Director, Revenue Operations

ZoomInfo Technologies LLC•Bethesda, MD

3h•Hybrid

About The Position

The Director of Revenue Operations – Pipeline & Partnerships is a critical leadership role within ZoomInfo's Revenue Operations organization. This Director will own the operational strategy and the team driving execution behind ZoomInfo's pipeline generation engine, sitting at the intersection of SDR operations, pipeline creation, and partnerships. This role will work closely with SDR leadership, Go-to-Market Engineering, Revenue Enablement, Demand Generation, Partnerships, and Solutions Consulting, while reporting to the VP of Revenue Operations, to ensure operations are scalable, data-driven, and force-multipliers.

Requirements

9+ years of experience in Revenue Operations, Partnership Operations, Marketing Operations, or a related field, with at least 5 years in a leadership role
Proven experience supporting SDR organizations at scale — including sequencing strategy, speed-to-lead, SLA enforcement, and top-of-funnel conversion optimization
Deep understanding of pipeline operating models, including lead routing design, attribution, PLG motions, and GTM execution
Experience building or scaling partnerships/channel operations, including co-sell execution, deal registration, partner pipeline visibility, and solution consulting program support
Deep, hands-on expertise with ZoomInfo,1Mind, Outreach, and PartnerStack — with a strong understanding of how these tools connect across the pipeline and partner motion
A natural inclination toward automation and AI — you default to building scalable, intelligent solutions rather than manual processes, and have hands-on experience with tools like Claude, Claude Code, ChatGPT, or similar LLM platforms
Demonstrated ability to design and deploy automated workflows that drive pipeline efficiency and scale, whether through AI agents, no-code/low-code tools, or custom-built solutions
Deep expertise in Salesforce CRM, including data model, reporting, and workflow configuration
Strong analytical skills with the ability to translate complex data into clear, actionable insights for senior stakeholders
Must be self-motivated, have strong self-management skills, and demonstrate leadership qualities
Proven ability to work cross-functionally across Sales, Marketing, Finance, and Operations
Experience working in a high-growth B2B SaaS environment preferred

Responsibilities

Own the demand generation and pipeline operations — driving pipeline coverage targets across New Business and Revenue & Growth, attribution accuracy, and GTM play execution across Marketing, PLG, and SDR routing
Design and manage lead and demo routing logic across all pipeline sources, ensuring the right leads reach the right reps at the right time with speed and precision
Own the operational infrastructure supporting ZoomInfo's Product-Led Growth (PLG) go-to-market motion — including PQL identification, scoring, routing optimization, and handoff workflows between product, marketing, and sales
Drive attribution accuracy across all pipeline sources, ensuring clean, reliable data that reflects true pipeline contribution by channel and motion
Partner with Go-to-Market Engineering, Demand Generation and Marketing Ops to align on pipeline coverage targets and ensure GTM plays are operationally executable and measurable
Identify gaps and inefficiencies across the pipeline creation process and lead cross-functional initiatives to resolve them — deploying automated workflows and intelligent tooling where applicable
Evaluate, implement, and optimize tools across the pipeline tech stack, including ZoomInfo, 1Mind, Outreach, and other systems ensuring they are configured to maximize pipeline output and data integrity
Own the SDR operations — driving inbound and outbound performance, sequencing strategy, speed-to-lead, SLA adherence, rep productivity, agent productivity, and top-of-funnel conversion from first touch to qualified pipeline
Build and optimize lead prioritization frameworks that leverage intent data, engagement signals, and AI-powered scoring to ensure SDRs and agents are focused on the highest-converting opportunities
Design and continuously improve outbound and inbound pipeline workflows and follow-up sequences — leveraging automation to reduce manual overhead and improve conversion rates
Build and maintain dashboards and intelligence that provide real-time visibility into SDR productivity, unit economics, capacity and pipeline coverage and health, and conversion rates; use AI-assisted analysis to surface trends and anomalies proactively
Partner with SDR leadership to enforce SLA adherence and ensure consistent execution of sequencing strategy across the team
Own the operations for all partner-led revenue motions — including co-sell execution, deal registration, partner pipeline visibility, solution consulting support, and DaaS program performance
Build and scale operational infrastructure across Channel, Co-Sell, Solution Consulting, and DaaS — with automated processes built into from the ground up
Define and maintain KPIs for partner-sourced and partner-influenced pipeline, ensuring accurate tracking and reporting with minimal manual intervention
Collaborate with the Partnership team to develop scalable, automation-first processes that support partner recruitment, activation, and performance management
Ensure CRM and partner systems are configured to accurately capture and report on partner activity and contribution, with intelligent routing and attribution logic in place
Serve as a strategic thought partner to SDR, Go-to-Market Engineering, Demand Gen, and Partnerships leadership — translating business goals into operational plans built to scale through process and technology
Lead a team of RevOps managers across pipeline, SDR, and partnerships functions, fostering a culture of experimentation, automation, and continuous improvement
Drive alignment across teams to drive pipeline definitions, forecasting inputs, and goal-setting
Champion data integrity and process standardization across all pipeline-related systems and workflows
Proactively evaluate emerging AI and automation capabilities — including LLM-based tools such as Claude and Claude Code — and bring a clear point of view on where they can meaningfully improve pipeline operations