Director, Revenue Operations

DAT•Beaverton, OR

1d•$180,537 - $241,180•Hybrid

About The Position

DAT Freight & Analytics is an award-winning employer of choice and a next-generation SaaS technology company that has been at the leading edge of freight and logistics innovation for nearly five decades. Founded in 1978, DAT operates the largest freight marketplace in North America — processing 250 million+ load posts annually and maintaining one of the largest repositories of freight market transaction data in the world. On a defined path to $1 billion in revenue, DAT deploys a suite of software solutions, machine learning models, and intelligent automation tools that help brokers, carriers, and shippers price freight accurately, source capacity, reduce risk, and operate more efficiently. With nearly 700 teammates across offices in Denver, CO; Portland, OR; Seattle, WA; Springfield, MO; Toronto, ON; and Bangalore, India, DAT combines the credibility of a multi-decade market leader with the drive of a company that is not done disrupting the industry it helped build. For more information, visit www.DAT.com Application Deadline: 5/15/2026 The Opportunity DAT is on a path to double revenue in the next five years. Getting there requires more than great products and talented sellers — it requires a revenue engine that is instrumented, disciplined, and aligned from the rep level to the ELT. We are hiring a Director of Revenue Operations, reporting to the CFO, to be the architect of that engine — The One DAT Commercial Operating System, a scalable commercial infrastructure designed to serve every segment and growth vector across DAT with consistent process, shared data, and unified performance standards. This is a build role with an agentic mindset — the incoming leader will be expected to deploy AI not just as a productivity tool but as a core operating lever across the function. This role calls for someone who has operated at this level before, knows what world-class RevOps looks like in a complex multi-segment marketplace business, and has the executive presence and credibility to get a leadership team aligned and committed to building it. The goal is a commercial organization where every seller spends more time selling and every leader manages from data.

Requirements

7–12 years of progressive RevOps, Sales Operations, or GTM Operations experience with at least 2–3 years leading through managers
Demonstrated ability to build a bottom-up forecast process and drive behavioral adoption across a sales org
Breadth across the full RevOps surface area: pipeline and forecast, compensation design, sales enablement, marketing operations, and CS operations
Direct experience with sales compensation redesign in a multi-segment, multi-product environment
Experience in high-growth B2B SaaS, logistics tech, fintech, or marketplace businesses scaling toward or through $300M+
A track record of deploying AI in a RevOps context — ideally agentic workflows and automation that eliminated manual work, compressed cycle times, or surfaced insight at a pace a human team alone cannot match. This is the direction the function is heading; candidates who have already been there will move faster
Deep Salesforce fluency; comfortable partnering with a systems team to influence how the stack evolves
Executive presence and the ability to influence without authority — comfortable in ELT conversations, credible with segment leaders, and capable of building the organizational trust that makes this function effective
Proven ability to assess and evolve organizations and talent
High motor, critical thinker, self-starter who runs toward hard problems and brings others along
Fluent in AOP, P&L, capacity modeling, and the ASC 606 implications of deal structure — a genuine CFO partner

Responsibilities

One DAT Commercial Operating System (COS)
Pipeline & Forecast Management Build and drive a bottom-up forecast process across all selling segments — creating accountability from rep to executive level. Embed pipeline health standards into the management rhythm of every segment leader so the business makes resource allocation decisions from data, not intuition. Partner with Finance to ensure the commercial forecast is tightly integrated with the AOP and rolling financial model.
Sales Compensation Inherit and govern freshly redesigned compensation plans across Broker, Automation, Carrier, Shipper, and Trucker Tools — clean implementation, continuous improvement, and full governance. Own the annual comp cycle end-to-end: design, financial modeling, administration, and oversight. Partner with Finance and HR on benchmarking, modeling, and compliance. Every seller should be able to accurately describe their own plan.
Sales Enablement Own the enablement strategy across all selling segments — segment-specific playbooks, onboarding programs with defined productivity milestones, and coaching infrastructure that gives front-line managers actionable rep-level data. Build cross-sell enablement as a structured motion, not an informal ask. Deploy AI tools in enablement where they create measurable productivity gains.
Marketing Operations Partner with Marketing leadership to build the operational infrastructure connecting marketing activity to pipeline — campaign attribution, lead scoring, MQL-to-SQL handoff, and funnel reporting. Establish a shared data model between Marketing and Sales with clear definitions and accountability at every funnel stage. Additionally, you will lead the DAT Lead Qualification function.
Customer Success Operations Build the operational framework supporting retention, expansion, and cross-sell — CS tooling, health scoring, renewal forecasting, and success playbooks. Connect customer outcomes to revenue outcomes and make expansion a structured motion.
Data, Reporting & BI Partner with Finance to build and maintain the single source of truth for commercial performance across pipeline, bookings, ARR, retention, and cross-sell. Develop segment-level and portfolio-level reporting. Own data governance and CRM hygiene as operational foundations.
Contract Enablement, Approval Controls & Revenue Recognition Maintain and improve contract processing, order entry, and deal approval workflows. Partner with the Principal, RevOps Technology and the Sr. Manager, Contracts & Legal Operations on the integrated contract-to-close workflow. Coordinate with the Controller to ensure deal structures and approval controls support clean ASC 606 revenue recognition.
Org Design & Scaling Assess the inherited team of 11 honestly and act decisively. Design the RevOps organization for a $1B DAT and bring that proposal to the CFO by Q4 2026.