Director, RevOps Strategy – Operations

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

📋 Description

• Oversee the GTM planning cycle comprehensively with Finance, Sales leadership, and HR, taking ownership of the bottom-up capacity and pipeline model while aligning it with Finance’s top-down objectives.

• Develop segmentation, coverage, and headcount models for New Business, Growth, Renewals, MSP, Channel, and Public Sector, rigorously evaluating the supporting capacity across Solutions Engineering, Customer Success, and Deal Desk.

• Create a fair quota methodology, distribute quotas across all channels and motions, and design territories based on opportunities, including book-of-business allocations for expansion and renewal teams.

• Manage territory and quota adjustments during the year for new hires and transfers.

• Lead the design of compensation plans in collaboration with Finance and HR, including modeling payout and attainment scenarios and resolving questions related to plan policies.

• Utilize TAM, whitespace, and install-base data to assess new segments and market routes, including partners, MSP, distribution, and self-service.

• Represent planning in pricing decisions and model their revenue and attainment implications in partnership with the Pricing Manager.

• Facilitate the weekly pipeline council, manage forecast cadence for each sales team, and prepare Monday KPI emails, while creating QBR and executive materials in conjunction with Field Operations leads.

• Take ownership of vital business KPIs, such as bookings versus plan, bookings per ramped representative, retention, win rate, and large-deal volume, ensuring reports are accurate, effectively utilized, and relevant.

• Evaluate and enhance sales process quality across routing, account assignment, stage management, and handoffs between New Business, CSMs, and Renewals, while ensuring the sales organization adheres to CRM standards established by GTM Governance.

• Transform install-base data into Strategic account plans, expansion strategies, upsell and cross-sell opportunities, and increased PAM attach rates.

• Collaborate with Enablement to develop deal strategy frameworks and playbooks.

• Recruit, develop, and lead the Planning and Field Operations teams, establishing clear objectives, managing performance, and fostering career growth for analysts.

• Work with Rev Systems & Tools to maximize the effectiveness of GTM tools and identify AI automation opportunities that eliminate manual tasks.

• Assess where AI agents can undertake tasks that would typically require an additional hire.

• Lead cross-functional projects from problem identification through to measurable impact, collaborating with Business Transformation to ensure consistent implementation of company initiatives across all regions.

⛳️ Requirements

• Over 10 years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy, or a related discipline.

• More than 4 years of experience leading revenue operations or sales operations teams within a SaaS or technology organization.

• Demonstrated success in developing and executing revenue strategies that drive growth, scalability, and operational efficiency.

• Extensive experience in revenue planning, forecasting, pipeline management, territory design, quota setting, and performance management.

• Proven ability to analyze intricate business data, construct executive dashboards, and convert insights into clear recommendations and actionable plans.

• In-depth understanding of the B2B SaaS revenue lifecycle, encompassing marketing, sales, customer success, renewals, and expansion.

• Experience in managing and optimizing CRM and revenue technology ecosystems; familiarity with Salesforce is preferred.

• Strong financial acumen with experience collaborating with Finance on modeling, planning, compensation, and forecasting.

• Exceptional communication, presentation, and stakeholder management abilities, with a knack for influencing senior leaders and collaborating effectively across departments.

• Strong project management capabilities with the ability to juggle multiple strategic initiatives concurrently.

• Highly organized, detail-oriented, and adept at navigating a fast-paced, changing environment with a mindset geared towards continuous improvement.

• Experience in cybersecurity or identity and access management, or selling to the Public Sector (SLED and Federal) is a plus.

• Bachelor’s degree in Business, Finance, Economics, Marketing, or a related field; MBA preferred.

🏝️ Benefits

• Medical, Dental & Vision coverage (inclusive of domestic partnerships).

• Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life insurance.

• Voluntary Short/Long Term Disability Insurance available.

• 401K options (Roth/Traditional).

• A generous PTO plan that acknowledges your commitment and seniority (including paid Bereavement/Jury Duty, etc.).