Director, Revenue Operations

Farmer's Fridge Careers•Chicago, IL

8d•$170,000 - $190,000

About The Position

Farmer’s Fridge makes fruits and vegetables accessible and approachable for everyone. We offer a variety of fresh, healthy, ready-to-eat meals and snacks through our fresh food vending machines, wholesale partners, and our office pantry solution — providing chef-curated meals to customers within seconds. Today, we operate a network of Fridges and partner with clients nationwide in high-foot-traffic areas, such as airports, hospitals, universities, and large office buildings — where there is limited accessibility to fresh, healthy, grab-n-go options. We care deeply about what we’re creating and aspire to make sure our customers feel that through every touchpoint. This shows up in many ways across the business. We are committed to prioritizing food safety, we are passionate about product quality, we value our employees, we champion the best idea no matter where it comes from, and we’re committed to making an overall positive impact as we scale. About this Role: We’re looking for a Director, Revenue Operations to own the end-to-end revenue operating system—aligning B2B Marketing, Sales, Account Management, and Fridge Operations around a single set of definitions, forecasts, and execution rhythms that drive predictable growth. You’ll lead forecasting and planning across the full lifecycle (pipeline → close → launch → active fridge count → renewals/expansion), translate ICP/TAM into targeted coverage and capacity decisions, and partner with Finance, RevTech, and Analytics to improve data quality, tooling adoption, and unit economics (including rep payback). This is a high-leverage role that builds the structure and accountability required to scale without sacrificing speed.

Requirements

8-12+ years of progressive experience in Sales Operations, Revenue Operations, FP&A supporting sales, or adjacent GTM operations roles in a scaling organization.
Exceptional ability to hire, develop, and manage high-performing teams.
Proven track record improving sales outcomes through operating cadence, forecasting rigor, territory/quota design, and process/tooling improvements.
Strong command of unit economics and GTM financial levers (e.g., payback, CAC/LTV, margin, pricing/discounting); able to translate pipeline and headcount decisions into financial impact and prioritize accordingly.
Relevant experience in CRM and data quality fundamentals; strong instincts for clean process design and adoption.
Comfort operating in high-change environments where you’re expected to build structure, simplify complexity, and drive accountability.
Excellent analytical toolkit: advanced Excel/Sheets; comfort with BI and CRM reporting; ability to translate analysis into decisive actions.
Clear, direct communicator who can translate ambiguity into crisp decisions, align cross-functional stakeholders, and create simple artifacts people use (one-pagers, requirements, exec updates).
Proactively identifies root causes and practical fixes—balancing speed and rigor—without over-engineering or getting stuck in analysis.
Ruthless about focus; consistently chooses the few initiatives that move pipeline, forecast accuracy, and rep productivity, and says “no” (or “not now”) with clear tradeoffs.
Trusted cross-functional operator with strong executive presence. Able to challenge assumptions, influence without authority, and hold leaders accountable through an effective operating cadence.

Nice To Haves

Relevant prior work in management consulting and/or finance.
Experience supporting field-based / installation-dependent sales motions (site readiness, access windows, logistics/ops handoffs), with a track record of reducing post-close launch delays.
Exposure to sales compensation design in complex motions (multi-stage, install + recurring, margin considerations) to ensure incentives drive the right behaviors—clean handoffs, profitable deals, and launches that actually stick.
A track record of building lightweight systems and governance that scale—bringing structure to a fast-growing organization at a similar stage (increasing headcount, volume, and complexity) without creating bureaucracy.