Director of Revenue Operations

JOB SUMMARY

The Director of Revenue Operations is a strategic and hands‑on leader responsible for modernizing and scaling our end‑to‑end revenue infrastructure. Reporting to the Chief Revenue Officer (CRO), this role will align Sales, Marketing, Finance, Business Intelligence, and Service Delivery leadership around a unified revenue visibility strategy. The leader will design and implement the systems, processes, and analytics that power predictable growth and operational excellence.

This individual will bring go‑to‑market and financial acumen, data‑driven decision making, and a builder’s mindset—establishing scalable revenue processes that connect demand generation and pipeline health to bookings, GAAP revenue recognition, and forecast accuracy.

• GTM Strategy & Leadership – Partner with the CRO, CFO, and executive team to design and execute annual go‑to‑market strategy and planning cycles. Establish a firm‑wide operating cadence that drives forecast accuracy, pipeline visibility, and revenue productivity across new business, cross‑sell, and renewals. Align cross‑functional teams around unified revenue goals, KPIs, and performance insights. Design scalable revenue processes that improve efficiency, conversion, and client retention.
  
  Foster a culture of accountability, collaboration, and continuous improvement across Finance and GTM.
• Revenue Systems & Process Optimization – Partner with internal teams to drive process optimization of the GTM tech stack—Hub Spot, Workday, Power BI, Kantata, Ironclad, and Smart Quote (CPQ)—ensuring automation, integration, and data integrity. Drive workflow improvements from lead‑to‑renewal and quote‑to‑cash, ensuring smooth handoffs and visibility across Finance and GTM teams. Partner with Finance on revenue recognition, billing, and operational reporting to ensure compliance and accuracy.
• Forecasting, Analytics & Insights – Build forecasting models and dashboards that support both bookings‑based and GAAP revenue forecasting. Deliver actionable insights on pipeline health, conversion rates, retention, and service performance. Provide data‑driven recommendations that inform leadership decisions and strategic priorities. Act as a central operational partner across Sales, Marketing, Business Intelligence, Client Success, and Finance, ensuring alignment and execution across the revenue lifecycle.
• Compensation, Pricing & Planning – Design and administer sales compensation plans that align with company goals and drive performance. Support pricing, packaging, and multi‑year deal strategies in partnership with Service Delivery, Finance, and GTM leadership. Lead annual and quarterly capacity planning, territory design, and quota‑setting processes.

• Strong understanding of bookings, billings, and GAAP revenue recognition, with the ability to bridge operational metrics and financial outcomes.
• Deep expertise in Hub Spot CRM (or similar platforms), Workday Finance, Power BI, and CPQ systems.
• Exceptional analytical skills with experience building forecasts, dashboards, and board‑level reporting.
• Proven ability to design and scale cross‑functional revenue processes that enhance predictability and efficiency.
• Strong executive communication and collaboration skills, capable of influencing without authority.
• Strategic mindset with hands‑on execution capability in a fast‑paced, growth‑oriented environment.
• Demonstrated success building and mentoring high‑performing teams.

• Strategic Operator – brings clarity to complexity and translates vision into scalable, measurable processes.
• Financially Fluent – understands how bookings flow through to GAAP revenue, connecting operational metrics to financial outcomes.
• Analytical Leader – uses data to tell the story, driving insight, precision, and confidence in every revenue decision.
• Builder Mentality – thrives in a hands‑on environment, creating structure, process, and discipline from the ground up.
• Collaborative Partner – bridges Finance and GTM, ensuring transparency, accountability, and alignment across the business.
• Change Champion – leads through influence, driving adoption…