Director of Revenue Operations

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

📋 Description

• Shape and steer Leap's go-to-market strategy alongside the executive team, converting company objectives into revenue plans, targets, and priorities.

• Establish territories, segments, coverage models, sales motions, pipeline management standards, and forecasting discipline.

• Lead annual and quarterly planning processes, which include setting bookings targets, capacity and headcount models, quota determination, and compensation plan design.

• Manage forecast calls, pipeline evaluations, Quarterly Business Reviews (QBRs), and the monthly Board KPI package.

• Oversee subscription, consumption, and success-driven revenue from customer and partner ecosystems.

• Ensure alignment among Sales, Marketing, Customer Success, Finance, and Product on common goals, definitions, and customer-lifecycle transitions.

• Collaborate with Marketing on demand strategy, campaign investments, attribution, pipeline, and bookings returns.

• Work with Finance on bookings, billing, recognized revenue, forecasts, budgets, and planning models.

• Provide senior leaders with data-driven recommendations and facilitate actionable decisions.

• Establish KPIs and reporting metrics for pipeline, bookings, forecast, Annual Recurring Revenue (ARR), and retention.

• Analyze sales and marketing performance, translating insights into actionable strategies.

• Prepare cohort, bookings, and pipeline data for due diligence and quality of earnings during a sale process.

• Define the Salesforce and go-to-market technology stack roadmap and direct architecture, standards, and priorities.

• Assess, select, and implement RevOps tools and integrations; manage vendors, budgets, and timelines.

• Implement data governance and change management across revenue systems.

• Advocate for AI and automation, including AI-assisted forecasting, pipeline risk indicators, and self-service reporting.

• Recruit, develop, and lead a high-performing RevOps team.

• Perform other duties as assigned.

⛳️ Requirements

• Bachelor's degree in business, finance, economics, analytics, information systems, or a related field.

• Over 7 years of experience in revenue operations, sales operations, or go-to-market strategy in B2B, preferably within the SaaS sector, dealing with high transaction volumes.

• At least 2 years of experience leading a RevOps or Sales Ops team.

• Proven track record as a strategic partner to go-to-market leadership, encompassing the design of territories, coverage models, quotas, and compensation plans.

• Demonstrated ability to lead cross-functional initiatives and influence executives effectively.

• Experience in owning the revenue forecast and operating cadence, along with presenting revenue performance to an executive team on a weekly or monthly basis.

• Strong grasp of SaaS metrics, including movements in ARR, net and gross revenue retention, Customer Acquisition Cost (CAC) and payback, pipeline coverage, and forecast accuracy.

• Experienced in hiring, developing, and leading a team.

• In-depth working knowledge of Salesforce and the go-to-market technology stack.

• Experience collaborating with Finance to align bookings with billing and revenue.

• Strong skills in leveraging AI tools and leading their adoption, including Salesforce Einstein or Agentforce, generative AI assistants, and AI functionalities in business intelligence and sales tools.

• Must be available to work in EST or CST.

🏝️ Benefits

• Affordable Health & Wellness Coverage – a comprehensive and competitive benefits package beginning the first of the month after your hire date.

• 401(k) company matching.

• Flexible Time Off (FTO) policy.

• 10 paid sick days.

• 8 paid company holidays.

• Comprehensive Employee Assistance Program (EAP).

• Exclusive Discounts with LifeMart (via ADP).

• MoveSpring Wellness App.

• Culture & Team-Building Activities, including an Annual Summit.