Director of Revenue Operations

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

📋 Description

• Oversee Revenue Operations throughout the complete revenue lifecycle, from pipeline management to renewal processes.

• Establish and uphold operational standards for Sales and Customer Success teams.

• Manage revenue forecasting, pipeline health analytics, and definitions of SaaS metrics.

• Collaborate with Finance to create board-ready revenue reports.

• Handle renewal forecasting, churn and expansion analytics, and facilitate Sales-to-Customer Success transitions.

• Take ownership of and enhance the entire revenue process from lead generation to renewal.

• Work alongside Marketing to optimize lead scoring, routing, lifecycle stages, and attribution models.

• Set standards for data hygiene in Salesforce and HubSpot.

• Collaborate with the VP of Enterprise Applications to promote the adoption of Salesforce, HubSpot, and Outreach tools.

• Implement AI and automation in forecasting, deal analysis, account research, and reporting tasks.

• Develop annual models for territory assignments, quotas, and headcount.

• Design variable compensation structures for quota-carrying positions.

• Analyze plan costs and payouts, create plan documentation, manage commission calculations and dispute resolutions, and monitor attainment and cost of sales.

⛳️ Requirements

• 10+ years of experience in Revenue Operations, Sales Operations, or a related role, serving as the lead RevOps authority in a high-growth SaaS or recurring revenue environment.

• Proven experience in establishing a RevOps function from the ground up.

• Background in supporting a business with an ARR between $25M and $100M, including combined Sales and Customer Success teams of 20 or more members.

• In-depth understanding of SaaS unit economics, such as ARR, NRR, churn, CAC, and LTV.

• Strong, practical knowledge of Salesforce and HubSpot platforms.

• Experience in designing and modeling variable compensation plans for Sales and Customer Success teams.

• Familiarity with pay mix, quotas, and accelerators.

• Ability to translate complex data into clear narratives for executive audiences.

• Experience with high-velocity SMB sales strategies as well as enterprise and channel sales approaches.

• Proven ability to influence cross-functional teams without direct authority.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance—effective from the 1st of the month following your hire date.

• Four weeks of paid parental or medical leave.

• Flexible Paid Time Off (PTO) policy.

• Sick leave.

• Eight paid holidays each year.

• 401(k) retirement savings plan.

• One complimentary course each year after 90 days of employment.

• Tuition assistance available.