Director, Revenue Operations

Job Description:Own company-wide revenue forecasting — partnering with Sales and CS leadership to build accurate, predictable weekly and quarterly models for bookings and churnDefine and maintain pipeline health metrics, customer health scores, and forecasting methodologies that reflect real-world business dynamicsBuild scalable models for account planning, territory and segmentation design, quota setting, and compensation designServe as the primary Revenue Operations (RevOps) partner to Finance during the annual planning cycle — aligning revenue targets, headcount assumptions, and GTM investment with financial models and board-level plansOwn the operational inputs to the Annual Operating Plan (AOP) — including quota rollup, attainment modeling, and revenue bridge construction across new business, expansion, and renewal streamsBuild and maintain dynamic capacity models that inform GTM headcount decisions — factoring in ramp curves, productivity benchmarks, attrition assumptions, and growth targets across Sales, Sales Development Representative (SDR), and CS teamsDevelop and maintain executive-level dashboards across pipeline, bookings, revenue, retention, and team productivityStandardize KPI definitions across Sales, Marketing, and CS — creating a single source of truth across the organizationTranslate complex data into crisp, actionable insights that shape GTM strategy and investment decisionsPartner with Sales, Marketing, and CS leadership to ensure GTM have the tools, content, and data to execute repeatable, scalable selling motionsImplement and continuously enhance high-impact enablement functions that increase sales productivity and reduce ramp-up times for new hiresOptimize workflows across the full lead-to-revenue lifecycle: lead management, opportunity management, quoting, contracting, renewals, and expansionsArchitect, implement and manage high-performing enablement technology to deliver tangible value to the business.Establish and enforce governance for access, data hygiene, and process compliance across all GTM systemsLead and grow a high-performing RevOps team (e.g.: Admin, Analyst, BDR and Enablement functions today)Prioritize the team's roadmap based on business impact, GTM needs, and organizational goalsAct as the connective tissue between Marketing, Sales, Customer Success, Finance, and Product — ensuring shared definitions, aligned incentives, and a coherent view of revenue performance across all functionsCollaborate with Finance to ensure revenue forecasts, pipeline coverage ratios, and bookings pacing are reconciled with financial reporting on a recurring basisLead recurring cross-functional operating cadences — including pipeline reviews, forecast calls, and QBRs — ensuring the right data is in the room and decisions are grounded in a single source of truthOwn the design, documentation, and enforcement of rules of engagement across the GTM organization — establishing clear, written policies that reduce conflict, protect seller motivation, and ensure a consistent prospect and customer experienceDefine and maintain lead routing and handoff protocolsEstablish account ownership and segmentation policies that address territory overlap, inbound from existing accounts, named account designations, and prospect-to-customer transitionsDefine quota credit and split policies for overlay, specialist, and multi-seller deals — ensuring compensation structures reinforce collaborative selling without creating perverse incentivesClearly delineate expansion and upsell ownership between Sales and Customer Success — specifying the thresholds, product lines, or lifecycle stages that determine which team leads the commercial motionBuild a lightweight dispute resolution process — ensuring ROE conflicts are resolved quickly and consistently, with clear escalation paths that preserve relationships and maintain GTM velocityRequirements:7–10+ years in Revenue Operations, Sales Operations, or GTM Strategy roles — ideally in a high-growth Business-To-Business (B2B) environment3+ years leading and developing high-performing revenue operations or systems teamsDeep expertise in Salesforce, including Configure, Price, Quote (CPQ) and complex reporting; proven ability to own and evolve a modern GTM tech stackStrong command of forecasting methodologies, pipeline analytics, and revenue modelingExceptional ability to communicate and influence at the executive level — translating complex data into compelling narrativesExperience aligning Sales, Marketing, and CS metrics under a unified revenue modelBachelor's degree in related field of study or MBA.Benefits:Competitive compensation packageComprehensive health, dental, and vision insuranceGenerous paid time off (PTO) and holiday scheduleOpportunities for professional development and career advancementFlexible work arrangements to support work-life balance