline analytics, and revenue modeling
- Exceptional ability to communicate and influence at the executive level — translating complex data into compelling narratives
- Experience aligning Sales, Marketing, and CS metrics under a unified revenue model
- Bachelor’s degree in related field of study or MBA
What We'll Deliver On:
- Competitive compensation package
- Comprehensive health, dental, and vision insurance
- Generous paid time off (PTO) and holiday schedule
- Opportunities for professional development and career advancement
- Flexible work arrangements to support work-life balance