Director of Revenue Operations

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

📋 Description

• Build and lead a committed, high-accountability Revenue Operations team.

• Recruit and nurture analysts and managers who strategically collaborate with Sales, Account Management, Renewals, Marketing, and Partnerships leadership.

• Propel AI integration throughout GTM by identifying, testing, and implementing AI-driven tools and workflows.

• Manage the interconnected lead-to-renewal funnel while ensuring comprehensive visibility and accountability.

• Oversee forecast reviews, pipeline evaluations, QBRs, and annual/quarterly territory, quota, and capacity planning.

• Design the governance of CRM, data hygiene, metrics, systems, and a scalable GTM technology stack.

• Create and manage incentive compensation structures in collaboration with Finance.

• Collaborate with Finance and Legal on Deal Desk processes for non-standard deals, profitability assessments, and risk evaluations.

• Work alongside the VP of Revenue Operations on lead-to-revenue modeling, pipeline and capacity analytics, and GTM strategy.

• Deliver forecast accuracy, unit economics, and reporting suitable for board presentations.

⛳️ Requirements

• 7+ years of experience in Revenue Operations at a high-growth B2B SaaS company, preferably during scaling from $50M to $250M+ ARR.

• Proven experience in hiring, developing, and managing a team.

• Advanced skills in financial modeling, including the ability to create bottoms-up forecast models from the ground up.

• Proficient with HubSpot or Salesforce.

• Familiarity with BI/SQL tools and platforms such as Looker, Tableau, ThoughtSpot, and Snowflake.

• Experience with systems like Gong, Clari, Outreach, and Clay.

• Demonstrated success in operationalizing AI tools that enhance revenue or minimize friction for representatives.

• Extensive experience working with data teams on data definitions, source-of-truth reporting, and metric alignment.

• Strong communication skills and credible collaboration with Finance, GTM, and executive leadership.

• Experience in integrating acquisitions into a centralized RevOps function (preferred).

• Background in modeling consumption-based or service-based pricing (preferred).

• Experience presenting directly to boards or operating partners (preferred).

🏝️ Benefits

• Health benefits.

• Flexible paid time off.

• Parental leave.

• Fertility and adoption assistance.

• 401(k).

• Educational reimbursement.

• Reasonable accommodations during the application and interview process.

• Option to opt out of automated assessment steps due to regional regulations without negative impact.