Sr. Director, Revenue Operations

GSTV • Detroit, MI

3d

About The Position

The Senior Director, Revenue Operations will build and lead GSTV's commercial operating backbone, owning the processes, systems, data, and operating cadence that support revenue execution. This role will create consistent ownership and governance across planning, forecasting, incentives, analytics, and executive commercial reporting. The successful candidate will have built or materially redesigned a Revenue Operations function and will bring a clear point of view on effective RevOps. This leader will assess the current environment, establish priorities, and independently implement a practical roadmap.

Requirements

• Demonstrated success building, leading, or materially redesigning a Revenue Operations function, including its operating cadence, governance, data, systems, and adoption
• Hands-on expertise in revenue forecasting, pipeline governance, executive reporting, quotas and territories, capacity planning, seller compensation, deal desk, and pricing
• Strong analytical skills using Excel or Sheets, BI tools, and structured data
• Hands-on experience owning and improving Salesforce and the broader revenue technology stack, including data governance, reporting, workflow design, and systems integrations
• Ability to work effectively across Sales, Finance, Marketing, Product & Tech, Measurement, and Operations, including when priorities or incentives conflict
• Track record improving forecast accuracy, pipeline conversion, seller productivity, process adoption, or operating efficiency in environments with incomplete processes or data
• Hands-on use of AI tools to create scalable reporting, analysis, automation, and recurring communications
• BA/BS degree from a leading US or International University and/or equivalent years of experience
• 8+ years in Revenue Operations, Sales Operations, or GTM Operations, including direct leadership of the function and at least one successful RevOps build or major redesign

Nice To Haves

• Salesforce Administrator certification or comparable hands-on configuration experience
• Experience in PE-backed or highly performance-driven environments
• Experience in advertising, media, ad tech, marketplaces, or another inventory- and yield-driven business
• Experience moving reporting or workflows from manual processes to durable automation
• Builder mindset with comfort operating hands-on
• Strong judgment and stakeholder management
• Bias for simplification and automation
• High attention to detail with a governance-oriented approach
• Operates independently with limited direction, while escalating decisions that require executive alignment
• Can challenge senior stakeholders constructively, make decisions with imperfect information, and drive work to closure

Responsibilities

• Own weekly, monthly, and quarterly operating reviews covering forecast, pipeline movement, productivity, yield, and progress vs plan
• Lead annual planning for segmentation, coverage, territories, quotas, and capacity
• Define and enforce commercial governance including decision rights, policies, and deal authority thresholds
• Rapidly assess GSTV's current RevOps capabilities, identify gaps, and implement a practical roadmap that improves the function while maintaining business continuity
• Coordinate Revenue Operations processes across Sales and Marketing, partnering closely with Finance, Product & Tech, Measurement, and Ad Operations
• Own the revenue forecast methodology and cadence, reconciling CRM forecasts, pipeline conversion assumptions, seller inputs, actual performance, and the company plan to improve accuracy and confidence
• Establish and enforce pipeline hygiene, stage definitions, data standards, inspection routines, compliance measures, and escalation paths with Sales leadership
• Translate insights on conversion, velocity, win/loss, and deal slippage into specific in-quarter actions for sellers and leaders, and track those actions through completion
• Build bottom-up quotas by account and category using historical performance and growth potential, partnering with Finance and Sales leadership on repeatable quota-setting and capacity processes
• Support compensation plan design and own modeling, administration, crediting rules, and performance reporting
• Manage account transitions and maintain clear account, territory, quota, and crediting rules, resolving ownership and compensation exceptions consistently
• Establish or strengthen deal desk capabilities for pricing, structuring, and exception management
• Implement pricing and packaging guardrails to improve margin and yield consistency
• Own the deal review workflow and decision log, coordinating required reviews with Finance, Ad Operations, Measurement, and other stakeholders before approval
• Provide reporting and analysis to support sell-through, inventory planning, and yield decisions
• Partner with Sales, Ad Operations, Product, and Finance to identify inventory constraints, pricing opportunities, and delivery risks early
• Deliver executive dashboards connecting activity to outcomes from pipeline through revenue
• Produce executive-ready commercial performance reporting
• Support the recurring sponsor, lender, and board reporting cycle, including the weekly flash and monthly performance pack, with the commercial data and analysis behind it
• Build analytical models for whitespace, churn risk, deal quality, and pricing over time
• Own commercial definitions, source logic, and quality controls so leaders use one consistent view of bookings, pipeline, forecast, revenue, seller productivity, and yield
• Define and govern core commercial taxonomy across accounts, products, stages, opportunities, and line items
• Build analytical models for whitespace, churn risk, deal quality, and pricing
• Evaluate current tools and workflows, make clear build-versus-buy recommendations, and lead implementation with appropriate technical partners
• Partner with Sales leadership to support onboarding, playbooks, and role-based enablement
• Drive adoption of tools, dashboards, and processes through embedded support and change management
• Set clear expectations, train users, measure adoption, and address noncompliance so new processes become the normal way of working
• Drive adoption of tools, dashboards, and processes through training, embedded support, change management, adoption measurement, and clear accountability

What This Job Offers

• Job Type: Full-time
• Career Level: Director