Director, Revenue Operations

TechnoMile•McLean, VA

16h

About The Position

TechnoMile is seeking a Director, Revenue Operations to build and lead the company’s Revenue Operations function from the ground up. Reporting to the Chief Revenue Officer, this is a zero-to-one role with responsibility for creating the function’s strategy, systems architecture, data foundation, team, and operating cadence. The Director will partner with the CRO, CFO, and go-to-market leadership to improve forecast accuracy, accelerate pipeline generation, and optimize seller productivity as the company grows. The role owns companywide revenue forecasting and GTM planning, sales compensation, the integrated GTM technology stack, Salesforce administration, Gong deployment, reporting, and executive operating cadences. The Director will build and manage a Revenue Operations team, beginning with one to two CRM/data administrators based in India, and identify opportunities to use AI to automate reporting and analytics. The position is ideally located in the Washington, DC metro area and is open to remote candidates. The successful candidate should be able to come to the Tysons Corner, Virginia office as needed for important events and meetings. The role is part of TechnoMile’s field Sales organization, which focuses on acquiring new customers and expanding existing accounts in the government contracting market. The company seeks someone comfortable using AI tools and interested in experimentation, continuous learning, and finding smarter ways to solve problems.

Requirements

8–10+ years of experience in Revenue Operations, Sales Operations, or Business Operations at a B2B SaaS company.
Experience building a Revenue Operations function from the ground up.
Hands-on Salesforce administration experience.
Advanced data skills across Excel or Sheets, Salesforce, and business intelligence tools.
Deep experience with SaaS forecasting, pipeline management, territory design, quota setting, and compensation administration.
A track record of influencing and advising executive leadership through data and narrative, and of operating as a peer to CRO- and CFO-level stakeholders.
Experience building and managing offshore or distributed teams.
Hands-on experience using generative AI and automation tools to improve productivity, with sound judgment about when to use AI versus human insight.
Ability to come to the Tysons Corner, Virginia office as needed for important events and meetings.

Nice To Haves

Gong experience is strongly preferred.
Familiarity with federal procurement, prime/sub relationships, and contract vehicles such as GSA, GWAC, and SEWP.

Responsibilities

Design and establish the Revenue Operations function, including its organizational design, systems architecture, data governance, and operating cadence.
Set a multi-quarter Revenue Operations roadmap and prioritize investments in systems, staffing, and processes against company growth goals.
Partner with the CRO and CFO on go-to-market strategy, revenue planning, and organizational design.
Own companywide revenue forecasting and work with Sales and Customer Success leadership on weekly and quarterly bookings and churn models.
Lead annual and in-year go-to-market planning, including capacity planning, territory design, quota setting, compensation planning, and investment prioritization.
Design and administer sales compensation plans, track commissions, audit metrics, and create lightweight incentive contests.
Architect an integrated go-to-market technology stack, including Salesforce as the system of record, with reliable data flows, consistent attribution, and governance for CRM access and data hygiene.
Administer Salesforce directly or through the team built for the function, including data architecture, custom objects, flows, dashboards, and user management.
Deploy and manage Gong, including configuration of trackers, scorecards, and call-review workflows to surface coaching insights.
Build the go-to-market reporting suite, including team-level dashboards for ARR, NRR, CAC, LTV, and pipeline coverage, as well as executive and board reporting; establish consistent metric definitions.
Establish and own executive operating cadences such as forecast reviews, pipeline reviews, quarterly business reviews, and planning, including agendas and pre-work.
Build and lead the Revenue Operations team, starting with one to two CRM/data administrators in India; hire, set goals, and oversee performance.
Identify and drive opportunities to automate reporting and analytics using AI.