Director of Revenue Operations
About The Position
We’re seeking a Revenue Operations leader to architect and scale the operating system behind our go-to-market engine. Revenue Operations is responsible for enabling efficient, scalable, and data-driven go-to-market (GTM) execution across the organization. RevOps ensures that systems, data, processes, and reporting support business growth and allow leadership to make informed decisions. This role combines strategic partnership with hands-on execution, serving as a trusted advisor to the GTM Leadership (CRO, VP Sales, VP Mrk, etc.), reporting to the CFO, and acting as the operational backbone connecting Sales, Marketing, Customer Success, Finance, Product, R&D, Legal, and Systems. You will turn GTM strategy into operational reality, driving alignment, clarity, and scalable processes that enable predictable, efficient growth.
Requirements
- 6+ years in Revenue Operations, Sales Operations, or GTM Operations (B2B SaaS/data/enterprise).
- Proven experience scaling revenue operations in a growth-stage company.
- Strong analytical mindset, comfortable working with data, models, and metrics.
- Hands-on experience with CRM systems (e.g., Salesforce) and RevOps tooling.
- Ability to balance strategic thinking with execution.
- Experience supporting enterprise sales.
- Familiarity with usage-based or data-driven pricing models.
- Experience working closely with Product and Finance.
- You bring structure without over-process.
- You’re proactive, opinionated, and comfortable challenging assumptions.
- You communicate clearly with both executives and frontline teams.
- You take ownership and follow through.
Responsibilities
- Define and maintain GTM KPIs across departments: Marketing (pipeline generation, CAC, MQLs), BDRs (Pipeline, SQLs, conversion rates), Sales (pipeline, conversion rates, win rate, deal cycle, bookings), Customer Success (renewals, expansion, churn, NRR)
- Maintain executive dashboards and performance reports
- Monitor weekly/monthly GTM performance
- Identify trends and performance deviations
- Ensure leadership has clear visibility into revenue health
- Remove operational friction
- Build and maintain forecasting models
- Support leadership with pipeline and revenue projections
- Monitor pipeline health and coverage
- Identify forecast risks
- Ensure forecasting processes are standardized across sales teams
- Analyze gaps across Sales execution, pipeline conversion, Customer lifecycle, Operational processes, Legal or contractual bottlenecks
- Build reports and dashboards that highlight Conversion leaks, Process inefficiencies, Customer lifecycle friction, Contract or legal delays
- Recommend improvements to leadership
- Maintain data quality standards across systems
- Own the integrity of GTM systems including: CRM, Marketing automation, Customer systems, Revenue reporting tools
- Define and enforce data governance processes
- Audit data accuracy regularly
- Design and improve end-to-end revenue processes
- Ensure systems support business workflows and reporting needs
- Drive automation where possible
- Work cross-functionally to ensure efficient business operations with key partners: Sales, Marketing, Customer Success, Finance, Product, R&D, Legal, Systems
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
