Director of Revenue Operations

WebPT

6h•Remote

About The Position

WebPT is seeking a dynamic and results-oriented Director of Revenue Operations (RevOps) to lead and optimize our revenue-generating processes across the customer lifecycle. This critical role is responsible for driving alignment, efficiency, and data-informed decision-making across our Sales, Marketing, Customer Success, and Finance teams. The ideal candidate will possess a deep understanding of B2B SaaS business models, exceptional analytical skills, and a passion for using data to drive performance and profitability. As the Director of RevOps, you will be responsible for building a seamless RevOps function that streamlines end-to-end processes, enabling our go-to-market teams to focus on growth and customer satisfaction. You’ll report to the Chief Customer Officer and work closely with other senior leaders to define and execute our growth strategy.

Requirements

Bachelor’s degree in Business, Finance, Analytics, or related field; MBA or other relevant advanced degree preferred.
8+ years of experience in revenue operations, sales operations, or similar roles in a B2B SaaS environment, with experience managing territory planning and whitespace analysis.
Demonstrated experience leading cross-functional teams and aligning them toward common revenue goals.
Strong analytical and strategic thinking skills; ability to translate data insights into business impact.
Deep understanding of CRM systems and revenue tech stack integration, including marketing automation platforms, Customer Success Management platforms, with proven experience in driving tool adoption and user training for sales and marketing tools
Proven track record of scaling revenue operations functions to support rapid growth.
Exceptional communication and presentation skills; ability to influence at all levels.
Ability to adapt and thrive in a fast-paced, high-growth environment.

Nice To Haves

Preferred education, experience, knowledge, skill and abilities

Responsibilities

Lead the Revenue Operations team in designing and executing strategies to align Marketing, Sales, and Customer Success with the company’s overall revenue goals.
Develop and execute a RevOps roadmap that maximizes customer acquisition, expansion, and retention.
Foster a culture of continuous improvement, transparency, and collaboration across all revenue-driving departments.
Design, implement, and manage sales commission plans and incentive structures to drive desired behaviors and align with financial objectives.
Lead the annual sales quota setting process, partnering with Sales Leadership and Finance to ensure targets are equitable, motivating, and aligned with company budgets and growth goals.
Develop and maintain optimized sales territories and account assignments to ensure equitable coverage, maximum market penetration, and minimal conflict.
Oversee the ongoing administration of sales compensation and incentive programs.
Own and manage the Sales Analytics function, providing actionable insights into sales pipeline health, forecasting accuracy, and sales rep performance.
Develop and own reporting on market whitespace, total addressable market (TAM), and account potential to help Sales Leadership identify untapped revenue opportunities.
Monitor and analyze marketing campaign performance, lead quality, and funnel conversion rates to optimize marketing spend and ROI.
Build and manage a robust analytics framework for tracking revenue metrics, customer health, pipeline efficiency, churn, and retention.
Provide data-driven insights to forecast revenue, identify growth opportunities, and assess the performance of go-to-market initiatives.
Own revenue-related reporting dashboards, ensuring stakeholders have visibility into key performance metrics and trends.
Oversee the Deal Desk function, ensuring efficient and compliant structuring of complex deals, pricing approvals, and discounting practices.
Streamline and manage contracting processes in partnership with Legal and Finance, ensuring all revenue agreements are executed accurately and efficiently.
Collaborate with Product and Finance to align pricing, packaging, and new product launches with revenue growth targets.
Partner with Finance to manage and track the go-to-market operating budget, including sales and marketing expenditures, ensuring strategic allocation of resources.
Lead the planning process for comprehensive revenue forecasting, setting quarterly targets and KPIs in collaboration with finance and sales leaders.
Standardize and streamline end-to-end processes across sales, marketing, and customer success to ensure a consistent and scalable customer experience.
Own the strategic roadmap, adoption, and governance of the revenue technology stack, including CRM (SFDC), Conversation Intelligence (Gong), Customer Success Management (Gainsight), Marketing Automation Platforms (HubSpot), and other critical tools.
Develop and execute comprehensive training programs, documentation, and change management processes to ensure high user proficiency and adoption of all revenue tools across Sales, Marketing, and Customer Success teams (e.g., Gong, SFDC, HubSpot, Gainsight).
Drive optimization of the lead-to-opportunity process, lead scoring, and database management to ensure data cleanliness and efficient handoffs between Marketing and Sales.
Identify and implement process improvements in pipeline management, forecasting, and account management.
Build, lead, and mentor a high-performing Revenue Operations team.
Set clear goals and performance metrics for the RevOps team, ensuring they align with broader company objectives.