Senior Director, Revenue Operations

Ontic

1d•$180,000 - $200,000•Remote

About The Position

Ontic is looking for a Senior Director of Revenue Operations to join our Revenue Operations organization. As part of a centralized RevOps organization, this role sits at the intersection of our customer acquisition engine - bridging Marketing, SDRs, diverse Sales channels (Commercial, Public Sector, Partners) and Solution Consulting into a frictionless, high-velocity pipeline machine. Partnering closely with the CRO and revenue organization leadership team, you'll own the systems, processes and cross-functional cadences that keep the revenue teams aligned as we scale. This is a highly cross-functional, high-visibility role suited for someone who can function independently, build from scratch and operate equally well in a spreadsheet, a forecast meeting and a cross-functional QBR. This is a leadership role that will manage a small team of high-performing Ops Business partners that cover Sales Operations, Marketing Operations and Enablement.

Requirements

10+ years experience in Revenue Operations or Sales/CS Operations, with at least 4+ years in a senior leadership role owning a multi-function operations org
Mature understanding of GTM + client-facing SaaS strategies with experience translating them into system and process requirements that deliver lasting business impact
Comfortable being the connective tissue between the Revenue org + other GTM teams & the ability to translate fluently in both directions - with experience operationalizing impactful system and process requirements that work for both teams
Bias toward action — this role fixes things, not just reports on them
Experience working with ambiguity and laser focused on delivering results; excellent analytical and decision-making skills
Proven experience leveraging GTM technology & sales tools; current tech stack includes Salesforce, Snowflake, Omni, Claude, ChatGPT, Clari, Outreach, Marketo
Strong written and verbal communication skills, and experience as a strategic business partner
Demonstrated ability to build and lead a team, not just an individual function
Bachelor's degree or equivalent work experience

Responsibilities

Serve as thought partner to the CRO on annual and quarterly revenue planning — bookings targets, headcount/capacity models, territory and segmentation design, and quota setting
Own the integrity revenue forecast: build and maintain the forecasting methodology, drive forecast calls/cadence, and bring a point of view (not just a number) on pipeline health and risk; partnering with sales leadership to identify and close gaps
Prepare exec-level reporting on pipeline, bookings, funnel conversion, productivity, and forecast accuracy; be able to defend the numbers in the room
Act as an early warning system — surface risks (funnel gaps, rep underperformance, pricing friction, loss signals) before they show up in the quarter-end number
Partner with the CRO and CRO-org leaders to highlight business results & key trends across the organization to help the leadership team understand how we are tracking to our goals, where there is risk and where there are successes to be replicated
Oversee the Sales Operations, Marketing/SDR Operations, and Sales Enablement functions
Guide the operational cadence across all functional areas within the CRO organization; ensuring tight alignment and standardized processes, that drive predictable results
Own the end-to-end funnel across marketing, SDR, Sales to ensure a frictionless experience that optimizes results at each stage
Oversee onboarding and continuous learning pathways tailored to distinct personas: SDRs (messaging/qualification), AEs (negotiation/closing), SEs (technical deep dives), Leaders (coaching/deal progression/forecasting)
Act as a change agent, ensuring the operational infrastructure for each function within the CRO organization scales alongside revenue growth
Build, manage, and develop a Revenue Operations team across Sales Ops, Marketing Ops, SDR/Pipeline Ops, and Sales Enablement functions
Guide on the end-to-end revenue tech stack with an AI-forward approach; designing the tooling and processes to work seamlessly across systems and integrated with our internal AI tools and infrastructure
Standardize and govern core processes: lead-to-opportunity, opportunity-to-close, renewal/expansion workflows; ensuring data integrity and consistent definitions ("pipeline," "qualified lead," "conversation rate," etc.) across Sales, Marketing, and Finance
Develop real-time KPI tracking, dashboards, scorecards, and standardized reporting to measure performance and provide actional business insights for the leaders