Principal Revenue Operations – Director

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Act as the second-in-command to the CRO within the Sales-Assisted GTM organization, serving as a reliable proxy in leadership discussions, cross-functional decision-making, and daily operational management.

• Collaborate with the CRO to define GTM strategy, oversee annual planning, and allocate resources effectively across Sales, Marketing, Customer Success, and Customer Experience.

• Ensure alignment among GTM leaders regarding ICP targeting, criteria for lead qualification, joint planning efforts, and SLAs.

• Represent the revenue organization in executive reporting and drive accountability towards achieving company growth objectives.

• Manage the strategy, architecture, optimization, and long-term roadmap of the revenue operations and website technology stack.

• Assess, implement, and phase out tools that support growth and scalability.

• Evaluate system health, integrations, and utilization; enhance adoption through training and enablement initiatives.

• Collaborate with the Data team on governance, ensure clean revenue data, and establish consistent definitions across systems.

• Define standards for CRM, opportunity management, and data hygiene.

• Co-manage workflows in RevOps, Customer Insights, and Data Engineering, providing insights, recommendations, and actionable next steps for GTM teams.

• Assist in revenue forecasting, pipeline analysis, performance reporting, and precise planning.

• Create and maintain RevOps dashboards that track funnel metrics and SaaS indicators such as ARR, CAC, CLTV, and NRR.

• Facilitate recurring insight meetings, including the monthly Revenue Metrics Review.

• Oversee the lead-to-renewal lifecycle, addressing routing, qualification, handoffs, funnel metrics, and attribution modeling.

• Collaborate with Marketing on lead scoring, evaluating campaign effectiveness, and ongoing website conversion rate optimization.

• Document and refine revenue workflows, including lead management and sales-to-CS handoffs.

• Spearhead high-impact cross-functional projects related to system upgrades, process changes, and organizational alignment.

• Develop business cases to gain executive support for GTM investments.

• Work with Customer Success and Data on churn analysis, health scores, and insights for upsell and cross-sell opportunities.

• Convert growth objectives into systems, processes, and insights that enhance operational efficiency, ensure pipeline integrity, improve forecasting accuracy, and facilitate execution.

⛳️ Requirements

• Over 8 years of experience in Revenue Operations, Sales Operations, or Marketing Operations.

• A minimum of 1 year in a leadership role within revenue operations, aligning Sales, Marketing, and Customer Success teams.

• Experience working in a company of over 100 employees while scaling revenue up to $50M.

• Strong cross-functional leadership skills with the ability to represent a CRO effectively.

• Proficient in managing and optimizing CRM and revenue systems and tools, including HubSpot, Segment, Amplitude, and Looker.

• Comprehensive understanding of sales funnels, customer journeys, and essential SaaS metrics such as ARR, CAC, CLTV, and NRR.

• Familiarity with AI tools and the ability to apply them thoughtfully.

• Excellent analytical skills with experience in building executive-level reports and dashboards across various tools.

• Capable of leading through influence, aligning senior stakeholders, and facilitating cross-functional changes.

• Outstanding communication and project management abilities.

• Experience presenting information to executive audiences.

• Self-motivated and able to excel in a fast-paced, remote-first work environment.

🏝️ Benefits

• Competitive salary and comprehensive benefits package.

• Annual off-site retreats.

• Home office stipend.

• 401k matching.

• Yearly reimbursement for learning and development.

• Remote-first work culture.

• Opportunity to work alongside a passionate and dedicated team.

• A culture that encourages innovation, growth, and collaboration.

• Opportunity to make a meaningful impact on the future of inventory management.