Director of Revenue Operations

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

📋 Description

• Provide proactive recommendations to the Sales team regarding pipeline, productivity, and territories.

• Consult with Marketing on channel effectiveness, lead quality, and customer acquisition cost (CAC).

• Advise the Finance department on pricing strategies, packaging options, unit economics, and planning processes.

• Collaborate with Product and Customer Success on user adoption, expansion, retention, and total addressable market (TAM) analysis.

• Manage Salesforce administration, configuration, and data integrity, in addition to overseeing the Snowflake and BI stack.

• Lead the implementation of the DealHub CPQ system.

• Enhance integrations among marketing, product, and finance systems.

• Develop shared metric definitions and establish governance protocols.

• Create and sustain executive and departmental dashboards.

• Automate recurring reports and distribute weekly and monthly KPI updates with trend analysis.

• Implement quality assurance measures to ensure the reliability of reporting figures.

• Enable teams to independently address common inquiries.

• Monitor performance metrics from acquisition through pipeline, conversion, bookings, expansion, and retention.

• Conduct segmentation analysis by customer, channel, product, and representative.

• Proactively identify trends and areas of underperformance.

• Develop forecasting models and refine them based on actual performance.

• Report directly to the VP of Finance and collaborate closely with the executive team.

⛳️ Requirements

• A minimum of 7 years of experience in Revenue, Sales, Marketing, Business Operations, or Analytics.

• Bachelor's degree with a proven record of leadership in RevOps within a growth-focused organization, ideally one with an ARR between $20M and $50M.

• Direct experience managing Salesforce administration, CRM data architecture, integrations, and governance.

• Proficient in Snowflake (or a comparable data warehouse), SQL, and contemporary BI tools.

• Experience in implementing and overseeing CPQ systems, preferably DealHub.

• Strong understanding of B2B SaaS revenue funnels and go-to-market strategies.

• Proven success in developing automated reporting and enhancing revenue performance through data analysis.

• Ability to convey complex analyses to non-technical executives and collaborate effectively across Sales, Marketing, Finance, and Product teams.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance options, including an HSA plan.

• Disability insurance coverage.

• 401(k) retirement plan.

• Generous paid time off (PTO) policy.

• Paid holidays.

• Additional benefits.