Director of Revenue Operations

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

📋 Description

• Lead Riva’s Revenue Operations function and team as a comprehensive, enterprise-wide operational capability.

• Take ownership of governance, measurement, Business Intelligence, forecasting, process architecture, systems strategy, and ongoing enhancement of Riva’s revenue engine.

• Collaborate with Sales, Marketing, Customer Success, Finance, IT, and the executive leadership team.

• Convert company growth objectives into quantifiable revenue plans, operational metrics, and execution priorities.

• Establish and manage the operational cadence for pipeline, forecast, bookings, ARR, retention, expansion, productivity, and other SaaS metrics.

• Enhance revenue forecasting methodologies, processes, and governance frameworks.

• Create analytical frameworks across different segments, products, channels, cohorts, and stages of the customer lifecycle.

• Identify performance gaps, analyze root causes, quantify business impacts, and propose actionable solutions.

• Collaborate with Finance on planning, forecasting, performance reporting, capacity planning, and metric alignment.

• Aid in territory, quota, capacity, productivity, and compensation planning.

• Develop executive KPI frameworks, dashboards, reporting, analytics, and self-service Business Intelligence.

• Conduct analysis of pipeline health, conversion rates, sales productivity, segmentation, cohort performance, retention, churn, expansion, and go-to-market efficiency.

• Create a scalable Revenue Intelligence architecture that integrates operational systems with Business Intelligence capabilities.

• Oversee and enhance the entire revenue processes, particularly the Lead-to-Invoice lifecycle.

• Define process ownership, decision rights, controls, service levels, accountability, and change governance.

• Provide strategic leadership for Salesforce and its integrations with HubSpot, ChurnZero, Zuora, QuickBooks, Business Intelligence tools, and other revenue technologies.

• Direct Salesforce product ownership, governance, architectural standards, and long-term roadmap planning.

• Assess automation and AI opportunities to bolster productivity, insights, customer experience, or decision-making.

• Build, lead, mentor, and cultivate a high-performing Revenue Operations team.

• Develop the RevOps roadmap, prioritize initiatives, communicate outcomes and risks to executives, and spearhead organizational change.

• Foster cross-functional partnerships and evolve the RevOps function and operational model to facilitate Riva’s growth.

⛳️ Requirements

• 10+ years of progressive experience in Revenue Operations, Sales Operations, Business Operations, or a closely related field within B2B SaaS, including significant leadership roles.

• Proven experience in aiding a SaaS organization to scale through a comparable growth stage, ideally from around $20M ARR to $75M+ ARR.

• Experience in building, transforming, or significantly enhancing a Revenue Operations function.

• Profound understanding of B2B SaaS revenue models and metrics, including ARR, pipeline coverage, conversion rates, win rates, sales cycles, retention, churn, expansion, productivity, and forecasting.

• Demonstrated capability to develop reliable forecasting processes and provide executive-level revenue insights and recommendations.

• Strong Business Intelligence and analytical skills, including experience in defining KPI frameworks, formulating reporting strategies, analyzing complex datasets, and translating data into actionable business strategies.

• Solid understanding of Salesforce and contemporary revenue technology ecosystems; technical fluency to challenge architectural decisions, comprehend data and process implications, and guide platform strategy.

• Experience with integrated go-to-market technologies across Sales, Marketing, Customer Success, Finance, and Business Intelligence.

• Strong process architecture and continuous improvement skills, including experience in designing scalable end-to-end business processes and governance.

• Proven ability to influence senior executives and functional leaders during conflicting priorities or challenging trade-offs.

• Strong financial and commercial acumen and experience in closely partnering with Finance on planning, forecasting, and business performance.

• Excellent written and verbal communication skills with the ability to clarify complex operational and analytical concepts into clear executive-level recommendations.

• Experience in leading, developing, and scaling high-performing teams.

• A history of generating measurable business outcomes rather than merely completing projects.

• Must possess a valid work permit or be a permanent resident or citizen of Canada.

🏝️ Benefits

• RRSP/IRA matching.

• Paid vacation starting at 3 weeks.

• Paid wellness time that allows for flexible discretionary allocation for mental health, personal benefits, and personal time.

• Paid time off to volunteer with charities of your choice.

• Extended health care benefits, including dental and life insurance.

• Professional development and training allowance for career advancement.