Director, Revenue Operations

About the job

Responsibilities

• Own CRM architecture, data governance, and GTM systems across Sales, Marketing, and Customer Success.
• Build scalable analytics frameworks for lead generation, pipeline conversion, retention, and expansion.
• Maintain revenue reporting models for ARR, MRR, NRR, CAC, LTV, and forecasting metrics.
• Evaluate and implement revenue technology systems including CRM, CPQ, BI, and forecasting tools.
• Design and manage revenue forecasting processes for enterprise and PLG motions.
• Lead weekly pipeline reviews and establish CRM hygiene standards.
• Build dashboards and reporting infrastructure for executive and board-level visibility.
• Partner with Finance and executive leadership on compensation planning and territory design.
• Build scenario planning models for quota capacity and headcount forecasting.
• Ensure compensation plans and payouts are accurate and transparent.
• Provide strategic oversight for Deal Desk and Enablement functions.
• Partner on CPQ implementation, onboarding infrastructure, and GTM playbook development.
• Serve as the operational bridge between Sales, Marketing, Finance, Legal, and Customer Success.
• Partner with Finance on revenue recognition and ARR reporting standards.
• Partner with Legal on contract workflows and governance.
• Implement AI tools and workflow automation across Revenue Operations.
• Evaluate AI-assisted forecasting, pipeline scoring, and automation platforms.
• Build scalable operational systems to improve efficiency without proportional headcount growth.

Requirements

• 8 to 12 years of experience in Revenue Operations, Sales Operations, or GTM strategy roles.
• At least 3 years in a senior or director-level leadership role.
• Experience building Revenue Operations infrastructure in high-growth SaaS, PaaS, or infrastructure companies.
• Deep CRM expertise, preferably with Salesforce.
• Strong understanding of forecasting, revenue metrics, and GTM analytics.
• Experience supporting both PLG and enterprise sales motions.
• Experience designing compensation plans, quota frameworks, and territory models.
• Strong cross-functional leadership and communication skills.
• Experience implementing operational structure in fast-growing environments.
• Active use of AI tools for operational efficiency and forecasting workflows.
• Experience in cloud infrastructure, AI infrastructure, developer tools, or ML platforms (preferred).
• Experience with usage-based pricing and consumption models (preferred).
• Experience implementing CRM, CPQ, or forecasting platforms (preferred).
• Experience supporting technical GTM organizations selling to enterprise buyers (preferred).
• Experience in high-growth startup or scaleup environments (preferred).

Benefits

• Competitive base pay ranging from $180,000 - $250,000.
• Meaningful equity in a fast-growing company (stock options).
• Generous medical, dental & vision plans.
• Flexible PTO.
• Remote work opportunities.
• $1,200 Home Office & Equipment Stipend.