Senior Director, Revenue Operations

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

📋 Description

• Take ownership of the Salesforce architecture, ensuring it serves as the definitive source of truth for the GTM engine. Maintain clean, structured, and AI-ready account, contact, opportunity, and product data.

• Manage lead processes from start to finish: handle lead routing, qualification gates, transitions across SDR / AE / partner functions, and the necessary SFDC infrastructure supporting each phase.

• Develop account and prospect scoring models to enhance targeting and prioritization. Collaborate with Marketing to define the Ideal Customer Profile (ICP) within Salesforce.

• Oversee data enrichment, attribution, and the integrations that link Marketing automation, intent signals, and other components of the GTM tech stack to Salesforce.

• Govern the GTM technology stack, which includes Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and other related tools. Promote adoption, ROI, and ongoing improvements.

• Identify and eliminate process bottlenecks. Create a scalable foundation that facilitates growth without corresponding increases in headcount or operational complexity.

• Spearhead the development of AI-enabled GTM capabilities throughout the customer acquisition journey, including prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision support.

• Coordinate processes related to sales forecasting, planning, budgeting, and quota-setting. Ensure that targets are realistic, equitable, and aligned with the company's strategy.

• Collaborate with Marketing on lead management, routing, attribution, and the definition of the ICP.

• Oversee and mentor the Sales Operations Analyst, appropriately delegating tactical Salesforce administration and marketing operations tasks.

⛳️ Requirements

• 7 to 10 years of experience in Revenue Operations or Sales Operations within a B2B SaaS environment, with a minimum of 3 years in a leadership position managing direct reports.

• A proven interest in developing AI-enabled selling capabilities to achieve measurable productivity improvements.

• Extensive expertise in Salesforce; proficient in architecting and evaluating the platform.

• Established record of effective collaboration with senior sales leadership (VPs and CRO-level) as a peer.

• Proven ability to connect and govern a modern GTM tech stack (utilizing Salesforce as the source of truth, along with tools like Outreach, ZoomInfo, 6sense, DocuSign, and proposal tools) to guarantee reliable data flow, intelligent automation, and scalable reporting.

• Experience in creating executive and board-level dashboards.

• Background in territory modeling, quota design, and capacity planning utilizing data-driven scenario analysis.

• Excellent written and verbal communication skills, particularly in translating concepts between sales, marketing, and finance teams.

• Direct, responsible, and adaptable in the face of change. Open to feedback and naturally curious.

• Experience in vertical SaaS, particularly in legal tech or other regulated/professional services sectors, is preferred.

• Familiarity with ZoomInfo, DealHub, or similar category tools is preferred.

• Experience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tools in a production sales environment is preferred.

• Experience leading a Salesforce or RevOps redesign project with an external partner is preferred.

• Track record of scaling Revenue Operations from approximately $50M to $200M+ in revenue is preferred.

• Experience supporting cross-sell initiatives in a multi-product environment is preferred.

🏝️ Benefits

• Comprehensive medical, dental, and vision plans.

• 401K plan with company matching.

• Flexible work arrangements and paid time off.

• Enjoy a day off for your birthday.

• Regular team-building activities.

• Excellent training and development opportunities.