Director, Revenue Operations (GTM)

Director, Revenue Operations

Reporting to Guideline’s Senior Director, Growth Strategy, our Director, Revenue Operations will play a crucial role in optimizing and aligning revenue-generating functions across Sales, Marketing, Strategic Partnerships, Enablement, Finance, Product, and Legal & Compliance. The goal is to improve operational efficiency, enhance customer experience, and maximize revenue growth. 

This new role will be responsible for designing, managing, and optimizing the end-to-end processes. This includes overseeing the systems, data, and information that enable the revenue-generating teams to operate efficiently. This role ensures that the organization is aligned on key metrics, workflows, and technology to drive growth and scale effectively. 

The ideal candidate will have worked in fast-paced environments before, ideally at a multi-product SaaS company and with a track record of measurable impact on revenue. You should also be comfortable tackling ambiguous and challenging problems that require broad stakeholder alignment. Scaling our GTM efforts is a high-visibility strategic initiative for the company and this role will help drive that.

WHAT YOU'LL WORK ON

As Guideline’s Director, Revenue Operations you will manage a holistic prospect-to-customer journey facilitated by campaigns via paid, owned and earned marketing channels, prospect scoring, and engagement automation enabled by our stack. 

You will work with internal stakeholders to develop and implement efficient, technology-driven sales automation programs, qualification models, and processes. Underpinning the growth machine is our partner ecosystem, and you’ll work with internal and external stakeholders to design and implement partner engagement models, as well as uncover insights, develop recommendations and drive change management across tooling and operational plans.

What You Will Do

• Revenue Strategy & Process Optimization 
  • Design and implement scalable processes for sales, marketing, and other GTM functions to maximize revenue growth. 
  • Implement and refine sales processes that enhance lead conversion rates, improve deal velocity, and maximize customer lifetime value.
  • Drive revenue forecasting, capacity modeling, lead routing, resource allocation, and segmentation in collaboration with Finance and GTM leadership.
• Revenue Analytics & Reporting 
  • Develop and manage key performance metrics (KPIs) to measure revenue growth, pipeline health, customer retention and expansion.
  • Design, enable, and manage reporting, dashboards, and metrics to ensure accurate, timely, actionable insights for the executive team, including bespoke analysis used by Leadership for planning and strategic decision making. 
• Sales & Marketing Technology Stack 
  • Manage and optimize the tools and platforms (e.g., CRM, marketing automation, BI tools) that enable sales, marketing, and customer success to execute their strategies. 
  • Evaluate new technologies to enhance operational efficiency and revenue growth. 
• Cross-functional Collaboration 
  • Serve as the liaison between sales, marketing, partnerships, product, finance, legal, compliance and security teams to ensure alignment and execution on shared revenue goals. 
  • Clearly articulate business problems and insights, and recommend and implement solutions to capitalize on opportunities and ameliorate challenges.
• Revenue Forecasting & Planning 
  • Align with company objectives and stakeholders to define and monitor annual and quarterly departmental goals, and contribute to broader modeling and target setting.
  • Develop monthly and quarterly reports, and conduct ad hoc analyses to pinpoint opportunities and challenges within the business.
  • Help define revenue targets, quotas, and compensation plans based on historical data, market trends, and business goals. 
• Team Leadership & Development 
  • Foster a collaborative, high-performance culture by working closely with diverse stakeholders and demonstrating leadership values.
  • Manage and mentor a team of revenue operations professionals, fostering an adaptable, data-driven culture. 
  • Provide ongoing coaching and development to ensure team members grow in their roles and deliver value to the organization. 

What We Are Looking For

• 8+ years of experience in Revenue Operations, Sales Operations, or a related GTM role, preferably in a high-growth B2B SaaS environment
• 3+ years of experience leading and scaling a revenue operation