Director, Revenue Operations

Digimarc

2d • $170,000 - $220,000 • Remote

About The Position

The Director of Revenue Operations is a foundational hire for Digimarc's revenue organization. You will own the operations backbone of our go-to-market engine — forecasting, analytics, planning, deal desk, customer success operations, and the systems that power them. This is a builder's role for a player-coach. You will assess what exists, design what should exist, and operate hands-on while building the function around you. You will be the person who turns strategy into cadence, instinct into data, and ambition into a predictable, scalable revenue engine.

Requirements

• 8+ years in revenue operations, sales operations, or GTM strategy in enterprise B2B software, including direct support of senior sales leadership.
• Experience building or substantially rebuilding a revenue operations function — you have been the first or most senior ops hire, or rebuilt from a low baseline.
• You have run a structured quarterly operating cadence before — weekly forecast calls, pipeline councils, deal reviews, and quarter-end close management — and know how to make it a discipline rather than a meeting series.
• Deep fluency in ARR-based business models: pipeline math, retention and expansion dynamics, and SaaS unit economics.
• Genuine data fluency — you can pull, model, and interrogate funnel data yourself, diagnose conversion problems across marketing, sales, and post-sale stages, and turn analysis into specific recommendations.
• Working fluency in how modern outbound operates — AI SDR agents, signal-based prospecting, sequencing, and workflow automation — sufficient to be a real partner to demand generation and to instrument the motion end to end.
• Hands-on command of Salesforce and the modern GTM stack — you can configure, administer, and evaluate tools yourself when needed.
• Strong financial modeling and analytics skills, and comfort partnering with Finance on planning and reporting rhythms; public-company experience is a plus.
• A player-coach temperament: strategic enough for executive planning discussions, hands-on enough to fix a broken report the same afternoon.
• Low ego, high ownership. You bring order without bureaucracy and treat the field as your customer.

Responsibilities

• Design, own, and execute a 13-week operational calendar — the drumbeat of the revenue organization. This includes weekly forecast reviews, recurring pipeline and top-of-funnel reviews, key deal and top deal reviews, renewal forecast reviews on a rolling outlook, product feedback loops with leadership, GTM leadership sessions, and an end-of-quarter deal war room ramping to daily in the final weeks. You prepare the content, run the operating rhythm, and hold the organization accountable to it.
• Run the forecast across new business, expansion, and renewals within that cadence. Establish pipeline hygiene standards, coverage and conversion inspection, and a single source of truth for where the business stands — globally and by segment.
• Own, diagnose, and optimize the full revenue funnel — from lead generation and marketing through sales, close, onboarding, and expansion — as one connected system rather than a series of handoffs. You bring deep data fluency to every stage: where demand originates, where conversion breaks, where velocity stalls, and where expansion compounds. You don't just report the funnel; you recommend and drive the changes that improve it.
• Own reporting on bookings, ARR, pipeline coverage, conversion, retention, and productivity — and go beyond the scoreboard to the answers: which sources, segments, plays, and motions actually produce revenue, and which don't. Provide the analytical foundation for executive and board-level decision-making.
• Partner with the demand generation leader to enable a true end-to-end outbound and pipeline-build motion, AI-first throughout — AI agents for research, signal detection, and personalization; a modern SDR workflow; and automated outbound that scales pipeline generation without scaling headcount linearly. You don't own outbound, but you deeply understand how it works: you provide the systems, data, process, and measurement that let it run, and you connect its output cleanly into pipeline, forecast, and funnel analytics.
• Lead annual and quarterly planning: segmentation, territory design, capacity and coverage modeling, and quota setting — in close partnership with Finance.
• Partner with Finance, and HR to design, model, and administer sales and customer success compensation plans that align the field with company strategy.
• Stand up deal desk discipline: pricing and approval workflows, non-standard deal governance, and clean quote-to-cash handoffs across Sales, Legal, and Finance.
• Build the operating rhythm for the post-sale motion: renewals forecasting, customer health visibility, and expansion pipeline — supporting an end-to-end view of the customer.
• Build the onboarding and enablement foundation for the field: ramp programs, playbooks, and the tooling that makes sellers and CS teams productive faster.
• Own the revenue technology stack (Salesforce/CRM, forecasting, and CS platforms). Rationalize the stack, ensure data integrity, and make the systems serve the field — not the other way around.

Benefits

• Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
• Restricted Stock Units
• Flexible Paid Time Off & Holidays
• Life Insurance
• Tuition Reimbursement
• Mentorship Opportunities
• Training & Development
• Remote work

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed