Senior Director, Revenue Operations

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

📋 Description

• As the Senior Director of Revenue Operations, you will be accountable for aiding the team in scaling while achieving our productivity and efficiency objectives.

• Your responsibilities will encompass reporting, analytics, enhancements in sales processes and tools, in addition to supporting cross-functional initiatives.

• You will also be tasked with maintaining data integrity and overseeing the daily support and upkeep of SFDC.

• Create standardized reports and dashboards to track sales activities, pipeline, bookings, commissions, and forecasting.

• Monitor KPIs related to sales productivity and quota achievement.

• Provide assistance for annual revenue and territory planning.

• Conduct market and competitive analyses.

• Facilitate the quarterly business review (QBR) process through analytics, logistics, and presentations.

• Utilize data science methodologies to assess pipeline performance, customer behavior, and revenue trends, transforming insights into actionable Go-To-Market (GTM) strategies.

• Assess, implement, and enhance modern GTM tools to improve pipeline generation and operational efficiency.

• Collaborate with Sales, Marketing, and RevOps stakeholders to construct scalable data models that enhance forecasting accuracy, segmentation, and targeting.

• Propel experimentation and A/B testing throughout GTM motions to consistently elevate conversion rates and pipeline velocity.

• Ensure seamless integration and data flow across GTM systems while maintaining high data quality and usability.

• Stay updated on emerging GTM technologies and AI-driven tools, recommending and applying solutions that provide competitive advantages.

• Establish and maintain communication platforms for the sales organization, sharing relevant updates and announcements.

• Oversee vendor agreements, contracts, licenses, and renewals for all sales systems and tools.

• Manage a centralized help desk that provides support for sales systems, including Salesforce and Chatter, for the sales organization.

• Act as the primary liaison for the sales team and the sales contracts attorney.

• Hold primary responsibility for generating sales quotes and managing the discounting process within guidelines for both end users and resellers.

• Support and manage RFP responses.

• Assist in the customer contracting process by reviewing contracts, collaborating with outside counsel, managing redline cycles, and securing signatures.

• Maintain a sales operations file repository with appropriate role-based access across functions.

• Ensure the most current Company-approved document templates are available to facilitate accurate sales motions.

• Oversee Salesforce.com, including daily operations support, configuration changes, data hygiene and integrity, reporting, training, and troubleshooting.

• Ensure all CRM processes consistently enable the collection of high-quality data and provide clear visibility into the sales pipeline at all stages.

• Develop and maintain documentation on processes, policies, application configurations, business rules, and user assistance materials.

• Keep abreast of new Salesforce.com features and functionalities, providing recommendations for process enhancements.

• Manage relationships with and oversee the projects of external Salesforce development resources.

• Collaborate closely with Marketing leadership to align demand generation, pipeline creation, and revenue objectives across the entire funnel.

• Own comprehensive funnel analytics, tracking lead flow, conversion rates, pipeline velocity, attribution, and ROI reporting across campaigns.

• Develop and sustain dashboards and reports that deliver clear visibility into marketing performance, pipeline contributions, and forecast impacts for executive leadership.

• Ensure robust data governance and process alignment between Marketing Automation platforms and Salesforce.

• Define, document, and optimize lead management processes, including lead scoring, routing, SLAs, lifecycle stages, and handoffs between Marketing, SDRs, and Sales.

• Drive continuous enhancements in marketing operations workflows, tools, and reporting to boost efficiency, scalability, and impact.

• Serve as a crucial operational liaison between Sales, Marketing, and Finance to guarantee consistent metrics, shared accountability, and aligned decision-making.

• Assist in the development and administration of sales incentive compensation plans.

• Identify operational challenges and enhance sales processes across the Enterprise, Government, and Business Development segments.

• Support budgeting planning and activities for RL Sales.

• Develop and maintain a standard operating procedure manual for all sales processes.

• Identify, design, and implement improvements in sales processes; maintain sales policies, business rules, guidelines, and training materials.

• Collaborate with the sales team to vet, onboard, train, and prepare them to become effective members of the sales organization.

• Act as the primary liaison among Sales, Marketing, and Finance.

• Perform other duties as assigned.

⛳️ Requirements

• 10 to 13 years of experience in enhancing sales processes, sales tools, reporting, metrics, and policies.

• Strong working knowledge of deal desk operations, including contract review, quoting, proposal generation, and sales order processing.

• Profound technical understanding of the Salesforce platform and its functionalities.

• 3+ years of experience configuring, implementing, and administering Salesforce.

• Experience applying data science or advanced analytics techniques in Revenue Operations, Sales Operations, or Marketing Operations settings.

• Familiarity with modern GTM tooling, including platforms like Clay (or similar enrichment/automation tools), and the ability to integrate them within the revenue tech stack.

• Strong comprehension of the GTM tech stack, encompassing CRM (Salesforce), marketing automation, data enrichment, sales engagement, and analytics tools.

• Proven ability to connect data insights to practical GTM execution, improving pipeline generation, conversion, and overall revenue performance.

• Experience collaborating cross-functionally to assess, select, and implement GTM tools that enhance efficiency and scalability.

• Exceptional performance in a sales operations role is essential.

• Comfort with large data sets; high proficiency in Excel.

• Capability to correlate results from data analysis to sales processes and drive continuous improvements in sales productivity.

• Strong written and verbal communication, interpersonal, and presentation skills.

• Possess analytical, problem-solving, and decision-making abilities.

• Ability to build relationships and gain buy-in to effect change positively.

• Hands-on experience in a high-growth software start-up environment.

• BA/BS degree required.

🏝️ Benefits

• Base Salary: $173,000 – $183,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package, and equity so you can share in the success you help create.

• 401(k) with both Traditional and Roth options to assist with your long-term financial objectives.

• Flexible Spending Accounts (Health Care & Dependent Care) to maximize tax savings.

• Exceptional medical coverage, with ReversingLabs covering nearly 90% of premiums across all coverage levels, significantly reducing out-of-pocket costs.

• Health Reimbursement Arrangement (HRA): we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind.

• 100% Employer-paid dental, vision, disability, and life insurance.

• Voluntary benefits such as life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection.

• Pet insurance: because family comes in many forms 🐾.

• Complimentary Calm app membership to promote mindfulness, focus, and better sleep.

• Flexible PTO: take the time you need to recharge and focus on what matters most.

• Quarterly Wellness Weekends: company-wide 3-day breaks scheduled throughout the year to truly rest and rejuvenate.

• Remote work stipend to help cover internet and cell phone expenses.

• Volunteer Time Allowance: 8 paid hours annually to support a 501(c)(3) organization of your choice.

• Continuous learning and development opportunities with full access to Udemy Business.

• Clear pathways for advancement, internal mobility, and ongoing career development.

• A collaborative, innovative, and remote-first environment where your work makes a real impact.

• ReversingLabs is honored to be recognized as a Best Workplace by Inc. (2025) and a Best Place to Work by Built In (2025 & 2026) in multiple categories.