Director, Revenue Operations

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

📋 Description

• Establish go-to-market segments, coverage frameworks, and planning strategies for a scalable revenue model.

• Oversee annual planning activities, encompassing capacity modeling, demand generation objectives, account and territory structuring, quota distribution, staffing, and budget plans.

• Evaluate key performance indicators such as conversions, annual contract value, and usage growth while providing recommendations for experiments.

• Develop compensation frameworks and oversee quota methodologies.

• Manage the roadmap, architecture, implementation, and results for GTM systems including CRM, CPQ, and prospecting tools.

• Spearhead automation initiatives and process-replacement projects to reduce manual tasks.

• Combine product usage, billing, CRM, and support information to ensure data governance and maintain a reliable single source of truth.

• Collaborate with Data and Product teams as the GTM representative.

• Assist with forecasts, pipeline assessments, and quarterly/monthly business review processes.

• Work alongside Finance on headcount, expenditure, compensation modeling, revenue forecasting accuracy, and variance assessments.

• Recruit, mentor, and nurture a team of analysts, systems engineers, and business partners.

• Create an infrastructure that supports a streamlined revenue operations team to grow with OpenRouter's expansion.

⛳️ Requirements

• Over 10 years of experience in revenue operations, sales strategy, GTM finance, or systems engineering.

• A minimum of 5 years leading cross-functional teams.

• Ideally, experience in a usage-based, API, infrastructure, or developer-tools environment.

• A strong owner-operator mentality with comprehensive GTM accountability.

• Capacity to advise leadership with data insights and a well-defined perspective.

• Extensive knowledge of capacity models, account and territory design, quota distribution, compensation modeling, and forecasting.

• Robust experience in designing and integrating GTM technology stacks.

• A product-management mindset focused on process development.

• Familiarity with the entire customer lifecycle, including demand generation, pipeline management, product-led growth (PLG), sales-led growth (SLG), customer onboarding, and expansion.

• Exceptional written and verbal communication abilities.

• Proven experience presenting to executives and bridging communication between functions and teams.

🏝️ Benefits

• Equity offered