Director, Revenue Operations – B2B SaaS

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

📋 Description

• Convert sales strategies and priorities into actionable steps, responsible parties, milestones, and metrics.

• Facilitate regular reviews of the pipeline, forecasts, deal progression, and account plans alongside the Chief Revenue Officer (CRO).

• Strengthen revenue key performance indicators (KPIs) and ensure team accountability for their commitments.

• Identify and enhance ineffective sales tactics and processes.

• Establish standards for account plans and mentor the team to achieve them.

• Develop repeatable land-and-expand strategies across sister brands, regions, and product lines.

• Generate data-driven insights into pipeline health, deal risks, forecasting accuracy, conversion rates, sales velocity, and win/loss trends.

• Manage the revenue KPI framework and guarantee that reliable reporting is utilized to drive actions.

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

• Work with Finance on quota establishment, incentive structure, and compensation modeling.

• Document and promote the adoption of effective sales processes and playbooks.

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

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

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

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

• Establish operational rhythms, scorecards, KPI frameworks, and performance reporting systems.

• Enhance account planning, expansion strategies, forecast reliability, sales-play execution, and visibility into performance metrics.

• Clarify and assist in developing approaches for smaller, quicker-moving opportunities.

• Provide leverage for the CRO by minimizing administrative oversight.

⛳️ Requirements

• Significant experience in Sales Operations, Revenue Operations, Sales Excellence, or a similar commercial execution role, preferably in enterprise B2B SaaS.

• Proven history of enhancing sales execution rather than merely managing tools or generating reports.

• Practical experience with account planning, intricate deal assessments, forecasting, and land-and-expand strategies.

• Strong analytical capabilities and proficient use of Salesforce.

• Ability to influence sales personnel and leaders without direct authority and foster adoption within a dispersed team.

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

• Capability to coach, train, and nurture the development of others.

• Excellent verbal and written communication abilities.

• Capacity to thrive in a fast-paced, changing environment.

• Willingness to travel nationally and internationally at a moderate frequency.

🏝️ Benefits

• 20% bonus at target.

• Flexibility for remote work and adaptable scheduling.

• Health benefits funded by the employer, including dental, prescription drug coverage, and a Health Spending Account.

• RRSP Matching with support for First Time Home Buyers.

• Company-sponsored training and professional development opportunities.

• Extended long weekends and recognition of religious observance days.

• Employee Referral Program.

• Spotlight Recognition Bonus Program.

• Dedicated Employee Assistance Program (EAP).

• Accommodations available upon request during the selection process.