Director, Revenue Operations

Summary

As the Director of Revenue Operations, you will serve as the strategic engine of our Go-to-Market (GTM) organization. You aren’t just managing reports; you are a trusted advisor to leadership, translating complex data into actionable growth strategies. This is a "player-coach" role that requires a rare blend of high-level strategic thinking and a hands-on approach to execution. 

You will act as the connective tissue between Sales, Marketing, Customer Success, and Finance, ensuring our GTM motion is cohesive, data-driven, and scalable. You will partner with stakeholders on reportings, analytics, compensation plans, quota setting, territory management, pipeline management and forecasting. 

Reporting to the VP of Revenue Operations, you will play a critical role in shaping a best-in-class Revenue Operations function, driving operational excellence, and maximizing business outcomes. 

Core Responsibilities 

• Strategic Advisory: Partner and support GTM leadership to define sales territories, quota targets, and incentive structures that align with long-term company goals. 
• Advanced Analytics & Forecasting: Own the "source of truth" for revenue data. Build and maintain sophisticated reporting and dashboards to track sales funnel metrics, retention metrics including ongoing pipeline and forecast data. 
• Business Reviews: Lead the preparation and delivery of weekly, monthly, and quarterly business reviews (QBRs) for senior leadership and the Board. 
• Cross-Functional Orchestration: Align with Finance on revenue recognition and budgeting, and with Marketing/CS on lead-to-renewal lifecycle management. 
• Compensation Strategy & Design: Lead the annual design and semi-annual optimization of variable incentive plans for Sales and Customer Success. Ensure plans are simple, motivating, and aligned with company ARR targets. 
• Performance Analysis: Regularly proactively report on "pay for performance" correlation—analyzing whether your top earners are also your most strategic contributors. 
• GTM Strategy: Identify bottlenecks in the customer journey through rigorous data analysis and design initiatives to improve win rates and expansion opportunities. 
• Team Leadership: Lead and mentor a high-performing team of analysts, fostering a culture of professional development and analytical excellence. 

Who You Are 

• A SaaS Veteran: You speak the language of recurring revenue. You understand the nuances of churn, expansion, and the metrics that drive a successful tech business. 
• Data-Fluent: You have a mastery of Salesforce and Tableau, with the ability to translate complex datasets into clear, executive-level insights. You are able to identify the "signal" within the "noise," moving beyond descriptive reporting to predictive modeling that informs long-term GTM strategy and financial forecasting. 
• A Problem Solver: When a metric dips, you don’t just report it—you find the root cause and propose potential ways to fix it.
• A Trusted Partner: You have a track record of building deep relationships with Finance and Sales leaders, moving from a "service provider" to a "strategic peer." 
• Dynamic & Resilient: You thrive in a fast-paced, challenging environment where you must balance long-term strategic projects with urgent, day-to-day execution. 

Qualifications 

• 7+ years of experience in Revenue Operations, Sales Operations, or Management Consulting, with at least 5 years in a leadership role within the SaaS industry. 
• Technical: Proficiency in Salesforce (reporting/architecture) and Tableau/Power BI (visualization). Advanced Excel/Financial Modeling skills are non-negotiable. 
• Strategic Mindset: Proven ability to design GTM strategies that have led to measurable revenue growth. ● Execution-Focused: A "get it done" attitude with the ability to manage complex projects from ideation to completion across multiple departments. 
• Communication: Exceptional presentation skills; ability to distill complex data into a narrative for executives and stakeholders across the business. 

The Tech Stack Context 

While you will not be responsible for the back-end technical configuration or "breaking the glass" in Salesforce, you must have a deep understanding of how a modern GTM stack (Salesforce, Outreach/Salesloft, Gong, H