Senior Director of Revenue Operations

Prophecy • San Francisco, CA

3d

About The Position

Prophecy is seeking a strategic, data-driven, and hands-on Senior Director of Revenue Operations to own the end-to-end revenue funnel, from the first marketing touch through closed-won, renewal, and expansion. This role involves building and running the operating system that ensures revenue predictability, including data, processes, cadence, and executive reviews. The position requires working backward from revenue targets to determine pipeline needs, sources, conversion rates, and establishing the discipline to achieve these numbers. The Senior Director will lead a small team (RevOps analyst and marketing ops partner) and work directly with the CEO and GTM leadership. This is a builder's role focused on designing the model, building dashboards, closing process gaps, and personally driving the weekly revenue cadence.

Requirements

• 10+ years of experience in Revenue Operations, Sales Operations, or Business Operations, with at least 4 years in a leadership role.
• Proven experience supporting a B2B SaaS or subscription-based revenue model, including renewals and expansion alongside new logo acquisition.
• Track record of building a full-funnel operating cadence from scratch.
• Deep hands-on expertise with CRM and marketing automation (Salesforce and HubSpot or Marketo preferred), including building reports and configuring rules.
• Strong analytical mindset with the ability to tell a clear story through data and identify key metrics.
• Comfort operating at an early stage: small team, imperfect data, high ownership, and willingness to roll up sleeves.
• Credibility and directness with executives and sellers, acting as a trusted partner.
• Excellent communication and collaboration skills across all levels of the organization.
• Enjoyment in tracking developments in AI and GTM tooling, and applying them to remove manual effort and simplify the stack.

Nice To Haves

• Experience building and scaling RevOps teams.
• MBA or advanced degree in a relevant field.

Responsibilities

• Own the revenue model, building and maintaining the reverse-funnel model that translates revenue targets into required pipeline by stage and by channel, and recalibrating it quarterly against conversion data.
• Build the single source of truth by delivering an executive dashboard covering pipeline source, progression, and impact, enabling leaders to assess pipeline health, forecast, and top risks quickly.
• Drive full-funnel visibility by tracking opportunity creation across marketing campaigns, events, partnerships, outbound, and inbound, with clean attribution from marketing automation into CRM.
• Install follow-up rigor by defining lead follow-up SLAs, ownership and routing rules, ageing thresholds, and an escalation ladder.
• Own the campaign lifecycle, ensuring every campaign launches with a pipeline target, a named follow-up owner, approved sequences, and routing, and closes with a retro that determines its future.
• Align marketing to revenue by expressing marketing's target in qualified pipeline dollars alongside lead volume, arbitrating funnel definitions, and recommending budget reallocation based on measured pipeline per program dollar.
• Run renewals and expansion with the same rigor as new business, tracking renewal dates, owners, and account health; staging and forecasting expansion opportunities; and surfacing churn-risk signals with save plans.
• Proactively find and fix leaks by producing a weekly leak report that quantifies the dollar impact of each funnel gap, proposes fixes, names owners and dates, and tracks them to closure.
• Own forecast integrity by delivering a weekly forecast with commit and best-case ranges and week-over-week movement, and snapshotting pipeline weekly to measure forecast accuracy.
• Drive the weekly Revenue Council, owning the deck, agenda, and follow-ups for a decision-focused executive meeting.
• Own the RevOps tech stack, including CRM, marketing automation, and sales engagement configuration, data integrity, integration health, and adoption, recommending and implementing improvements.
• Partner with Finance to align on bookings targets, quota and capacity planning, and commission modeling.
• Lead and develop the RevOps analyst and marketing ops partner, ensuring clear ownership of all dashboards, reports, and alerts.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed