Director of Revenue

This is a fully remote position, open to applicants in United States.

📋 Description

• This is a key hiring position - you will ensure that the revenue organization operates with accurate, reliable data, that our go-to-market (GTM) technology stack functions cohesively, and that the metrics we track have consistent definitions across sales, marketing, finance, and product teams.

• Develop and uphold standardized definitions for Annual Recurring Revenue (ARR), Marketing Qualified Leads (MQL), activation, churn, and other essential revenue metrics across GTM and finance.

• Act as the internal referee when discrepancies arise in numbers - identify the root cause and resolve the issue at its source.

• Take ownership of the data dictionary and ensure that documentation remains up-to-date as the business progresses.

• Manage the GTM technology stack, including HubSpot, Maxio, marketing automation, enrichment tools, and the integrations among them.

• Handle vendor relationships and make decisions regarding whether to build or buy tools.

• Collaborate with our GTM engineers on technical implementations - you provide direction, they execute the build.

• Oversee the relationship with our external RevOps agency and manage the transition of the quote-to-cash process.

• Responsible for pipeline reporting, conversion analysis, and revenue forecasting inputs for the executive team.

• Create and maintain dashboards that offer the sales and marketing teams self-service visibility into effective strategies.

• Highlight the data that informs decision-making, rather than just responding to inquiries post hoc.

• Serve as the vital link between sales, marketing, customer success, finance, and product for all matters related to data and systems.

• Collaborate with the product team to ensure product usage insights in Amplitude are presented to the revenue organization in meaningful ways.

• Apply the same level of rigor to product-related metrics as you do to GTM metrics - activation, engagement, and expansion signals are just as crucial as pipeline metrics.

⛳️ Requirements

• Over 5 years of experience in Revenue Operations, Sales Operations, or a closely related position within a B2B SaaS organization.

• Profound knowledge of the GTM technology stack - Salesforce or HubSpot, marketing automation, billing systems, and their interconnections.

• Truly data literate: comfortable with SQL, able to interpret data models, and engage in informed discussions with data engineers about feasibility - while you don’t need to create pipelines, understanding their functionality is essential.

• Strong perspective on metric definitions and the discipline to maintain consistency across a team that may resist.

• Experience managing or closely collaborating with technical GTM or data engineering resources.

• Proven history of developing reporting infrastructure that is actively utilized - avoiding stale dashboards.

• At ease in a fast-paced environment where you’ll be expected to transition from initial concepts to polished outcomes quickly.

🏝️ Benefits

• We are an equal opportunity employer dedicated to creating a diverse workforce. We encourage applications from candidates of all backgrounds who are enthusiastic about leveraging technology to revolutionize the construction industry.