Director, Revenue Operations

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 reinforc