Director, Revenue Operations

Our Opportunity:

We are seeking a seasoned Director of Revenue Operations to own and scale the systems, processes, and insights powering our go-to-market (GTM) engine while leading efforts to drive growth and efficiency across Sales, Marketing, and Customer Success (CS). The ideal candidate will blend strategic vision with hands‑on execution to architect our revenue infrastructure and optimize the entire cycle through data analytics.

In addition, the candidate will be equally comfortable in the boardroom presenting forecast methodology and in‑the‑weeds optimizing a Salesforce workflow. We need an effective servant leader that is capable of building scalable processes and high‑performing teams while fostering cross‑functional communication to ensure a unified approach to revenue generation.

• Own company‑wide revenue forecasting — partnering with Sales and CS leadership to build accurate, predictable weekly and quarterly models for bookings and churn
• Define and maintain pipeline health metrics, customer health scores, and forecasting methodologies that reflect real‑world business dynamics
• Build scalable models for account planning, territory and segmentation design, quota setting, and compensation design
• Serve as the primary Revenue Operations (Rev Ops) partner to Finance during the annual planning cycle — aligning revenue targets, headcount assumptions, and GTM investment with financial models and board‑level plans
• Own the operational inputs to the Annual Operating Plan (AOP) — including quota rollup, attainment modeling, and revenue bridge construction across new business, expansion, and renewal streams
• Build 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 teams

• Develop and maintain executive‑level dashboards across pipeline, bookings, revenue, retention, and team productivity
• Standardize KPI definitions across Sales, Marketing, and CS — creating a single source of truth across the organization
• Translate complex data into crisp, actionable insights that shape GTM strategy and investment decisions

• Partner with Sales, Marketing, and CS leadership to ensure GTM have the tools, content, and data to execute repeatable, scalable selling motions
• Implement and continuously enhance high‑impact enablement functions that increase sales productivity and reduce ramp‑up times for new hires
• Optimize workflows across the full lead‑to‑revenue lifecycle: lead management, opportunity management, quoting, contracting, renewals, and expansions

• Architect, 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 systems

• Lead and grow a high‑performing Rev Ops team (e.g.: Admin, Analyst, BDR and Enablement functions today)
• Prioritize the team’s roadmap based on business impact, GTM needs, and organizational goals
• Serve as a strategic thought partner and trusted advisor to the business

• Act 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 functions
• Collaborate with Finance to ensure revenue forecasts, pipeline coverage ratios, and bookings pacing are reconciled with financial reporting on a recurring basis
• Lead 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 truth

• Own 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 experience
• Define…