Director of Revenue Operations

Overview

The Director, Revenue Operations is a senior player/coach leader responsible for Sales Operations, the lead-to-opportunity motion, and the RFx function at Origami Risk. Reporting to the VP of Revenue Operations, this role serves as one of the VP's primary operational deputies and is accountable for execution consistency across the revenue organization.

Core responsibilities include owning forecasting cadences, pipeline health, and inspection rigor, as well as driving alignment across Finance, Marketing Ops, Business Development, Sales, and Account Management leadership. The Director leads a team of managers and individual contributors (ICs), spanning Sales Ops and RFx, and is directly responsible for advancing the early-funnel transformation initiative.

This role is intentionally hands-on. The Director is expected to contribute directly to lead-to-opportunity process design, RFx optimization, and tooling evolution (including AI-assisted capabilities) while simultaneously building team capability and accountability. Success requires sound judgment on where to engage directly versus delegate, strong prioritization in a lean environment, and the ability to shape the function as the business evolves.

Starting base pay for this role is between $160,000 and $185,000. The actual base pay is dependent upon many factors, such as transferable skills, work experience, business needs, training, location, and market demands. The base pay range is subject to change and may be modified in the future. This role will be eligible for a bonus as well as competitive medical, dental, and vision benefits, wellness reimbursement, life insurance, and a 401(k) with company match.

We offer vacation and sick leave benefits (under a flexible time off policy in most states).

Team Leadership & Development

• Manages and develops a team at both the manager and IC levels.
• Sets clear expectations, provides regular performance feedback, and partners with team members to identify development opportunities and support growth aligned with individual career goals and business priorities.
• Operates as a genuine player/coach, role-modeling hands-on execution while progressively building the team’s capacity to operate independently.
• Partners with the VP of Revenue Operations on team operating cadences, sprint planning, and prioritization to ensure the team is focused on the highest-leverage work.
• Builds a culture of accountability, continuous improvement, and cross-functional collaboration.

Lead-to-Opportunity Engine & RFx Ownership

• Serves as the senior owner of the lead-to-opportunity motion, providing strategic direction, removing blockers, and directly contributing to process design, analytics, and AI modernization efforts alongside Marketing Ops.
• Partners closely with the RFx Manager to align the Request for Proposal/Request for Information (RFP/RFI) process with the broader lead-to-opportunity framework, treating RFx as a critical conversion stage, not a siloed function.
• Leads the quarterly RFP business review, synthesizing win rates, cycle times, resource utilization, and process improvement opportunities for the VP and Chief Revenue Officer (CRO).
• Drives AI-assisted improvements across the early funnel in partnership with Marketing Ops by evaluating, piloting, and scaling tools that improve lead routing, activity capture, and RFx response quality.
• Maintains direct relationships with Business Development Leadership and Marketing Ops to ensure the early funnel is operating with clear Service Level Agreements (SLAs), shared definitions, and aligned attribution standards.
• Owns executive-level visibility into early-funnel performance, ensuring the VP and CRO have timely, accurate, and actionable reporting on lead conversion, pipeline sourcing, and RFx outcomes.

Forecasting, Pipeline Management & Revenue Cadences

• Leads the CRO’s weekly forecasting cadence and monthly pipeline council, owning the agenda, materials, and narrative that drive alignment on pipeline health and bookings outlook.
• Develops monthly forecasting analysis to validate leadership calls, surface risks and upside, and inform both the VP and CRO forecasts with a data-driven perspective.
• Standardizes forecasting and pipeline management processes across the Rev Ops team, establishing governance, documentation, and operating norms that create consistency and reduce dependency on any single individual.
• Partners with Sales Ops on the VP-level forecasting cadence and pipeline council to ensure seamless data preparation, coverage analysis, and follow-through.
• Owns the weekly pipeline roll-up for CRO and VP consumption, including bookings pacing, pipeline coverage, and conversion trend analysis.

GTM Operations & Process Excellence

• Partners with Finance to collaborate on annual territory and bonus plan modeling for the revenue teams, translating go-to-market strategy into rep-level plans that are grounded in capacity, coverage, and performance data.
• Works closely with the Rev Ops Program…