Director, Revenue Operations

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

📋 Description

• Take ownership of company-wide revenue forecasting by collaborating with Sales and Customer Success leadership to create precise and predictable weekly and quarterly models for bookings and churn.

• Establish and uphold metrics for pipeline health, customer health scores, and forecasting methodologies that accurately mirror real-world business dynamics.

• Develop scalable models for account planning, territory and segmentation design, quota setting, and compensation frameworks.

• Act as the main Revenue Operations (RevOps) liaison to Finance during the annual planning process, ensuring alignment of revenue targets, headcount assumptions, and go-to-market (GTM) investments with financial models and board-level strategies.

• Manage the operational elements of the Annual Operating Plan (AOP) including quota roll-up, attainment modeling, and revenue bridge construction across new business, expansion, and renewal channels.

• Create and sustain dynamic capacity models that guide GTM headcount decisions while considering ramp curves, productivity benchmarks, attrition assumptions, and growth objectives across Sales, Sales Development Representatives (SDRs), and Customer Success teams.

• Design and maintain executive-level dashboards covering pipeline, bookings, revenue, retention, and team productivity metrics.

• Standardize KPI definitions across Sales, Marketing, and Customer Success to establish a unified source of truth within the organization.

• Convert complex data into clear, actionable insights that inform GTM strategies and investment choices.

• Collaborate with Sales, Marketing, and Customer Success leadership to ensure that GTM teams have access to the necessary tools, content, and data for executing repeatable and scalable sales processes.

• Implement and continually improve high-impact enablement functions to enhance sales productivity and decrease ramp-up times for new hires.

• Streamline workflows throughout the entire lead-to-revenue lifecycle, including lead management, opportunity management, quoting, contracting, renewals, and expansions.

• Design, implement, and manage high-performance enablement technology to deliver measurable business value.

• Establish and uphold governance for access, data hygiene, and process compliance across all GTM systems.

• Lead and develop a high-performing RevOps team, which currently includes Admin, Analyst, Business Development Representative (BDR), and Enablement roles.

• Prioritize the team's roadmap based on business impact, GTM requirements, and organizational objectives.

• Serve as the connective link between Marketing, Sales, Customer Success, Finance, and Product to ensure shared definitions, aligned incentives, and a cohesive view of revenue performance across all functions.

• Collaborate with Finance to reconcile revenue forecasts, pipeline coverage ratios, and bookings pacing with financial reporting on a regular basis.

• Facilitate regular cross-functional operating rhythms, including pipeline reviews, forecast calls, and quarterly business reviews (QBRs), ensuring that the right data is present and that decisions are based on a unified source of truth.

• Manage the design, documentation, and enforcement of engagement rules within the GTM organization, creating clear, written policies that minimize conflict, support seller motivation, and ensure a consistent experience for prospects and customers.

• Define and maintain protocols for lead routing and handoff.

• Establish account ownership and segmentation guidelines that address territory overlap, inbound leads from existing accounts, named account designations, and transitions from prospect to customer.

• Define quota credit and split policies for overlay, specialist, and multi-seller deals, ensuring that compensation structures promote collaborative selling without introducing adverse incentives.

• Clearly outline expansion and upsell ownership between Sales and Customer Success, specifying the thresholds, product lines, or lifecycle stages that determine which team leads the commercial process.

• Develop a streamlined dispute resolution process to ensure that Revenue Operations conflicts are resolved promptly and consistently, with clear escalation paths that maintain relationships and preserve GTM velocity.

⛳️ Requirements

• 7–10+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy roles, preferably within a high-growth Business-To-Business (B2B) environment.

• 3+ years of experience leading and nurturing high-performing revenue operations or systems teams.

• In-depth knowledge of Salesforce, including Configure, Price, Quote (CPQ) and complex reporting, with a proven ability to own and evolve a contemporary GTM technology stack.

• Strong understanding of forecasting methodologies, pipeline analytics, and revenue modeling.

• Excellent communication and influencing skills at the executive level, with the ability to translate complex data into compelling narratives.

• Experience in aligning Sales, Marketing, and Customer Success metrics under a unified revenue model.

• Bachelor’s degree in a relevant field or an MBA.

🏝️ Benefits

• Competitive compensation package.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off (PTO) and holiday schedule.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to promote work-life balance.