Director of Revenue Operations

About the role

This role serves as a strategic operational leader driving the effectiveness and scalability of a high-growth go-to-market organization. You will own the systems, processes, analytics, and operating rhythms that transform pipeline activity into predictable revenue outcomes. Working closely with sales leadership and cross-functional teams, you will shape how revenue teams forecast, execute, and grow. The position combines strategic planning with hands-on execution, requiring strong business judgment and technical expertise. You will optimize CRM infrastructure, improve data visibility, and create frameworks that support smarter decision-making. This is a high-impact opportunity for a revenue operations expert who thrives in fast-paced environments where processes are continuously evolving. Your work will directly influence growth strategy, sales efficiency, and long-term business performance.

Accountabilities

The Director of Revenue Operations will act as the operational backbone of the go-to-market organization, partnering with sales leadership to improve revenue predictability, optimize processes, and scale execution. This role requires a balance of strategic thinking, analytical expertise, and hands-on operational ownership.

• Own revenue operations across the Americas region, managing processes from lead routing and pipeline management through renewal and expansion workflows.
• Lead forecasting operations by developing methodologies, maintaining forecasting cadence, analyzing sales performance, and delivering accurate revenue projections.
• Partner closely with sales executives as a trusted advisor on pipeline health, productivity, GTM execution, and operational improvements.
• Build and maintain dashboards, reporting frameworks, and analytics solutions that provide leadership with actionable insights into business performance.
• Design and optimize sales processes by identifying operational gaps, implementing improvements, and driving adoption across revenue teams.
• Own CRM governance and data quality within Salesforce, including architecture, workflows, reporting standards, and operational best practices.
• Lead territory planning, quota modeling, and compensation administration in collaboration with finance and sales leadership.
• Collaborate with Marketing Operations and Customer Success Operations teams to create a seamless customer lifecycle experience.
• Develop capacity planning models and productivity benchmarks to support strategic hiring and organizational growth.
• Establish scalable operating frameworks that improve efficiency, visibility, and revenue performance.

Requirements

The ideal candidate brings extensive experience in revenue operations, sales operations, or go-to-market strategy within fast-growing technology environments. They should combine strong analytical skills with executive-level communication and the ability to build scalable systems from the ground up.

• 8+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy, including at least 3 years in a senior leadership capacity within a high-growth SaaS environment.
• Proven experience owning revenue forecasting processes, including pipeline reviews, executive reporting, and forecasting model development.
• Advanced Salesforce expertise, including CRM architecture, reporting, workflow automation, and data governance.
• Strong analytical capabilities with experience using Excel, Google Sheets, and business intelligence tools such as Tableau, Looker, or similar platforms.
• Experience designing sales territories, developing quota models, and partnering with finance teams on compensation planning.
• Demonstrated ability to operate as a strategic partner to senior sales leaders, providing insights, recommendations, and constructive challenges.
• Experience supporting large sales organizations with quota-carrying teams across multiple regions and sales motions.
• Strong understanding of GTM processes, pipeline management, sales productivity, and revenue optimization.
• Ability to work effectively in ambiguous, fast-moving environments where processes and systems are continuously evolving.
• Excellent communication, stakeholder management, problem-solving, and leadership skills.

Preferred Qualifications

• Experience with revenue tools such as Clari, Outreach, Gong, ZoomInfo, or similar platforms.
• Familiarity with channel or partner sales motions.
• Background in infrastructure software, enterprise technology, or high-growth SaaS companies.
• Knowledge of MEDDIC or similar sales methodologies.
• Experience leveraging AI tools to improve operational efficiency and decision-making.

Benefits

• Competitive compensation package with a targeted salary range of $180,000 - $206,000, plus equity and bonus opportunities.
• Remote-first work environment with flexibility for distributed teams.
• Stock options with the opportunity to participate in company growth.
• Comprehensive health coverage and employee wellness support.
• Flexible paid time off designed to encourage work-life balance.
• Opportunity to work on complex, high-impact challenges within a rapidly growing technology organization.
• Collaborative culture focused on innovation, ownership, and continuous improvement.
• Ability to influence revenue strategy and operational scaling at a critical growth stage.
• Opportunity to work with a global team building technology used by leading organizations worldwide.