Director, Revenue Operations

6sense

9h • Remote

About The Position

We are looking for a Director of Revenue Operations to lead strategy and execution for our Professional Services and Partnerships field organizations. This role sits at the center of our go-to-market engine, ensuring these teams are optimized to drive revenue growth, deal velocity, and customer outcomes. Professional Services operates as an attach/support motion, tightly integrated into the sales cycle to accelerate time-to-value and improve win rates—not as a standalone revenue center. Partnerships span a diverse ecosystem, including Systems Integrators (SIs), resellers, and technology alliances, and play a critical role in expanding reach, accelerating pipeline, and increasing deal size. You will act as a thought partner to Services and Partner leadership, building the systems, insights, and processes that enable scalable growth across deal support, partner co-sell motions, and ecosystem-driven revenue.

Requirements

• 8–12+ years in Revenue Operations, Sales Operations, or GTM Strategy
• Direct experience supporting Services as an attach/support function within a SaaS or tech business
• Direct experience supporting complex partner ecosystems (SIs, resellers, and/or tech alliances)
• Strong understanding of Deal-based services models (scoping, attach, delivery alignment)
• Strong understanding of Partner motions (co-sell, channel, alliances, attribution complexity)
• Experience with Salesforce, PSA, PRM, and BI tools
• Proven ability to drive cross-functional alignment across Sales, Services, CS, and Partnerships
• Strong analytical and executive communication skills

Responsibilities

• Serve as the primary RevOps partner to Professional Services and Partnerships leadership
• Define and operationalize strategies to maximize services attach rates and influence on deal velocity and win rates
• Define and operationalize strategies to scale partner-sourced and partner-influenced pipeline and revenue
• Support annual planning, capacity modeling, and coverage design for Services capacity aligned to sales demand (pre-sales + delivery support)
• Support annual planning, capacity modeling, and coverage design for Partner coverage across SIs, resellers, and tech alliances
• Drive operating rhythms (QBRs, forecasting cadences, pipeline reviews)
• Establish forecasting frameworks for Services demand (attach rate, capacity alignment, backlog)
• Establish forecasting frameworks for Partner contribution (sourced, influenced, and co-sell pipeline)
• Build visibility into key metrics for Services: attach rate, time-to-start, delivery impact on deal cycles
• Build visibility into key metrics for Partnerships: partner-sourced pipeline, influenced revenue, partner productivity by type (SI, reseller, tech)
• Develop standardized dashboards to drive accountability and transparency
• Design and optimize workflows across Sales Services integration (scoping, packaging, positioning in deals)
• Design and optimize workflows across Partner lifecycle management (recruit → enable → co-sell → measure)
• Ensure Services is embedded early in the sales cycle to increase win rates and reduce implementation friction
• Standardize partner engagement models across SIs (implementation and strategic co-sell)
• Standardize partner engagement models across Resellers/channel partners (distribution and pipeline generation)
• Standardize partner engagement models across Technology alliances (joint value props and integrations)
• Remove friction to improve speed, predictability, and customer experience
• Own systems strategy supporting Services and Partnerships, including Salesforce (CRM and attribution), PSA tools (for services capacity and delivery visibility), and PRM systems (partner management and engagement tracking)
• Define and enforce clean attribution models for partner-sourced and influenced revenue
• Enable visibility into services impact on deal outcomes (win rate, cycle time, expansion)
• Design and manage incentive structures for Services teams focused on attach, deal support effectiveness, and delivery outcomes
• Design and manage incentive structures for Partnerships teams across SIs, resellers, and tech alliances, aligned to sourced and influenced revenue
• Align incentives to reinforce co-sell behavior and cross-functional collaboration
• Establish frameworks for Services packaging and positioning to support deal acceleration (not revenue maximization)
• Establish frameworks for Partner tiering, incentives, and ROI measurement across different partner types
• Partner with Finance to ensure strong unit economics and efficient leverage of services and partner channels

Benefits

• Bonus program or commission plan
• Stock options
• Generous health insurance coverage
• Life insurance
• Disability insurance
• 401K employer matching program
• Paid holidays
• Quarterly self-care days off
• Paid time off (PTO)
• Paid parental leave
• Equipment and support needed to work and connect with teams, at home or in one of our offices
• Growth mindset culture
• Numerous learning and development initiatives including access to our LinkedIn Learning platform
• Quarterly wellness education sessions to encourage self care and personal growth
• ERG-hosted events

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees