Sr. Manager/Director of Revenue Operations

Coast is re-imagining the trillion-dollar U.S. B2B card payments infrastructure, with a focus on the country’s 500,000 commercial fleets, 40 million commercial vehicles, and many million commercial drivers. The incumbent technologies that cater to these customers are decades old, and drivers and fleets increasingly demand modern digital experiences and affordable and transparent financial services products. Coast's mission is to deliver them at a transformational scale, beginning with the Coast Fleet and Fuel Card built on a cutting-edge spend management platform. 

We’re seeking a Sr. Manager/Director of Revenue Operations to own the design, implementation, and management of the systems, processes, and data infrastructure that power Coast’s sales, marketing, partnerships, and customer success teams. As the Sr. Manager/ Director of RevOps, you’ll be the operational backbone of our go-to-market engine—building systems, processes, and insights that accelerate growth, improve conversion and retention, and support our next stage of scale.

This is a high-impact, cross-functional role that requires a strategic thinker who can also roll up their sleeves to drive execution. You’ll work closely with GTM leadership, finance, product, and data teams to ensure revenue teams have the operational leverage, insights, and tooling they need to hit their targets and deliver exceptional customer experiences.

Responsibilities

• Strategy & Planning
  
  • Partner with GTM leadership to develop and execute revenue growth strategies and forecasting models
  • Lead annual and quarterly planning processes across sales, marketing, partnerships, and customer success

• Systems & Tools
  
  • Own the architecture, administration, and development of our revenue tech stack (including Salesforce, Hubspot, Outreach, Grain, Calendly, Zoominfo, and Cloudingo)
  • Implement new tools and integrations to support GTM scale, including lead scoring, routing, lifecycle automation, and attribution
  • Maintain clean, structured data across platforms through robust data governance and enrichment

• Analytics & Insights
  
  • Build and maintain reporting that provides real-time insights into pipeline health, funnel metrics, conversion rates, pipeline velocity, sales rep productivity, CAC/LTV, and churn
  • Partner with finance and data teams to ensure forecasting accuracy and metric consistency across dashboards, executive reporting, and board reporting
  • Own attribution modeling and campaign tracking to measure marketing and sales ROI across all channels
  • Deliver actionable insights to improve performance across lead generation, sales productivity, and customer retention.
    
    
• Process Optimization
  
  • Define, standardize, and continuously improve processes for lead routing, account scoring, sales cycle management and opportunity stages, territory design and assignment, account expansion, compensation design, and sales enablement.
  • Drive operational rigor and excellence across marketing, sales, partnership and CS teams by ensuring adherence to defined processes and adoption of playbooks and enablement programs
    
    
• Cross-Functional Leadership
  
  • Serve as the operational lead across GTM teams - ensuring alignment on targets, reporting, and system workflows
  • Act as the connective tissue across GTM, finance, and product teams to link product usage, pricing, and customer segmentation to GTM strategy
  • Lead RevOps roadmap planning and own project management for cross-functional system and tooling initiatives
    
    

Requirements

• 7+ years of experience in Revenue Operations, Sales Operations, or a related role with at least 3+ years in high-growth B2B SaaS or fintech environment
• Experience scaling RevOps functions at a startup or Series B/C company
• Expertise in Salesforce administration and optimization, including complex workflows, process builders, validation rules, and integrations
• Deep knowledge of modern GTM tools and systems; strong systems thinking and ability to design scalable processes
• Proven experience working with SQL and BI tools to self-serve data and drive insights
• Strong analytical skills with the ability to derive insights and tell stories with data
• Excellent communication and project management skills; proven ability to influence senior stakeholders and lead cross-functional initiatives
• Highly analytical, systems-oriented, and detail-oriented with a