Director, Revenue Operations

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

📋 Description

• Develop the operational framework for identifying, pursuing, and securing federal contracts, encompassing pipeline management, forecasting, rhythm, and enablement.

• Manage the definitions of pipeline stages, qualification standards, probability-of-win models, weekly pipeline assessments, monthly forecasts, and quarterly business evaluations.

• Oversee the configuration of Pryzm CRM, ensuring data integrity, reporting accuracy, user adoption, and integration of government data.

• Generate dashboards, conduct win/loss analyses, source attribution studies, win rate calculations, and revenue reports for leadership and investors.

• Direct the annual and quarterly planning processes, setting targets, managing territory and account coverage, modeling capacity, and preparing headcount proposals.

• Collaborate with Finance and Human Resources to support the design of variable compensation plans.

• Take ownership of new-hire orientation, system training, development of playbooks, and documentation of processes.

• Design the pursuit lifecycle from the initial identification stage through qualification, bid/no-bid decisions, proposal submission, award processes, and recompete efforts.

• Establish the Revenue Operations practice and advocate for future team expansion.

• Act as a reliable source of information for Growth and Strategy teams, maintaining a direct line of communication to the Chief Revenue Officer.

⛳️ Requirements

• Extensive experience in revenue or sales operations within a growing go-to-market organization, focusing on pipeline management, forecasting, planning, compensation, and reporting.

• Proficient in data analysis, including building models, crafting queries, and designing dashboards.

• Familiarity with business intelligence tools, SQL, and planning software.

• Proven ability to drive system adoption and develop processes.

• Experience managing a CRM as a business platform, such as Salesforce, HubSpot, Dynamics, or comparable systems.

• Background in creating enablement and onboarding programs that reduce ramp-up time for new employees.

• U.S. Person status is required.

• Experience in the public sector or federal environment is a plus.

• Background in supporting both sales teams and strategy or corporate functions is advantageous.

• Experience as the first operations hire or in building a function from the ground up is desirable.

🏝️ Benefits

• Career advancement opportunities with the potential for rapid growth in alignment with the firm's expansion and strong performance.

• Comprehensive healthcare coverage, including medical, dental, and vision insurance, fully paid by the employer for you and your family.

• Paid maternity and paternity leave for 14 weeks at the employee's regular salary.

• Unlimited paid time off, subject to management's approval.

• Opportunities for professional growth and continuous learning.

• Optional 401K, Flexible Spending Account (FSA), and equity incentives available.

• Access to mental health benefits through Tara Mind.

• Affordable GLP-1 solutions offered through Crux.