Director, Revenue Operations

Job Duties

• Lead and execute the overall Revenue Operations strategy aligned to company growth objectives
• Own territory design, quota setting, and capacity planning to maximize sales performance
• Drive forecasting, pipeline management, and strategic planning in partnership with Finance
• Develop and maintain reporting, dashboards, and analytics to inform decision-making and improve performance
• Design, standardize, and optimize end-to-end sales processes and workflows
• Manage and scale the revenue technology stack, including CRM (Salesforce) and marketing automation platforms
• Oversee marketing operations, including lead lifecycle management, scoring, routing, attribution, and campaign operations
• Ensure data integrity, system integration, and compliance with applicable data/privacy regulations
• Establish and enforce SLAs and processes across Marketing, BDR, and Sales teams to improve funnel conversion
• Lead, mentor, and develop a high-performing Revenue Operations team
• Drive accountability through KPIs, scorecards, and performance management
• Partner cross-functionally with Sales, Marketing, Finance, and Business Systems leadership
• Manage budgets, vendor relationships, and technology investments to maximize ROI
• Lead change management initiatives related to systems, processes, and organizational improvements

Job Qualifications

• 8–12+ years of experience in Revenue Operations, Sales Operations, or Marketing Operations within a SaaS or software environment
• 3–5+ years of experience leading and developing high-performing teams
• Deep expertise in sales and marketing processes, forecasting, pipeline management, and analytics
• Strong experience with CRM platforms (Salesforce preferred) and modern marketing technology stacks (automation, CDP, attribution tools)
• Proven ability to design and scale operational processes in high-growth environments
• Advanced analytical skills with experience translating data into actionable insights
• Experience partnering with Finance/FP&A on forecasting and planning
• Strong project management and change management capabilities
• Excellent communication and stakeholder management skills, with the ability to influence senior leadership
• Bachelor’s degree required; MBA or advanced degree preferred
• Salesforce CRM, BI/analytics tools, and modern revenue tech stack
• Collaboration tools such as Google Workspace, Slack, Zoom, Jira, and Confluence
• Dedicated support from Finance, Deal Desk, and Business Systems teams

Preferred Qualifications

• Experience in fintech or financial services
• Familiarity with subscription-based or ARR revenue models
• Experience with sales compensation and incentive design
• Background in process improvement methodologies (e.g., Lean, Six Sigma)