Director, Revenue Operations

Crisp is the leading collaborative commerce platform that connects CPG brands to real-time sales and inventory data from 40+ retailers and distributors. We serve 7,000+ brands representing over $2.5T in retail sales across 250K+ stores, working with industry leaders like J.M. Smucker, Nestlé, and KraftHeinz. Following our recent $72M Series B funding and strategic acquisitions of Atheon Analytics, Cantactix, ClearBox Analytics, Lumidata, and others, we're positioned for aggressive global expansion and product innovation in the $15T+ global supply chain market.

This is a dynamic, evolving position reporting directly to the VP, Sales Strategy & Operations, offering plenty of opportunity for growth as you leverage your strengths. Whether your background is in startups or large enterprises, you understand the meaningful impact possible within a smaller, agile organization — and you’re eager to help define your role and contribute to Crisp’s future.

The Role

We are looking for a strategic, high-growth Director of Revenue Operations to lead our GTM infrastructure and operations team. Reporting directly to the VP, Sales Strategy & Operations, you will manage a growing team of analysts/admins and act as the primary architect of our scale.

You will move us from "startup operations" to "enterprise scale." This is a leadership role responsible for unifying our data strategy, driving the operational integration of global acquisitions, and ensuring our "Golden Triangle" (Salesforce, HubSpot, and NetSuite) operates as a high-performance engine.

Key Responsibilities

1. Team Leadership & Operational Governance

• Manage & Mentor: Lead, coach, and develop a team of 2+ RevOps professionals. Foster a culture of technical excellence, data curiosity, and proactive problem-solving.
• Prioritization: Act as the gatekeeper for the GTM operations roadmap. Balance "keep the lights on" requests with strategic initiatives, ensuring your team is focused on high-impact work.
• Process Architecture: Define the "Rules of Engagement" across the global customer lifecycle. You own the design of the process; your team assists in the build.

• Change Management & Enablement: Partner with Sales Enablement to drive adoption. You won’t just build the systems; you will lead the change management strategy to ensure acquired teams successfully adopt Crisp’s tools and processes.

2. GTM System Strategy and Process

• Top of Funnel:  Partner with Marketing to validate attribution models and optimize the lead-to-opportunity handoff.
• Quote-to-Cash Strategy: You will lead the strategic evaluation and roadmap for implementing CPQ and CLM solutions to generate quotes and streamline flows between Sales, Legal, and Finance.
• Data Integrity: Implement strict data hygiene and governance policies. Ensure critical customer data (usage, tickets, contract details, etc.) is readily available for the GTM team. 
• Post-Merger Integration (PMI): Lead the operational unification of acquired companies. Develop the playbook for migrating disparate CRM instances into the Crisp "Source of Truth" to ensure a 360-degree customer view.
• Incentive Management: Oversee the administration of sales compensation plans. Ensure your team maintains accurate system data (NetSuite/SFDC) for automated, transparent commission payouts.

3. Reporting, Analytics, and Forecasting

• Forecasting & Revenue Intelligence: Lead the adoption of our new Revenue Intelligence framework. Operationalize the forecast roll-up process, enabling Sales Managers and the CRO to apply judgment overlays and adjustments to drive a predictable, high-confidence "commit" number.
• Reporting & Insights: Oversee the creation of reports for pipeline health, conversion rates, and churn analysis.
• Cross-Functional Insights: Create and maintain a feedback loop to enable Campaign analysis by the Marketing team. Partner with Finance to track unit economics (CAC, LTV) and ensure forecast accuracy.

4. Systems Architecture & Tech Stack Management