Director of Enterprise Revenue Operations

Certus•Charlotte, NC

About The Position

The Director of Enterprise Revenue Operations (RevOps) is a senior strategic leader responsible for architecting and optimizing the systems, insights, and processes that fuel every stage of the revenue engine. Sitting at the intersection of Sales, Marketing, and Customer Success, this role is the force that unites our go-to-market ecosystem—transforming collaboration into consistent growth. Reporting directly to the Chief Customer Officer (CCO), the Director of Enterprise RevOps is a highly visible, high-impact leader who shapes how the company executes its growth strategy. You’ll own forecasting, data governance, technology infrastructure, and operational alignment—providing the clarity and momentum that enables scale. Your insights and recommendations will guide executive and board-level decision-making.

Requirements

8+ years of progressive experience in Revenue or Sales Operations within a B2B environment.
Proven success building and scaling RevOps functions, including ownership of forecasting and reporting.
Ability to influence executive stakeholders and drive accountability across functions.
Deep experience in SaaS/subscription models with mastery of NRR, GRR, and churn dynamics.
Experience managing complex, multi-brand portfolios and varying sales motions.
Expert-level CRM proficiency (Salesforce preferred).
Advanced analytical and financial modeling skills.
Demonstrated success leading cross-functional change without direct authority.
Experience presenting strategic findings to C-suite or boards.
Exceptional written, verbal, and visual communication.

Nice To Haves

Background in training, events, or professional services with high-volume scheduling environments.
Expertise with BI tools such as Tableau, Looker, or Power BI.
Experience with revenue intelligence platforms (Gong, Clari) and marketing automation systems.
Familiarity with CPQ, subscription management, or event registration solutions.
MBA or advanced degree in Business, Finance, or a related field.

Responsibilities

Set the vision: Build and execute a comprehensive RevOps roadmap that aligns directly with company growth targets.
Lead forecasting: Develop accurate, actionable revenue models that power strategic decision-making at the executive and board level.
Orchestrate planning cycles: Partner with Finance, Sales, and Marketing to drive annual, quarterly, and monthly planning with precision.
Uncover growth opportunities: Leverage data, market insights, and operational intelligence to identify untapped revenue potential.
Design for performance: Create scalable territory models, quota frameworks, and compensation structures that inspire high achievement.
Be the connective tissue: Bridge Sales, Marketing, Customer Success, and Finance to eliminate silos and drive seamless execution.
Lead with influence: Establish operating rhythms that align teams around pipeline health, funnel performance, and forecast accuracy.
Partner strategically: Collaborate with Product and Finance on pricing, packaging, and go-to-market readiness for new launches.
Champion the customer: Design processes that deliver an effortless, consistent experience across every touchpoint of the buyer journey.
Streamline the system: Identify and remove friction across all revenue workflows—from lead generation through renewal and expansion.
Standardize and scale: Build consistent, repeatable processes that drive efficiency, predictability, and customer satisfaction.
Control the levers: Own renewal strategies, churn analysis, and at-risk account workflows to maximize retention and lifetime value.
Empower execution: Develop enablement frameworks, and operational best practices that raise team performance.
Drive utilization: Increase event fill rates, reduce cancellations, and optimize revenue per scheduled day.
Command the numbers: Build a unified analytics framework covering pipeline velocity, conversion, CAC, LTV, churn, and retention metrics.
Own the data: Govern CRM and revenue tool integrity with robust standards for data hygiene and accuracy.
Illuminate insights: Deliver actionable dashboards that give leadership real-time visibility into performance against targets.
Turn data into action: Monitor cancellation rates, event utilization, and booking velocity to diagnose issues and recommend solutions.
Own the stack: Lead strategy and ROI for revenue tools including Salesforce, Gong, CPQ/deal desk, and reporting platforms.
Build for adoption: Ensure tools are integrated, intuitive, and drive measurable impact across all go-to-market teams.
Scale through automation: Spearhead AI and automation initiatives that enhance forecasting precision and operational efficiency.
Document the foundation: Maintain clear documentation of system configurations, workflows, and data architecture decisions.
Lead with purpose: Build, mentor, and inspire a high-impact RevOps team that thrives on accountability and innovation.
Set the bar: Establish clear goals, KPIs, and growth paths that drive performance and professional development.
Influence at the top: Present data-backed insights and forward-looking recommendations to the executive leadership team.
Foster excellence: Cultivate a culture of transparency, continuous improvement, and data-driven decision-making.