Senior Director, Revenue Operations

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

📋 Description

• Lead the design of territory, segmentation of Ideal Customer Profiles (ICP), capacity planning, and prioritization of accounts.

• Act as a trusted advisor to the executive team, shaping policy and strategic direction.

• Own the methodology for sales forecasting and facilitate reviews of pipeline health.

• Create playbooks and Service Level Agreements (SLAs) throughout the entire Go-To-Market (GTM) lifecycle.

• Advocate for change management across GTM systems, processes, and workflows.

• Design and oversee the management of compensation plans for GTM teams, including Special Performance Incentive Funds (SPIFs) and other incentives.

• Manage a centralized deal desk for pricing strategies, discounting, and approval workflows.

• Administer performance analytics and compensation systems.

• Lead the optimization of the GTM technology stack, including Salesforce and Hubspot.

• Automate quote-to-cash workflows to enhance efficiency and speed.

• Collaborate with IT on system integrations and enhancements.

• Oversee processes for reporting and analyzing deals throughout the entire customer lifecycle, from pipeline to expansion and renewals.

• Provide advanced forecasting, scenario planning, and performance insights.

• Establish shared Key Performance Indicators (KPIs) across GTM, in alignment with strategic objectives and functional accountability.

• Enhance representative productivity and coaching through data-driven performance insights.

⛳️ Requirements

• 15+ years of experience in Revenue/Sales Operations or GTM Strategy, with substantial senior leadership experience at a B2B SaaS company generating over $50 million in Annual Recurring Revenue (ARR).

• Demonstrated success in GTM planning, forecasting, territory design, capacity planning, and incentive strategy.

• Recognized expert in revenue strategy and GTM architecture, possessing deep analytical skills and a proven ability to translate measurable metrics into strategic direction for the organization.

• Experience in managing and integrating tools such as Salesforce and Hubspot.

• A significant advantage if you have successfully developed and managed internal AI Agents for GTM automation.

• Strong ability to collaborate cross-functionally and manage executive stakeholders.

• Excellent project management and organizational capabilities.

• Strong executive presence, including exceptional written and verbal communication skills as well as stakeholder management abilities.

🏝️ Benefits

• Flexible Paid Time Off.

• Paid Holidays and Floating Holidays.

• Medical, Dental, Vision, Flexible Spending Account (FSA), Health Savings Account (HSA) with employer contribution, Life Insurance, and Pet Insurance.

• 401k with Employer Match.

• Take up to 2 Days of Paid Time Off to volunteer with a 501(c) organization.

• Paid Parental Leave.

• Company-subsidized membership to Wellhub and Peloton.

• Access to fertility and family-building resources through Carrot.