Director, Revenue Operations

Arcadia

6d • $124,875 - $224,000 • Remote

About The Position

Arcadia is seeking a strategic, analytical Director of Revenue Operations to lead the function between sales, finance, and systems. The role owns forecasting, pipeline management, analytics, territory and quota planning, and the governance needed to maintain trustworthy business data. The Director will build the operating rhythm, team, and reporting used by business leaders and will provide strategic oversight of Revenue Operations, including business development, marketing operations, and sales enablement.

The Director will own processes and reporting for pipeline visibility, revenue operations, and CRM management. This includes managing a global team of analysts and CRM professionals and helping lead the sales organization’s operating rhythm. The role is open to fully remote candidates, with access to co-working spaces.

Requirements

• Bachelor’s degree in business, communications, or another relevant field.
• 8+ years in revenue operations, sales operations, or sales analytics in B2B, including 3+ years leading people.
• Proven ownership of a forecast process for complex, long-cycle sales.
• Hands-on Salesforce expertise, including reporting, forecasting, and CPQ, and the judgment to direct engineers on configuration.
• Strong analytical skills, including SQL, BI tools, and financial modeling, and the ability to turn data into recommendations for executives.
• Experience with territory, quota, and compensation planning.
• Experience partnering with Finance on bookings, ARR, and revenue reconciliation.
• Clear written and verbal communication with senior leaders, and confidence challenging definitions and data.
• Proficiency in Microsoft Suite, Google Suite, and Salesforce CRM.
• Strong project and program management skills.
• Self-starter able to manage multiple projects and collaborate with colleagues, matrix relationships, internal clients, and senior management.

Nice To Haves

• MBA.
• Advanced Analytics certification.
• PowerBI or equivalent dashboard build and support experience.
• Experience with CPQ implementation or a major systems transition.
• Experience with a data warehouse and modeled data layers.
• Background in energy, utilities, or data and analytics businesses.
• Familiarity with MEDDICC, Challenger, or similar sales methodologies.

Responsibilities

• Own the RevOps charter, intake process, service levels, and roadmap of reports and capabilities.
• Hire, manage, and develop a team of analysts and CRM experts, setting priorities and standards for quality and turnaround.
• Establish the operating cadence, including weekly forecast and pipeline reviews, monthly and quarterly business reviews, and annual planning.
• Run forecast methodologies by deal tier: stage-weighted for core deals, hybrid for mid-market and enterprise, and deal-by-deal for whale deals.
• Hold the organization accountable for forecast accuracy and pipeline coverage across the next four quarters.
• Deliver rep and team performance analysis, win/loss, ramp, and retention reporting, with recommendations.
• Partner with the deal desk on pricing, discount, and non-standard terms governance, and with Salesforce engineers on CPQ, releases, and change management.
• Set data quality standards, access controls, and audit trails for pricing and contract data.
• Manage CRM updates and CRM development.
• Provide strategic oversight and management of Revenue Operations, including business development, marketing operations, and sales enablement.

Benefits

• Flexible PTO for exempt employees, with no accrued hours or annual limit on vacation days.
• 11 annual holidays.
• 10 days of sick leave.
• Up to 2 weeks of bereavement leave.
• 2 volunteer days off.
• 2 professional development days off.
• Parental leave benefits for all parents.
• Employer coverage of 75–95% of medical, dental, and vision benefit costs for employees and dependents.
• Competitive benefits and an equity component; bonus may apply.

What This Job Offers

• Job Type: Full-time
• Career Level: Director