Director, Revenue Operations

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

📋 Description

• Oversee the revenue operations function across sales, finance, and systems.

• Take responsibility for forecasting, pipeline analytics, territory and quota planning, and governance to ensure accurate data.

• Establish the operating rhythm, team dynamics, and reporting mechanisms utilized by business leaders.

• Manage processes and reporting to ensure complete pipeline visibility, revenue operations reporting, and effective CRM management.

• Lead a global team of analysts and CRM specialists.

• Provide strategic guidance and management for revenue operations, encompassing business development, marketing operations, and sales enablement.

• Own the RevOps charter, including the intake process, service levels, and a roadmap for reports and capabilities.

• Recruit, manage, and develop analysts and CRM professionals, setting priorities and quality benchmarks.

• Facilitate weekly forecast and pipeline reviews, monthly business reviews, quarterly business reviews, and annual planning sessions.

• Implement forecasting methodology by deal tier and ensure accountability for forecast accuracy and pipeline coverage over the next four quarters.

• Provide reports on representative and team performance, win/loss analysis, ramp-up, and retention, along with actionable recommendations.

• Collaborate with the deal desk on pricing, discounting, and governance of non-standard terms.

• Work in partnership with Salesforce engineers on CPQ, software releases, and change management processes.

• Establish data quality standards, access controls, and audit trails for pricing and contract information.

• Oversee CRM updates and the development of CRM systems.

⛳️ Requirements

• Bachelor’s degree in business, communications, or a related field.

• A minimum of 8 years in revenue operations, sales operations, or sales analytics within B2B, including over 3 years in a leadership role.

• Proven experience managing a forecast process in complex, long-cycle sales environments.

• Hands-on expertise with Salesforce, covering reporting, forecasting, and CPQ, along with the ability to guide engineers on configuration matters.

• Strong analytical capabilities (SQL, BI tools, financial modeling) with the ability to translate data into executive-level recommendations.

• Experience with territory, quota, and compensation planning.

• Proven track record working alongside Finance on bookings, ARR, and revenue reconciliation.

• Exceptional written and verbal communication skills with senior leaders, and the confidence to challenge definitions and data interpretations.

• Proficiency in Microsoft Suite, Google Suite, and Salesforce CRM.

• Strong project and program management competencies.

• Self-motivated individual capable of managing multiple projects and effectively collaborating with colleagues, matrix relationships, internal clients, and senior management.

• An MBA, advanced analytics certification, experience with PowerBI or similar dashboard development, CPQ implementation or major system transitions, data warehousing, and analytics background, as well as familiarity with MEDDICC, Challenger, or similar sales methodologies are advantageous.

• Must be eligible to work within the continental United States.

• Please note that Arcadia is unable to provide visa sponsorship for this role.

🏝️ Benefits

• "Remote first" culture - work from anywhere within the continental US provided you have a reliable internet connection.

• Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year.

• 11 annual holidays.

• 10 days of sick leave.

• Up to 2 weeks of bereavement leave.

• 2 volunteer days off.

• 2 professional development days off.

• Parental Leave Benefits available for ALL parents.

• 75-95% employer cost coverage for medical, dental, and vision benefits for employees and their dependents.

• Competitive benefits package with equity options (bonus if applicable).