Director of Revenue Operations

About Karbon

Karbon is the global leader in practice management software for growth-minded accounting firms. We provide an award-winning, highly collaborative cloud platform that streamlines work and communication, enabling the average accounting firm using Karbon to save 18.5 hours per week, per employee.

We have customers in 34 countries and have grown into a globally distributed team, with our people based throughout the US, Australia, New Zealand, Canada, the United Kingdom, and the Philippines. We are well-funded, ranked #1 on G2, have a fantastic team culture built on our values, are growing rapidly, and making a global impact.

The Director of Revenue Operations reporting to the Chief Marketing Officer, is responsible for optimizing and managing the full lifecycle revenue process across the company to accelerate and sustain predictable growth. This role supports GTM growth strategy ensuring the close alignment and efficiency of revenue-generating teams including sales, marketing, and customer success. The ideal candidate is a strategic operator and data leader, comfortable driving measurable impact through process innovation, growth experimentation, and insight-driven execution.

• Growth Strategy & Performance
• Monitor growth and performance targets across the entire customer lifecycle—pipeline creation, sales velocity, conversion rates, retention, and expansion, in conjunction with GTM & Finance leadership.
• Develop and execute cross-functional growth programs and experiments, using data to prioritize highest-impact opportunities and deploying resources for maximum ROI.
• Optimize all funnel stages to eliminate inefficiencies and maximize scalability and profitability.

• Analytics & Reporting
• Own revenue analytics and reporting infrastructure, creating unified, transparent dashboards and insights accessible to all GTM stakeholders.
• Leverage advanced analytics and machine learning to identify growth levers, highlight emerging trends, create lead scoring models, forecast risks, and drive revenue predictability.
• Automate reporting and use AI tools to generate actionable narratives and visualizations for internal and executive communication.
• Refine attribution frameworks between inbound and outbound pipeline sources, ensuring consistent rules and accurate visibility into ROI, conversion, and channel performance.
• Ensure all teams use shared KPIs and reporting frameworks for alignment and accountability.
• Continuously enhance forecast reliability using machine learning models trained on pipeline conversion trends and market dynamics.

• Revenue Process Optimization
• Design and continuously refine scalable, end-to-end revenue processes—spanning marketing, sales, onboarding, and customer success—to accelerate growth.
• Use AI-powered process mining and analytics to identify bottlenecks and prioritize automation and improvement.
• Standardize and automate workflows across GTM teams, ensuring efficiency and consistent customer experience.
• Own and optimize Salesforce and the GTM data ecosystem, enabling data integrity, governance, and enrichment.
• Integrate and manage AI-powered tools for CRM, campaign execution, personalization, and insight generation.
• Establish and enforce data governance protocols for continuous data quality and compliance.

• Data Management & Tech Stack Ownership
• Own and optimize Salesforce and the GTM data ecosystem, enabling data integrity, governance, and enrichment.
• Integrate and manage AI-powered tools for CRM, campaign execution, personalization, and insight generation.
• Establish and enforce data governance protocols for continuous data quality and compliance.

• Cross-Functional & Continuous Improvement
• Work across Sales, Marketing, Customer Success, and Finance to unify goals, processes, and insights.
• Mentor and develop Rev Ops talent, building expertise in growth, analytics, and AI-enabled revenue strategy.
• Champion a culture of experimentation and intelligent automation, leveraging AI to continuously improve core revenue operations processes.

• Education:
  
  Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or relevant certifications (e.g., Salesforce, Rev Ops)…