Senior Director, Revenue Operations

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

📋 Description

• Collaborate with the Chief Revenue Officer (CRO) and commercial leadership to develop annual and quarterly go-to-market strategies, revenue goals, and capacity models.

• Establish and uphold a single source of truth for pipeline, bookings, retention, churn, transaction revenue, Monthly Recurring Revenue (MRR), Annual Recurring Revenue (ARR), and Net Revenue Retention (NRR).

• Provide revenue reports for executives and the board, working alongside Finance on ongoing forecasts.

• Design, document, and enhance the complete sales process from lead qualification to contract execution, retention, and renewal.

• Define standards for pipeline hygiene, stage-gate criteria, first-touch Service Level Agreements (SLAs), lead routing protocols, recycling logic, and definitions for Marketing Qualified Leads (MQL), Sales Qualified Leads (SQL), and Sales Accepted Leads (SAL).

• Collaborate with Sales leadership on territory design, quota determination, and account segmentation.

• Manage Salesforce governance, ensure data integrity, set adoption standards, and consolidate Salesforce instances and HubSpot portals.

• Oversee the synchronization between HubSpot and Salesforce, third-party data feeds, and the overall revenue technology stack.

• Implement sales enablement initiatives including Salesforce certification and training, buyer-type playbooks, onboarding programs, and CRM adoption analytics.

• Work cross-functionally with Sales, Marketing, Finance, Legal, and Client Success on funnel analytics, campaign ROI, forecasts, compensation plans, deal economics, retention, and expansion strategies.

• Build, lead, and mentor a Revenue Operations team focused on Pipeline & Forecast, Data & Systems, and Enablement & Adoption.

• Achieve first-year objectives including unified reporting and forecasting, Salesforce governance, revamped sales processes, improvements in the revenue cycle, technology stack evaluation, and a staffed Revenue Operations team.

⛳️ Requirements

• A minimum of eight years in Revenue Operations or Sales Operations.

• Substantial experience in leading teams and establishing or reconstructing a function from the ground up.

• Experience working directly under a CRO or in a commercial leadership role within a significant-scale B2B company.

• Proven track record in managing enterprise-level forecasting, pipeline, and sales processes.

• Experience in eDiscovery, legal technology, or legal services is highly preferred.

• Background in adjacent professional services or B2B SaaS with per-matter, consumption-based, or hybrid pricing models is encouraged.

• Required expertise in Salesforce, including hands-on governance, administration oversight, and reporting capabilities.

• Required experience with BI tools such as Tableau, Power BI, or similar, along with skills in designing executive- and board-facing dashboards.

• Current or prior Salesforce administrator certification is advantageous.

• Preference for experience with HubSpot, particularly in the context of HubSpot-Salesforce synchronization architecture.

• Familiarity with Outreach, Salesloft, Gong, Highspot, CPQ tools, and modern data warehouse or canonical metrics design is a plus.

• Strong capabilities in data-driven strategy, operational detail, process discipline, cross-functional influence, comfort with ambiguity, and effective executive communication.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and the option for remote work.

• Opportunities for professional development and training.

• Generous paid time off and holiday schedule.