Senior Director, Revenue Operations

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

📋 Description

• Directly oversee Sales Operations and Revenue Operations at Aras, reporting to the CFO.

• Take responsibility for headcount and territory capacity planning within the sales organization.

• Connect representative productivity assumptions with pipeline and booking objectives.

• Collaborate with Sales leadership and Finance to model hiring strategies, ramp curves, and capacity requirements.

• Manage board-level and investor reporting for the go-to-market organization, which includes MOR content and board presentation materials.

• Convert sales and pipeline data into comprehensive narratives for the CFO, executive team, board, and private equity sponsor.

• Ensure that metric definitions and reporting are uniform, accurate, and ready for audits.

• Develop and sustain pipeline analytics and waterfall models.

• Assess pipeline yield and win rates while spearheading initiatives to enhance conversion rates.

• Collaborate with Sales leadership on ensuring forecasting accuracy and maintaining pipeline integrity using Salesforce and Clari.

• Conduct cohort analysis focused on bookings, retention, and expansion metrics.

• Manage deal desk analytics, renewal and expansion pipeline analytics, territory and quota design, compensation/incentive analysis, and sales productivity reporting.

• Oversee the Salesforce, Power BI, and Workato stack that supports Sales Operations and Revenue Operations.

• Evaluate AI-driven RevOps tools for forecasting, reporting, and analytical workflows.

• Lead and develop the Sales Operations and Revenue Operations team.

• Collaborate across functions with Sales, Finance/FP&A, and executive leadership.

⛳️ Requirements

• 7-10+ years of experience in Revenue Operations or Sales Operations within a B2B SaaS organization.

• Experience in people management.

• Familiarity with operating in a private equity-backed setting, including reporting to boards and sponsors.

• Practical experience with the administration of Power BI.

• Proficiency in Salesforce, Workato, and Clari.

• Proven ability to create capacity plans, conduct pipeline/yield/win-rate analysis, and perform cohort analysis that withstands board-level examination.

• Outstanding executive communication capabilities, with experience presenting to a CFO, executive team, and/or board members.

• A genuine interest in AI and its implications for RevOps analysis and operational workflows.

• Significant overlap with US Eastern time zone working hours.

🏝️ Benefits

• Eligible for bonuses.

• Flexible paid time off.

• Company-paid holidays.

• Dedicated Global Wellness Day.

• 401(k) plan with company matching contributions.

• Comprehensive medical, dental, and vision insurance with substantial premium contributions and deductible reimbursement.

• Company-funded life insurance.

• Coverage for short- and long-term disability.