Director Revenue Operations

Energy Exemplar•Salt Lake City, UT

18h

About The Position

Energy Exemplar is seeking an experienced Director, Revenue Operations to lead the strategy, execution, and optimisation of our global go-to-market operations. Reporting to the VP Business Operations this role will be responsible for building scalable processes, systems, planning frameworks, analytics, and governance across Marketing, Sales, Customer Success and Solutions. The Director of Revenue Operations will serve as a strategic business partner to executive leadership, driving operational excellence across the entire customer lifecycle. This individual will lead revenue planning, forecasting, territory and quota design, technology strategy, performance analytics, and process optimisation to enable predictable, efficient, and scalable growth. This is a high-impact leadership role requiring a combination of strategic thinking, operational excellence, analytical expertise, and people leadership. The ideal candidate has successfully built and scaled Revenue Operations within a global B2B SaaS or enterprise software organisation and is passionate about enabling high-performing commercial teams through data, systems, and process excellence.

Requirements

10+ years of progressive experience in Revenue Operations, Sales Operations, Commercial Operations, or Go-to-Market Operations within a B2B SaaS or enterprise software environment.
5+ years of leadership experience managing and developing high-performing Revenue Operations or Sales Operations teams.
Proven success designing and scaling Revenue Operations functions within a global, high-growth organisation.
Deep expertise across: Annual Operating Planning (AOP), Revenue planning and forecasting, Capacity and coverage planning, Territory and quota design, Sales compensation planning, Pipeline management and forecast governance, Opportunity stage management, Demand generation funnel analytics, Customer lifecycle, renewals, and revenue retention processes
Advanced Salesforce (SFDC) expertise, including CRM optimisation, reporting, automation, and CPQ.
Demonstrated experience translating complex business requirements into scalable systems and process improvements.
Exceptional analytical skills with advanced Excel capabilities and experience using business intelligence platforms to generate executive-level insights.
Strong commercial acumen with the ability to connect operational metrics to business outcomes.
Outstanding stakeholder management skills, with experience partnering effectively with executive leadership across Sales, Marketing, Customer Success, Finance, Product, and IT.
Excellent communication, change management, and influencing skills.
Demonstrated ability to lead organisational change, establish governance, and drive adoption across global teams.

Responsibilities

Develop and execute the global Revenue Operations strategy to support Energy Exemplar's growth objectives and go-to-market transformation.
Lead and optimise end-to-end revenue processes across Marketing, Sales, Customer Success and Solutions.
Partner with executive leadership to drive Annual Operating Planning (AOP), revenue planning, capacity modelling, territory design, quota allocation, compensation planning, and coverage strategies.
Own the company's forecasting framework, pipeline governance, opportunity management, and revenue performance reporting to improve forecast accuracy and business predictability.
Establish and maintain executive dashboards, KPIs, and reporting that provide actionable insights into pipeline health, sales productivity, customer retention, and overall revenue performance.
Drive continuous improvement of Salesforce, CPQ, HubSpot, and the broader Revenue Technology stack to maximise efficiency, automation, adoption, and data quality.
Partner with Business Systems and technical teams to define and prioritise system enhancements that support scalable commercial operations.
Develop governance frameworks for data quality, CRM standards, process compliance, and reporting consistency across all global regions.
Collaborate closely with Finance to support revenue forecasting, budgeting, headcount planning, and business performance analysis.
Identify opportunities to improve operational efficiency, reduce friction across the customer journey, and accelerate revenue growth through process innovation and automation.
Lead, mentor, and develop the Revenue Operations team, fostering a high-performance culture focused on continuous improvement and business partnership.
Act as a trusted advisor to executive leadership, using data and insights to influence strategic commercial decisions.