Director of Revenue Operations
About the role
The Director, Revenue Operations leads the Revenue Operations function, owning the technology, processes, data, and reporting that enable the Marketing, Sales, Channel, and Support organizations to operate efficiently and effectively.
his role also serves as a core business planning partner, supporting channel and partner performance, quota and compensation planning, and pricing and packaging decisions.
Beyond designing and maintaining revenue systems, this role is a key business partner to leadership: analyzing pipeline health, sales performance, conversion, forecast accuracy, and customer trends, and translating complex data into clear, actionable recommendations.
The role works closely with Marketing, Sales, and Support Operations, Finance, and executive leadership to ensure the organization has accurate data, effective processes, and the insights needed to achieve revenue goals.
Responsibilities
Revenue Strategy, Analytics & Insights
- Serve as a strategic partner to Sales, Marketing, Support, Finance, and executive leadership, providing data-driven insights and recommendations that drive revenue growth and operational efficiency.
- Analyze revenue and customer data to identify trends, opportunities, risks, and performance gaps by segment, geography, product, source, and sales representative.
- Build and maintain dashboards covering pipeline generation and coverage, conversion rates, sales velocity, win/loss, bookings, retention, expansion, and forecast performance.
- Define and monitor KPIs aligned with company objectives; analyze performance against targets and identify the drivers of over- or under-performance.
- Partner with Sales and Marketing leadership to analyze funnel performance and improve conversion, velocity, and revenue efficiency.