Director, Revenue Operations

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

📋 Description

• Transform sales strategies and priorities into actionable steps, designated owners, milestones, and performance metrics.

• Facilitate regular pipeline, forecast, deal progression, and account-plan review meetings with the Chief Revenue Officer (CRO).

• Reinforce revenue key performance indicators (KPIs) and ensure team accountability for execution.

• Identify ineffective strategies or processes and implement improvements.

• Establish standards for account plans and mentor the team towards achieving them.

• Develop land-and-expand strategies across sister brands, regions, and StoreForce products.

• Monitor expansion opportunities from analysis to action with defined ownership and measurable advancements.

• Generate data-driven insights on pipeline health, deal risks, forecasting, conversion rates, velocity, and win/loss patterns.

• Manage the revenue KPI framework to guarantee reliable reporting that drives actionable results.

• Collaborate with the CRO on coverage strategy, territory design, and capacity planning.

• Work with Finance on quota setting, incentive structuring, and compensation modeling.

• Document effective processes and playbooks, promoting their adoption.

• Enhance sales methodologies through coaching, evaluation, and constructive feedback.

• Collaborate with Salesforce and analytics teams to establish system requirements.

• Partner with Sales, Marketing, Client Success, Finance, and Product teams across functional boundaries.

• Implement AI-driven workflows for account planning, opportunity management, prospect research, deal inspection, and forecasting.

• Develop a weekly operating rhythm, revenue scorecard, and KPI framework.

• Establish baseline metrics and enhance forecast accuracy, deal-cycle time, win rates, and account-plan coverage.

• Advance account planning, expansion strategies, pipeline discipline, forecast confidence, and sales-play adoption.

• Provide visibility into performance metrics by segment and region.

• Clarify and establish strategies for smaller, agile opportunities.

• Enable the CRO to focus on coaching, strategy, and closing business by providing leverage.

• Present weekly, monthly, and quarterly sales performance reports to the CRO and stakeholders.

⛳️ Requirements

• Significant experience in Sales Operations, Revenue Operations, Sales Excellence, or similar commercial execution roles.

• Preferably experience in enterprise B2B SaaS environments.

• Proven track record of enhancing sales execution beyond merely managing tools or generating reports.

• Practical experience in account planning, complex deal assessments, forecasting, and land-and-expand strategies.

• Strong analytical capabilities.

• Proficient working knowledge of Salesforce.

• Experience in influencing sellers and leaders without direct authority.

• Proven ability to drive adoption across a distributed team.

• Experience in vertical SaaS, private-equity-backed companies, specialty retail, or retail technology is advantageous.

• Ability to differentiate impactful commercial signals from trivial activities.

• Skills in coaching, training, and developing others.

• Excellent oral and written communication abilities.

• Capacity to create structure and repeatability in ambiguous or unstructured situations.

• Comfort in a fast-paced and evolving work environment.

• Ownership of results and a sense of urgency.

• Attributes such as accountability, influence, assertiveness, analytical thinking, communication, leadership, process orientation, agility, and entrepreneurial spirit.

🏝️ Benefits

• Flexible work arrangements and scheduling options.

• Employer-covered health benefits, including dental and prescription drug coverage.

• Health Spending Account.

• RRSP matching.

• Support for first-time homebuyers.

• Company-sponsored training and professional development opportunities.

• Extended long weekends.

• Religious observance days.

• Employee referral program.

• Spotlight recognition bonus program.

• Dedicated Employee Assistance Program (EAP).

• 20% bonus at target.