Director of Revenue Operations

About the role

The Director of Revenue Operations at Canals will build and scale the RevOps function, owning systems, data, and operating cadence across Sales, Marketing, and Customer Success. Reporting to the Head of Operations, this role partners closely with GTM leadership to design the infrastructure that powers Canals' growth.

Responsibilities

• Build & scale RevOps
• Establish and own the RevOps function across systems, analytics, process, and enablement
• Define priorities, operating rhythms, and roadmaps aligned to company growth goals
• Lay the foundation for future team hiring (and manage early hires as we scale)
• Create a culture of ownership, speed, and high standards
• Own GTM systems & data
• Own and optimize the GTM tech stack (HubSpot, sequencing tools, enrichment tools, automation)
• Maintain clean data, clear account ownership, and structured pipeline hygiene
• Create workflows, integrations, and automations that improve rep efficiency
• Ensure data integrity across the full lead-to-revenue lifecycle
• Drive GTM strategy & execution
• Partner with leadership on segmentation, territory design, and pipeline strategy
• Translate growth targets into clear operating plans, KPIs, and leading indicators
• Build and run forecasting processes with high accuracy and fast variance analysis
• Establish a consistent weekly, monthly, and quarterly business cadence
• Analytics & insights
• Build dashboards and reporting that leadership trusts for decision-making
• Deliver clear insights on pipeline health, conversion, and revenue performance
• Identify bottlenecks and recommend data-driven improvements across the funnel
• Process & alignment
• Standardize and document the lead-to-customer journey
• Implement scalable pipeline governance and stage definitions
• Drive cross-functional alignment across Sales, Marketing, and Customer Success
• Ensure new processes are adopted and measurable
• Commissions & performance
• Design and administer commission plans and incentive structures
• Ensure commissions are accurate, transparent, and paid on time
• Support compensation planning aligned to company goals

Requirements

Typically, 5–10+ years in RevOps / Sales Ops at high-growth B2B SaaS companies

Track record of building or scaling RevOps functions (systems, process, and analytics)

Deep CRM ownership (HubSpot preferred or Salesforce): pipeline management, account ownership, and reporting

Familiarity with operationalizing AI for GTM teams

Experience running forecasting and pipeline analytics with executive-level visibility

Strong operator mindset and comfortable being both strategic and hands-on

High ownership, detail-oriented, and biased toward action

Experience working closely with founders or executive teams

Experience with commissions tools and compensation design