Revenue Systems Director, Revenue Operations

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

📋 Description

• Design the go-to-market process framework for prospecting, outbound activities, opportunity advancement, forecasting, pipeline management, and partner/advisory engagement.

• Establish platform usage standards, requirements for activity tracking, stage criteria, data expectations, and inspection routines.

• Convert field requirements into documented processes and solution specifications, prioritizing them alongside Platform and Architecture leadership.

• Take ownership of process-driven data quality and address field-behavior discrepancies.

• Act as the main Revenue Operations liaison to Sales, Marketing, Partners, Advisory Services, and Sales Enablement.

• Gather and prioritize field requirements, challenges, and feedback across various segments, regions, and market routes.

• Represent field impact in territory, quota, capacity, and segmentation planning.

• Lead the implementation of system and process changes, including impact assessments, communications, phasing, and readiness.

• Promote capability adoption, conduct inspection routines, prepare compliance reports, and develop remediation plans.

• Manage stakeholder alignment and address resistance during transitions.

• Design systems enablement initiatives, curricula, certification standards, and reinforcement strategies.

• Collaborate with Sales Enablement on delivery, onboarding, scheduling, and measuring learning outcomes.

• Maintain process documentation, standards, release communications, and reference materials for field use.

• Oversee forecasting and pipeline inspection processes, enhancing forecast accuracy with Sales, Finance, and Platform Architecture.

• Define deal inspection and pipeline review protocols utilizing conversational intelligence and pipeline inspection tools.

• Identify and prioritize use cases for AI and automation.

• Lead pilots for AI capabilities, redesign workflows, and measure adoption and outcomes.

⛳️ Requirements

• Bachelor’s degree or equivalent practical experience.

• A minimum of ten years' experience in Revenue Operations, Sales Operations, Sales Enablement, or go-to-market strategy and operations, with significant field-facing responsibilities.

• Proven experience in designing and deploying technology-supported go-to-market processes at scale across various segments or regions.

• Experience in owning adoption outcomes for system or process changes, including assessing and addressing adoption deficiencies.

• Familiarity with CRM, sales engagement, prospecting and contact data, conversational intelligence, and forecasting platforms.

• Experience in designing enablement or training programs for sales organizations.

• Ability to influence senior go-to-market stakeholders without direct authority while maintaining process standards.

• Strong analytical skills, including defining adoption and process metrics, sourcing data, and evaluating change outcomes.

• Experience with forecasting and pipeline management in an enterprise sales context.

• Bachelor’s degree in a technical field or equivalent practical experience.

• At least ten years of experience in go-to-market systems, Revenue Operations, Sales Systems, or enterprise applications, including considerable technical or architectural expertise.

• Experience in architecting and delivering a multi-platform revenue or go-to-market technology stack.

• Advanced knowledge of Salesforce, including data model and object architecture, automation, permissions, release management, and platform customization limitations.

• Experience designing and managing integrations across go-to-market platforms, including error handling, monitoring, and data reconciliation.

• Experience overseeing data architecture and quality in customer or revenue data environments.

• Experience in implementing AI or automation within a go-to-market framework, including governance and measurement.

• Experience collaborating with Information Technology and Information Security teams in enterprise change and architectural processes.

• Experience leading platform evaluation, selection, and consolidation with documented business cases.

🏝️ Benefits

• Two paid wellness days off for the entire company each year.

• Paid day off for birthdays.

• 40 hours of paid volunteer time off each year.

• Free, confidential Employee Assistance Program available 24/7/365.

• Business travel medical, safety, pre-trip planning, and emergency support.

• Monetary bonuses for referrals.

• Location-specific medical and dental insurance options.

• Location-specific retirement or pension plans.

• Location-specific life or accident protection.