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