Director, Revenue Operations

We are seeking an experienced Director, Revenue Operations to lead and optimize our end-to-end revenue engine across two distinct sales organizations-one transactional, the other high-velocity-as well as our Customer Success organization. This leader will be responsible for developing scalable processes, operational rigor, and data-driven insights that support predictable revenue growth and best-in-class customer retention.

Reporting to the VP, Commercial Operations, this role partners closely with leaders across Sales, Customer Success, Marketing, Finance, and Product. The ideal candidate is a strategic operator and senior thought partner with the ability to design frameworks, lead complex cross-functional initiatives, and streamline execution across the revenue lifecycle. This leader must thrive in a dynamic environment and balance the needs of two different sales motions while elevating customer lifecycle performance at scale.

What You'll Do:

Revenue Strategy & Growth

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  • Collaborate with Sales and Customer Success leadership to strategize and implement initiatives that boost revenue and enhance customer retention.
  • Align revenue objectives, key performance indicators (KPIs), and operational goals with executive leadership, ensuring accountability and measurable outcomes.
  • Leverage data-driven insights to pinpoint opportunities for growth, mitigate risk, and resolve revenue-related issues.
  
  
  
  

Sales Operations

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  • Design, implement, and refine sales processes across transactional and high-velocity workflows to maximize efficiency, conversion rates, and productivity.
  • Own and optimize Salesforce architecture, workflows, reporting, and integrations to ensure data integrity and operational scalability.
  • Oversee revenue operations, including pipeline management, forecasting, and reporting.
  • Ensure seamless cross-functional collaboration to create a unified revenue approach.
  • Partner with Revenue Enablement to ensure teams have the necessary training, tools, and playbooks to operate at peak performance.
  
  
  
  

Customer Success Operations

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  • Develop operational processes to support onboarding, adoption, expansion, and retention across the customer base.
  • Build frameworks for customer health scoring, engagement tracking, churn forecasting, and renewal management.
  • Provide CSM leadership with executive-ready analytics and insights to improve NRR, GRR, and customer satisfaction metrics.
  
  
  
  

Data, Analytics & Insights

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  • Establish and maintain a unified analytics infrastructure for leadership and frontline managers, translating performance data into actionable insights to identify growth opportunities, operational gaps, and risks.
  • Guarantee accuracy in reporting and forecasting across the revenue funnel.
  • Create dashboards and key performance indicators (KPIs) that track full-funnel revenue performance, spanning from initial lead generation through customer renewal.
  
  
  
  

Tech Stack Ownership

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  • Own and manage the technology stack for the Go-to-Market (GTM) teams, including primary responsibility for Salesforce, as well as supporting applications like Calendly, Gong, ZoomInfo, Customer success platforms, and sales engagement tools.
  • Drive continuous improvement in operational leverage, accuracy, and automation by evaluating, implementing, and integrating new technologies.
  • Ensure the effective integration of all sales tools to streamline business processes and maximize team productivity.
  
  
  
  

Leadership & Cross-Functional Partnership

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  • Build, mentor, and scale a high-performing Revenue Operations team, including leadership development, organizational design, and succession planning.
  • Provide guidance on best practices, processes, and tools to ensure the team consistently delivers operational excellence and supports evolving business needs
  • Lead and influence senior leaders across Sales, Customer Success, Marketing, Finance, and Product to drive alignment, decision-making, and execution across the revenue lifecycle.
  • Partner closely with Finance to align reporting, forecasting, and planning methodologies.
  • Collaborate with Marketing to ensure alignment across demand generation, lead routing, and attribution.
  • Drive cross-functional alignment across the entire revenue lifecycle to support customer acquisition, retention, and expansion.
  • Act as a trusted advisor to executives by delivering clear data-backed recommendations and operational insights.
  
  
  
  

Who You Are:

• Bachelor's degree in Business, Finance, Marketing, or a related field preferred
• 8-10 years of experience in Revenue Operations, Sales Operations, Business Operations, or related GTM leadership roles.
• 5+ years of leadership experience, with a strong preference for SaaS or high-growth technology environments.
• Demonstrated success supporting multiple sales motions, including SMB-focused transactional and high-velocity SaaS models.
• Deep expertise in Salesforce (administrator-level familiarity required; architecture or configuration experience preferred).
• Strong analytical and problem-solving skills, with proficiency in data visualization and reporting tools.
• Proven ability to build and optimize processes in fast-paced, high-growth environments.
• Experience supporting or operating within Customer Success organizations.
• Exceptional communication, stakeholder management, and change management skills.
• Demonstrated ability to lead, mentor, and develop operational teams

*This role is also eligible for an annual bonus potential