Director of Revenue Operations

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

📋 Description

• Establish and monitor operational objectives such as pipeline coverage, opportunity generation, conversion rates by stage, and response time to leads.

• Create and sustain a market map; outline account segmentation, targeting, and prioritization strategies.

• Design sales territories and assign accounts accordingly.

• Enhance ICP targeting, CAC efficiency, and pipeline velocity in collaboration with GTM and Analytics teams.

• Manage and optimize the GTM technology stack, which includes Salesforce, HubSpot, Gong, Intercom, and associated tools.

• Execute lead routing, scoring, attribution, and enrichment processes.

• Ensure data accuracy and system hygiene across revenue-related systems.

• Oversee and support Salesforce administration, focusing on configuration, integrations, and automation.

• Integrate data from CRM, marketing automation, product usage, and billing using APIs and custom scripts.

• Develop automated workflows utilizing AI tools such as Clay, LLM APIs, Python, and similar technologies.

• Create and maintain real-time dashboards to monitor funnel metrics, pipeline health, and revenue forecasts.

• Identify and influence key metrics, including pipeline value, campaign ROI, close rates, and stage conversion rates.

• Collaborate with the CRO, Finance, Marketing, and Analytics teams on planning, forecasting, budgeting, and reporting from CRM to warehouse.

• Utilize AI tools to generate predictive insights and enhance reporting capabilities.

• Define and document GTM processes, engagement rules, service level agreements (SLAs), and territory models.

• Manage deal desk and approvals processes, including pricing, discounts, non-standard terms, quote-to-close workflows, and escalations.

• Assist in compensation planning, quota design, and alignment of incentives with Finance.

• Facilitate onboarding, offboarding, training, and operational workflows across Sales, Customer Success, and Marketing departments.

• Identify and eliminate friction in the sales process.

• Serve as the liaison between Sales, Customer Success, Marketing, and Finance teams.

• Support pricing strategies, pipeline inspections, and contract workflows.

• Prepare leadership readouts.

• Oversee and mentor the Revenue Operations Manager.

• Direct GTM engineering resources towards high-impact development work.

• Collaborate with FP&A and Data/Analytics as part of a triad operational partnership.

⛳️ Requirements

• A minimum of 6 years in Revenue Operations, Sales Operations, BizOps, or GTM Strategy within B2B SaaS companies, including experience as a hands-on individual contributor.

• Proven track record of scaling a company through the approximately $20M ARR range in a capital-efficient, lean-team environment.

• Strong understanding of systems integration and data flows from CRM to warehouse.

• Technical proficiency; capable of building solutions before delegating tasks.

• Experience in SMB, DTC, or PLG market sectors.

• Familiarity with compensation and attainment design, pipeline modeling, segmentation, and financial planning.

• Experience managing a deal desk or approvals process, or establishing one from scratch.

• Proficiency with AI tools for data enrichment, market mapping, agent workflows, and automation.

• Ability to produce clear reports that explain changes and their significance.

• Comfortable working in a remote-first, fast-paced environment with a small team and broad responsibilities.

• Nice to have: experience within the creator economy, video, membership, or community software sectors.

• Nice to have: familiarity with using Salesforce and HubSpot together, supported by a data warehouse.

• Nice to have: background in developing outbound and prospecting strategies from scratch.

• Nice to have: experience with revenue recognition workflows or multi-currency billing processes.

• Nice to have: direct experience collaborating with a CRO or founder-led GTM team.

🏝️ Benefits

• Flexible PTO along with 8 paid company holidays.

• Medical benefits with cost sharing, including health, dental, and vision (for US-based employees).

• 401(k) plan with company matching (for US-based employees).

• Flexible parental leave policy.

• Remote-first work environment.

• Stipends for technology, coworking space, and professional development opportunities.