Sr. Director, Revenue Operations Business Partner

Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

About the Role

The Sr. Director, Business Partners will own the revenue journey end-to-end, serving as the strategic partner to field teams across the entire revenue cycle. This role leads business partnership for SDRs, Partners, Sales, Post-Sales, and Solutions Consultants, ensuring operational excellence, strategic insights, and enablement to drive revenue growth. Managing two direct reports, this leader will be the connective tissue between field teams and Revenue Operations, Finance, Marketing, and Product.

While we are open to remote candidates across the U.S., preference will be given to those located in the Western region.

Responsibilities

Revenue Cycle Ownership

• Own the complete revenue journey from pipeline generation through customer expansion and renewal

• Partner with field leaders across SDR, Partner, Sales, Post-Sales, and Solutions Consulting teams to drive revenue outcomes

• Design and implement strategies to optimize conversion rates at each stage of the revenue funnel

• Identify bottlenecks and friction points in the revenue process and drive cross-functional solutions

• Ensure seamless handoffs and alignment across all revenue-generating teams

Strategic Business Partnership

• Serve as trusted strategic advisor to field leadership on territory planning, quota setting, and capacity modeling

• Provide actionable insights on team performance, pipeline health, and revenue forecasting

• Develop and maintain business rhythms including QBRs, pipeline reviews, and forecast calls

• Lead strategic initiatives to improve revenue productivity and efficiency

• Translate business needs into operational requirements and drive execution with RevOps

Data & Analytics

• Build and maintain executive dashboards and reporting for the revenue organization

• Conduct deep-dive analysis on sales performance, conversion metrics, and revenue trends

• Develop predictive models for pipeline coverage, win rates, and revenue attainment

• Provide data-driven recommendations to optimize go-to-market motions

• Partner with Business Intelligence team to ensure data integrity and reporting accuracy

Process & Tools Optimization

• Own the business requirements for revenue tech stack including CRM, sales engagement, and partner portals

• Drive adoption of tools and processes across the field organization

• Lead process improvement initiatives to reduce administrative burden and increase selling time

• Partner with Sales Enablement to ensure teams are trained on systems and workflows

• Establish and monitor SLAs for revenue operations support

Cross-Functional Leadership

• Collaborate with Marketing Operations on lead management and attribution

• Partner with Finance on revenue planning, forecasting, and commission structures

• Work with Product on feature prioritization based on field feedback and customer insights

• Align with Customer Success Operations on retention and expansion strategies

• Lead cross-functional projects to improve the customer and seller experience

Team Leadership

• Lead, mentor, and develop two direct reports (Sr. Manager, Business Partners)

• Build high-performing team culture focused on impact, collaboration, and continuous learning

• Set strategic priorities and ensure team alignment with organizational objectives

• Foster career development and create growth opportunities for team members

• Scale the business partner function to su