Director, Revenue Operations

• Design and stand up the Revenue Operations function from scratch: org design, systems architecture, data governance, and operating cadence.
• Set the multi-quarter roadmap for Rev Ops, prioritizing investments in systems, headcount, and process against company growth goals.
• Serve as the primary strategic partner to the CRO and CFO on GTM strategy, revenue planning, and organizational design.

• Own company wide revenue forecasting, partnering with Sales and CS leadership on accurate weekly and quarterly models for bookings and churn.
• Lead annual and in-year GTM planning: capacity, territory design, quota setting, compensation planning, and investment prioritization.
• Serve as the primary Rev Ops partner to Finance during annual planning, aligning revenue targets, headcount, and GTM investment.
• Own sales compensation plan design and administration, commission tracking, and metric audits, plus lightweight incentive contests to drive short-term pace.

• Architect an integrated GTM tech stack, including Salesforce as the system of record, with clean data flow, consistent attribution, and governance for CRM access and data hygiene.
• Serve as internal Salesforce administrator (directly or via the team you build), owning data architecture, custom objects, flows, dashboards, and user management.
• Deploy and manage Gong, configuring trackers, scorecards, and call review workflows to surface coaching insights.
• Build the GTM reporting suite end to end, from team-level dashboards (ARR, NRR, CAC, LTV, pipeline coverage) to executive and board-level reporting, establishing consistent metric definitions across the org.
• Identify and drive opportunities to automate reporting and analytics using AI.
• Establish and own executive operating cadences (forecast reviews, pipeline reviews, QBRs, planning), including agendas and pre-work.
• Act as the primary operational liaison across Sales, Marketing, CS, and Finance to ensure aligned execution.
• Partner with Sales and CS leadership on stage-gate criteria, territory assignments, and quota frameworks.
• Build enablement infrastructure: equip GTM teams with the tools and training for repeatable selling motions, including onboarding for new reps.

• Build and lead the Revenue Operations team, starting with 1-2 CRM/data administrators based in India, including hiring, goal-setting, and performance oversight.
• Build and maintain project tracking frameworks for operational timelines and launch schedules.
• Establish documentation standards and processes for repeatability and operational resilience as the function scales.

• 8-10+ years in Revenue Operations, Sales Operations, or Business Operations at a B2B SaaS company, including experience building a Rev Ops function from the ground up.
• Hands-on Salesforce administration experience;
  Gong experience strongly preferred.
• Advanced data skills across Excel/Sheets, Salesforce, and BI tools.
• Deep experience in SaaS forecasting, pipeline management, territory design, quota setting, and compensation administration.
• Track record of influencing and advising executive leadership through data and narrative, and operating as a peer to CRO/CFO-level stakeholders.
• Experience building and managing offshore/distributed teams.
• Familiarity with federal procurement, prime/sub relationships, and contract vehicles (GSA, GWAC, SEWP) is a plus, not required.

Techno Mile provides AI-enabled cloud solutions that empower Gov Con, aerospace and defense, and other government-focused companies to modernize operations. Our SaaS products help clients:

• Optimize business development and sales processes.
• Streamline and de-risk contract management.
• Unlock the value of public and private data for a competitive advantage.

Today, more than 200 companies rely on Techno Mile, including over half of the top 10 federal defense contractors and the top 10 IT government contractors.

• Hungry, Humble, and Smart. We foster continuous learning and career growth, offering tuition reimbursement and ongoing development opportunities.
• Innovative. We embrace challenges and create solutions others cannot.
• Flexible. Remote, hybrid, and in-office options support your best work.
• Global. With teams across the U.S. and India, we collaborate worldwide with one mission.
• Multiple healthcare plan options.
• Flexible PTO.
• 401(k) with 4% company match (after 90 days)