Director, Revenue Operations

Aptean-posted about 9 hours ago
Full-time • Director
Alpharetta, GA
1,001-5,000 employees
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As Director of Revenue Operations, you will be the strategic partner and operational backbone for Sales, Finance, Product, Legal, and Executive Leadership. You will own the architecture of revenue processes, enhance predictability of commercial performance, and ensure that systems, policies, and analytics enable sustainable global growth. You will lead sales execution, forecasting rigor, CRM and pipeline governance, deal desk operations, and commercial policy across a 200+ person sales organization. You will also oversee analytics and reporting frameworks that provide the visibility required to make high-quality revenue decisions, acting as a trusted advisor to Sales Leadership and Executives. This role requires a builder who can zoom out to define global GTM strategy and zoom in to solve systemic process gaps using data, systems thinking, and scalable frameworks.

  • Own and continuously refine the end-to-end revenue operations strategy, aligning systems, processes, and insights across the full customer lifecycle.
  • Drive forecasting methodology, accuracy, and executive-level reporting across regions and product lines.
  • Oversee the global Deal Desk function and advise executives and sales leadership on complex pricing, commercial structuring, and non-standard terms.
  • Streamline quoting and approval processes to reduce friction for all stakeholders and accelerate deal cycles through automation and AI-enabled workflows.
  • Lead governance and the long-term roadmap for Salesforce, CPQ, and integrated GTM systems.
  • Ensure data accuracy, consistency, and standardization across CRM, forecasting tools (Clari experience a plus), and analytics platforms.
  • Identify and implement system enhancements, automation, and cross-platform integrations that improve productivity and eliminate operational friction.
  • Build and manage the analytics foundation for sales performance reporting, forecasting insights, productivity metrics, and GTM health dashboards.
  • Translate data into clear, actionable recommendations that influence revenue strategy and investment decisions.
  • Monitor pipeline quality, conversion trends, and operational bottlenecks to proactively drive improvements.
  • Design, roll out, and reinforce global sales policies, ensuring consistent adoption across regions and business units.
  • Partner with Enablement to operationalize new processes, tools, and methodologies.
  • Architect scalable workflows, optimize quote-to-cash processes, and drive cross-functional alignment to support high-growth demands.
  • 7+ years of experience in Revenue Operations, Sales Operations, Deal Desk, or adjacent GTM operations roles, including people leadership, ideally within high-growth SaaS or B2B environments.
  • Deep expertise in sales planning, forecasting, territory design, pricing strategy, and commercial policy governance.
  • Advanced proficiency in Salesforce, Excel, and GTM analytics; experience with Clari, CPQ tools, sales engagement platforms, and broader Salesforce ecosystem tools is a strong plus.
  • Strong analytical mindset with the ability to build scalable dashboards, interpret trends, and communicate insights clearly to leaders at all levels.
  • Proven track record of designing and scaling operational frameworks that improve revenue predictability and sales performance.
  • Excellent cross-functional communication and executive-level influence skills, with the ability to align diverse stakeholders to a unified operational vision.
  • High-ownership builder mentality with comfort creating structure, systems, and process discipline in evolving environments.
  • Growth-oriented change agent who challenges the status quo and leads teams through transformation.
  • experience with Clari, CPQ tools, sales engagement platforms, and broader Salesforce ecosystem tools is a strong plus.
  • Competitive compensation including base salary and performance-based incentives.
  • Comprehensive benefits package.
  • High-growth career path within a collaborative, forward-thinking environment.
  • Direct influence over how a global revenue organization operates and scales.
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