Director of Revenue Operations

AlayaCare • Toronto, ON

32d • Hybrid

About The Position

The Director, Revenue Operations is responsible for driving alignment, predictability, and scalable growth across our go-to-market (GTM) organization as AlayaCare continues to scale from $100M+ ARR toward $500M+. Acting as the connective tissue across Sales, Marketing, Customer Success, Finance, and Product, this role co-owns GTM strategy, planning, and operating cadence to enable consistent, data‑driven execution across regions.
Reporting to the Senior Director, Revenue Enablement, you will own the end-to-end revenue lifecycle and lead a multi-disciplinary Revenue Operations function spanning Sales Operations, Marketing Operations, and Data & Analytics. You will architect and scale a sophisticated, AI-enabled Revenue Operations function that improves funnel performance, enables next-best-action decisioning, and reduces operational complexity—while building a culture of accountability, transparency, and continuous improvement.

Requirements

• 8–10 years of progressive experience in Revenue Operations, Sales Operations, or Business Operations in B2B SaaS, including experience in $100M+ ARR and high-growth (3x+) environments.
• Bachelor’s degree in Business Administration, Finance, Economics, Data Analytics, or a related field (or equivalent experience).
• Demonstrated experience designing and scaling modern GTM systems powered by AI and automation (e.g., AI-assisted forecasting, propensity/lead scoring, next-best-action recommendations, sales workflows).
• Proven track record driving alignment across Sales, Marketing, Customer Success, Finance, and Product to achieve predictable, scalable revenue growth.
• Deep fluency in SaaS and GTM economics (ARR, NRR, GRR, ACV, sales velocity, pipeline coverage, CAC/CAC payback, LTV) and the ability to translate insights into GTM design and investment decisions.
• Hands-on experience with forecasting, pipeline management, territory planning, and performance tracking at scale.
• Expertise in revenue data governance, reporting, and analytics, including building dashboards and translating complex data into clear, executive-ready recommendations.
• Proven ability to design, optimize, and implement systems, processes, and tools that drive operational efficiency and scalability; experience with platforms such as HubSpot, Gong, DealHub, and subscription management solutions is preferred.
• People leadership experience, building and leading high-performing teams and cultivating a culture of accountability, transparency, and continuous improvement.
• Excellent executive communication and stakeholder management skills, with the ability to influence and collaborate effectively at all levels, including C-suite.
• A strategic mindset paired with operational rigor—comfortable setting vision while also diving into details to execute with precision.

Responsibilities

• Drive GTM alignment and planning by co-owning strategy, annual/quarterly planning (targets, segmentation, coverage, territories, capacity), and operating cadence across Sales, Marketing, Customer Success, Finance, and Product.
• Unify GTM strategy, roles, and metrics across North America and Australia/New Zealand, balancing global consistency with regional needs.
• Act as the revenue optimization owner for the GTM organization, identifying gaps to plan and leading cross-functional initiatives to improve funnel conversion, sales productivity, NRR, CAC payback, and long-term revenue growth.
• Own the end-to-end revenue lifecycle across land, expand, renew, and churn, building NRR/lifecycle dashboards that connect acquisition, adoption, expansion, and renewal to highlight where to invest for maximum long-term value.
• Design an AI-enabled, agentic GTM operating system that leverages automation, AI agents, and advanced analytics to reduce manual work, improve forecast accuracy, surface next-best actions, and orchestrate workflows across the funnel.
• Lead market segmentation and coverage design (ICP tiering, account/territory planning, coverage models) across SMB, mid-market, and enterprise to ensure capacity and focus are aligned to whitespace and revenue goals.
• Maintain a single source of truth for revenue performance by owning revenue reporting, analytics, and forecasting, and providing executives with clear insights and data-driven recommendations.
• Own and optimize the Revenue Operations tech stack (e.g., HubSpot, DealHub, SMS, marketing automation, and related tools), ensuring systems are integrated, automated where possible, and effectively adopted by GTM teams.
• Oversee the lead-to-cash process, ensuring systems, workflows, and policies across marketing, sales, contracting, billing, and renewals are streamlined, scalable, and aligned to revenue goals.
• Partner with Marketing, Sales, and Revenue Enablement to design and operationalize GTM plays (vertical, use-case, competitive), optimize inbound/outbound/partner/product-led funnels, and turn strategy into measurable execution.
• Collaborate with Product, Product Marketing, Finance, and Sales to inform pricing and packaging strategy using data on win rates, discounting, deal size, and retention, providing recommendations to improve ACV and NRR.
• Lead and coach a high-performing RevOps team (Sales Ops, Marketing Ops, Data & Analytics), providing clear charters and building a culture of accountability, transparency, continuous improvement, and effective cross-functional collaboration.
• Own governance and integrity of GTM data across the revenue tech stack—establishing CRM data standards, pipeline hygiene policies, and inspection cadences so leadership can trust the data used for reporting, forecasting, and strategic decision-making.

Benefits

• Equity in a well-funded, scaling company.
• Comprehensive health benefits, telemedicine, and lifestyle spending accounts.
• Parental leave top-up and family support programs.
• Inclusive by Design
• We celebrate diverse perspectives and foster belonging through our DEIB initiatives. Employee-led events, summits, and social activities—both in-person and virtual—create meaningful connections across our global teams.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 251-500 employees