Director, Revenue Operations

New Relic•San Francisco, CA

7d•Hybrid

About The Position

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! We are looking for an exceptional leader to head our combined GTM Planning, Process, and Engineering disciplines. This is a senior, high-leverage role on the Revenue Operations team, with a broad scope that spans GTM architecture, territory and capacity planning, pipeline modeling, incentive compensation, and the technical systems and automation that bring these strategies to life. You will partner closely with executive leadership, serving as the connective tissue between Marketing, Sales, Customer Adoption, Partners, and Finance. In this role, you act as both the architect of our commercial strategy and the engineer of our revenue automation. You will ensure our go-to-market behavior is perfectly aligned with strategic objectives while maximizing sales velocity through a scalable, automated, and intelligent technology ecosystem.

Requirements

10+ years in revenue operations, sales strategy, GTM finance, or system engineering, with at least five years of experience leading cross-functional teams.
Owner-Operator Mindset: You treat the GTM function as a system you own end-to-end: you build it, run it, fix it when it breaks, and measure it by outcomes, not just activity.
Strategic Challenger: You are a credible partner to executive and Ops leadership. You bring data, a distinct point of view, and the willingness to disagree well. You earn trust by being right, and you advocate for the field when the business case is sound.
Planning Mastery: Deep fluency with the planning toolkit, including capacity models, territory design, quota allocation, comp modeling, and forecasting methodologies in a B2B SaaS or consumption-based environment.
Technical & Architecture Expertise: Deep expertise in designing and integrating complex GTM tech stacks, with advanced proficiency in Salesforce, CPQ, and automation platforms. You possess a "product management" mindset for process optimization.
Full-Funnel Perspective: Experience working across the entire customer lifecycle, including marketing operations, pre-sales, and post-sale/customer success motions.
Communication & Collaboration: Excellent written and verbal communication skills with a proven track record of presenting to executives and translating between technical logic, financial modeling, and sales strategy.
Bachelor's degree in a quantitative field

Nice To Haves

MBA or equivalent post-graduate education is preferred.

Responsibilities

Own the GTM Architecture: Define markets, segments, roles, coverage models, and the underlying planning logic that turns business strategy into a deployable revenue system.
Lead Annual Planning End-to-End: Drive capacity modeling, territory design, quota allocation, and the headcount and expense plans that fund the organization.
Incentive & Quota Design: Act as the GTM thought leader on compensation. Design and implement all GTM comp plans to drive desired behaviors, and manage the end-to-end quota methodology to ensure equitable targets.
Tech Stack Strategy & Architecture: Own the roadmap and design for our GTM systems (e.g., Salesforce, CPQ, Anaplan, Xactly). Conduct field discovery to identify high-impact workflow opportunities and ensure technology follows our "Signal Strategy."
Revenue Automation & Process Replacement: Lead complex projects to systematically eliminate manual "CRM debt." Build behavior-based trigger architectures and automated data enrichment so reps spend more time selling and less time doing administrative work.
Multi-Channel Integration & Data Governance: Orchestrate the flow of data across the GTM stack, managing multi-channel signal ingestion and ensuring system reliability. Act as the primary liaison to Data and BI teams to ensure a seamless, high-quality Single Source of Truth.
Support the Operating Cadence: Partner with Ops leadership on forecast roll-ups, pipeline reviews, and QBR/MBR support, providing the systems rigor that drives decisions in those forums.
Financial Controllership: Partner tightly with FP&A on headcount and expense management, compensation modeling, forecast accuracy, and variance analysis.
Build Measurement Frameworks: Create the experimentation frameworks that turn GTM system outputs into the next version of the system, identifying what is working, what isn't, and what must change.
Team Leadership: Hire, mentor, and develop a cross-functional team of planning analysts, system engineers, and compensation experts. Design the infrastructure that enables a lean team to deliver compounding leverage as the organization scales.