Director of Revenue Operations

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

📋 Description

• Develop and manage Roo's Revenue Operations strategy and operational framework.

• Create a phased roadmap transitioning from essential capabilities to comprehensive Revenue Operations scope.

• Oversee HubSpot architecture, automation, workflows, lifecycle management, governance, and reporting.

• Collaborate with revenue leadership to shape the go-to-market systems strategy.

• Work alongside Sales, Marketing, and Customer Support on capacity planning, lead management, and optimizing conversions.

• Establish and enhance intake and triage processes with clearly defined SLAs.

• Minimize recurring requests and reallocate team capacity towards proactive, high-impact tasks.

• Share responsibility for forecasting, reporting, and maintaining pipeline hygiene in collaboration with Sales, Finance, and Data teams.

• Collaborate with Finance on compensation operations, quota determination, and territory design.

• Utilize AI to lessen operational burdens and provide insights with human oversight and a focus on safety.

• Recruit, mentor, and lead a small team in Revenue Operations.

• Broaden the scope of Revenue Operations to include Marketing and subsequently Customer Support.

• Partner with leadership from Finance, Sales, Marketing, Customer Support, and Data to enhance revenue efficiency, predictability, and intelligence.

⛳️ Requirements

• Over 10 years of experience in Revenue Operations, Sales Operations, or Go-To-Market Strategy.

• A minimum of 5 years in leadership roles.

• Proven experience in establishing or fundamentally reconstructing an operations function or capability.

• Hands-on experience in a lean team setting.

• Strong understanding of CRM and Go-To-Market systems, including architecture, automation, and governance on a large scale.

• Experience collaborating with Sales, Marketing, and Customer Support on capacity planning, lead management, and conversion strategies.

• Extensive background in forecasting, pipeline frameworks, revenue predictability, data integrity, and attribution.

• Proficient in revenue and unit economics.

• Experience utilizing modern AI/LLM tools for operational tasks.

• Ability to lead and govern teams in the development of AI/LLM tools.

• Comfortable dealing with ambiguity and translating strategy into action.

• Nice to have: experience with online marketplaces or multi-sided platforms.

• Nice to have: familiarity with HubSpot, Braze, and/or Zendesk.

• Nice to have: exposure to data warehousing solutions like Snowflake and contemporary RevOps tools.

🏝️ Benefits

• Opportunities for accelerated growth and learning.

• Stipends for home office setup, ongoing education, and monthly wellness initiatives.

• Comprehensive health benefits with the base medical plan fully covered and optional premium buy-up plans.

• 401K plan.

• Unlimited Paid Time Off.

• Paid Maternity/Paternity leave and reproductive care leave.

• Birthday and anniversary gifts.

• Opportunities for domestic travel, including regional team-building events.