Director, Revenue Operations

📋 Description

• Oversee CRM architecture, data governance, and go-to-market systems across Sales, Marketing, and Customer Success.

• Develop scalable analytics frameworks that encompass lead generation, pipeline conversion, retention, and expansion.

• Maintain revenue reporting models that support ARR, MRR, NRR, CAC, LTV, and forecasting metrics.

• Assess and implement revenue technology systems, including CRM, CPQ, BI, and forecasting tools.

• Design and manage revenue forecasting processes for both enterprise and PLG motions.

• Conduct weekly pipeline reviews and establish standards for CRM hygiene.

• Create dashboards and reporting infrastructure to provide visibility at the executive and board levels.

• Collaborate with Finance and executive leadership on compensation planning and territory design.

• Develop scenario planning models for quota capacity and headcount forecasting.

• Ensure that compensation plans and payouts are accurate and transparent.

• Provide strategic oversight for Deal Desk and Enablement functions.

• Collaborate on CPQ implementation, onboarding infrastructure, and development of the go-to-market playbook.

• Act as the operational link between Sales, Marketing, Finance, Legal, and Customer Success.

• Work with Finance on revenue recognition and ARR reporting standards.

• Partner with Legal on contract workflows and governance.

• Implement AI tools and automate workflows across Revenue Operations.

• Evaluate AI-assisted forecasting, pipeline scoring, and automation platforms.

• Develop scalable operational systems that enhance efficiency without necessitating proportional headcount growth.

⛳️ Requirements

• 8 to 12 years of experience in Revenue Operations, Sales Operations, or GTM strategy roles.

• A minimum of 3 years in a senior or director-level leadership position.

• Proven experience in building Revenue Operations infrastructure in rapidly growing SaaS, PaaS, or infrastructure companies.

• Extensive CRM expertise, preferably with Salesforce.

• Strong grasp of forecasting, revenue metrics, and GTM analytics.

• Experience supporting both PLG and enterprise sales strategies.

• Skilled in designing compensation plans, quota frameworks, and territory models.

• Excellent cross-functional leadership and communication abilities.

• Experience in establishing operational structure in fast-growing environments.

• Active utilization of AI tools for operational efficiency and forecasting workflows.

• Successful completion of a background check.

🏝️ Benefits

• Meaningful equity in a rapidly growing company—every team member receives stock options; your contributions drive our growth, and you share in the success.

• Generous medical, dental, and vision plans.

• Flexible PTO—take the time you need to recharge.

• Most roles are remote-first, with inclusive and collaborative teams using Slack as the primary means of internal communication.

• Be part of a passionate team at the forefront of AI infrastructure—where culture, learning, and ownership are central to our scaling efforts.

• $1,200 Home Office & Equipment Stipend—We equip you for success from day one with the gear and support to create your ideal workspace.