Senior Director, Revenue Operations

CommerceIQ•Mountain View, CA

46d•$190,000 - $238,000

About The Position

The Senior Director of Revenue Operations is a critical leadership role responsible for architecting and optimizing the end-to-end revenue engine across Sales, Customer Success, Marketing, and Partnerships. This leader will enable predictable growth, ensure operational rigor, drive cross-functional alignment, and provide the analytical insights required to support strategic decisions at the executive level. You will work closely with senior GTM leadership to craft strategy, diagnose business performance, deploy scalable processes, and operationalize programs that help CommerceIQ win in the CPG and retail ecommerce ecosystem.

Requirements

10–15+ years in Revenue Operations, Sales Operations, or GTM Strategy roles; 5+ years leading teams.
Experience in SaaS, retail ecommerce, or CPG-adjacent technology strongly preferred.
Demonstrated ability to scale GTM processes in a high-growth environment.
Expert in Salesforce and modern RevOps tooling; strong modeling, BI, and systems knowledge.
Exceptional verbal and written communication, with a track record of influencing senior executives.
Ability to thrive in a fast-paced, ambiguous environment while staying grounded in data.

Responsibilities

Partner with GTM and Finance leadership to own annual and quarterly revenue planning, including segmentation, quota design, headcount modeling, and territory frameworks.
Use deep strategic problem-solving to identify growth opportunities, evaluate trade-offs, and shape GTM strategy based on customer needs and predictable value delivery.
Build multi-threaded executive alignment with VP-level stakeholders to drive strategic decision-making across the revenue engine.
Own the GTM systems architecture (Salesforce, CPQ, CS tools, marketing automation) and ensure scalability, hygiene, and adoption.
Implement workflows, playbooks, forecasting, and pipeline processes to standardize execution across teams.
Drive automation and data integrity to increase productivity and insight-driven decision-making.
Lead weekly, monthly, and quarterly business reviews to surface insights, track performance, and ensure accountability.
Operate as the subject matter expert for revenue analytics—customer segmentation, product attach, renewals, churn, pricing, and cohort revenue analysis.
Partner with sales leaders to coach and improve deal qualification and forecasting.
Partner closely with Customer Success to run renewal forecasting, track customer sentiment metrics, and ensure revenue retention health.
Establish commercial policies, pricing guardrails, and approval workflows to improve deal quality and velocity.
Provide executive-ready deal reviews and support complex negotiations—upsell, cross-sell, and renewals—modeling value equations to influence outcomes.
Partner with Marketing, Finance, and Customer Success to align strategic initiatives and ensure execution against customer outcomes.
Lead without authority—mobilize cross-functional teams to drive adoption, consistency, and performance across the GTM organization.