Senior Director of Revenue Operations

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

📋 Description

• Oversee the complete forecasting process for bookings, renewals, and retention in collaboration with Sales, Finance, Customer Success, Services, and Marketing leadership.

• Develop and uphold precise forecasting methodologies, reporting standards, and inspection processes that enhance predictability and decision-making.

• Provide executive-level insights concerning forecast risks, opportunities, key trends, and performance drivers.

• Assist in annual planning, capacity modeling, and scenario analysis to guide growth and investment strategies.

• Collaborate with GTM leadership to create territory and coverage models that align with market opportunities, customer segments, and business priorities.

• Spearhead the annual quota-setting process and manage quotas throughout the year.

• Track attainment trends and suggest modifications to boost performance, fairness, and coverage efficiency.

• Manage pipeline reporting and health analytics across various regions, segments, and stages.

• Develop dashboards and KPIs that provide leadership with clear insights into funnel performance, conversion rates, sales cycle trends, renewals, expansions, and representative productivity.

• Work with Sales and Marketing leadership to establish disciplined weekly, monthly, and quarterly pipeline review schedules.

• Convert data into actionable insights that enhance pipeline generation, conversion, and overall GTM execution.

• Collaborate with Customer Success, Delivery, and Services leaders to enhance transparency regarding renewals, customer health, churn risk, and expansion opportunities.

• Assist in defining and operationalizing metrics that link implementation quality, time-to-value, and service delivery performance with long-term retention results.

• Facilitate consistent lifecycle reporting and analysis that informs retention strategies and customer growth planning.

• Act as a senior business owner for CRM and the wider GTM systems ecosystem, including tools that support forecasting, pipeline management, customer success, and reporting.

• Enhance data quality, process design, workflow automation, and system governance throughout the revenue organization.

• Collaborate with IT, Finance, and business stakeholders to ensure systems support scalable, efficient, and well-documented operational processes.

• Drive standardization across essential GTM workflows, from opportunity management to renewals reporting and service coordination.

• Lead and cultivate a high-performing RevOps team focused on analytics, process, systems, and planning.

• Be a trusted partner to GTM and company leadership, assisting in translating strategy into measurable operational plans.

• Establish strong cross-functional alignment and create operational rhythms that enhance accountability and execution.

• Support executive reporting, board preparation, and key strategic initiatives related to revenue performance and GTM efficiency.

⛳️ Requirements

• 7–12+ years of experience in Revenue Ops, Sales Ops, or GTM Ops.

• Extensive experience supporting complex enterprise sales cycles.

• Profound understanding of multi-motion GTM (direct + partner + technical).

• Practical experience with CRM systems (e.g., Salesforce) and analytics tools.

• Demonstrated ability to influence senior leadership across various functions.

• In-depth expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations.

• Proven history in forecasting, pipeline analytics, territory and quota planning, and GTM performance management.

• Strong analytical and financial modeling capabilities, with the ability to translate data into clear business recommendations.

• Experience in creating scalable processes within high-growth, cross-functional settings.

• Background in AI, SaaS, or enterprise technology companies.

• Familiarity with marketplace, co-sell, and SI partner motions.

• Experience establishing RevOps functions in high-growth environments.

• Exposure to POC-driven sales models.

🏝️ Benefits

• Equal opportunity employer dedicated to fostering diversity in the workplace.