Director, Revenue Operations

About Shippo

At Shippo, our vision is bold and clear: we are the shipping layer of the internet. Our mission is to make every merchant successful through excellent shipping, delivering world-class logistics technology and infrastructure. We’re building the backbone of global e-commerce — connecting merchants to carriers worldwide through a single API and intuitive dashboard.

As a remote-first and globally distributed team, we believe flexibility fuels trust, autonomy, and performance. Our diverse perspectives — across continents, cultures, and time zones — drive our innovation and enable us to build solutions used by businesses everywhere. We invest in modern, scalable technology so our teams can build, ship, and iterate with confidence.

Your impact starts here: every person at Shippo plays a direct role in shaping the infrastructure that powers global commerce and makes shipping simpler for businesses around the world.

How we will deliver success together:

As the Director, Revenue Operations you’ll build the operating system for predictable, efficient growth. This is a highly cross-functional leadership role responsible for aligning Sales, Marketing, Customer Success, Partnerships, and Strategic Finance around shared processes, data, and tooling to enable our teams to focus on what they do best: helping merchants win.

This role is essential in enabling Shippo to scale by ensuring our GTM teams have the insights, and operational support needed to drive consistent revenue growth.

Shipping & handling responsibilities

• Partner with GTM and Finance leadership to define revenue operating cadences (weekly pipeline, monthly forecast, etc.).
• Build scalable funnel and pipeline frameworks (definitions, stage hygiene, SLAs, handoffs) that create clarity from lead → closed won → retained/expanded.
• Own KPI design and reporting (pipeline coverage, conversion, velocity, retention) and drive actions from insights.
• Lead capacity planning and coverage models (segmentation, routing, book design) as the business evolves.
• Build performance “scorecards” for leadership and frontline managers; enable proactive coaching and early risk detection.
• Partner with Legal/Finance to streamline contracting and order forms; define and maintain approval matrices.
• Establish scalable “deal desk” practices (as needed) to improve speed, consistency, and governance.
• Own the RevOps systems roadmap (e.g., CRM, marketing automation, sales engagement, support/CS tooling, BI) and ensure tools are configured to match processes, not the other way around.
• Drive data quality standards and governance (definitions, fields, required inputs, automation, enrichment). Partner with Data/Analytics to ensure metric consistency and trusted reporting across teams.
• Ensure playbooks, documentation, and training are in place for key GTM motions and process updates.
• Lead change management: rollouts, communication plans, adoption tracking, feedback loops.
• Act as a trusted advisor to GTM leaders, balancing rigor and velocity in a fast-moving, remote-first environment.
• Lead a high-performing RevOps team, developing talent and setting a culture of customer-centric, high impact operational excellence.

Your shipping requirements

• 10+ years of experience in Revenue Operations / Sales Operations / GTM Operations (with meaningful ownership of cross-functional programs).
• 3+ years of people leadership experience (or clear readiness to lead and scale a team).
• Strong SaaS go-to-market understanding across Sales, Marketing, and Customer Success (PLG and/or sales-led experience a plus).
• Deep hands-on experience with CRM administration and GTM tooling; strong command of process design and automation.
• Analytical fluency: comfortable with funnel metrics, cohort thinking, experimentation, and deriving actions from data (SQL and/or BI tooling a plus).
• Proven track record of building operating rhythms that improve forecast accuracy, pipeline health, and execution.
• Excellent communication and stakeholder management skills; able to align teams, simplify complexity, and drive decisions with compassionate candor.

What is in the Shippo