Director, Revenue Operations

Reporting to the VP of Revenue Operations, this role serves as a senior operational deputy accountable for execution consistency across the revenue organization, including Sales Operations, the lead-to-opportunity motion, and the RFx function.

Responsibilities

• Team Leadership & Development
  • Manages and develops a team at both the manager and individual contributor levels, setting clear expectations and providing regular performance feedback.
  • Operates as a player/coach, role-modeling hands-on execution while building team capacity to operate independently.
  • Partners with the VP of Revenue Operations on team operating cadences, sprint planning, and prioritization.
  • Builds a culture of accountability, continuous improvement, and cross-functional collaboration.
• Lead-to-Opportunity Engine & RFx Ownership
  • Serves as the senior owner of the lead-to-opportunity motion, providing strategic direction and contributing to process design, analytics, and AI modernization.
  • Partners with the RFx Manager to align the RFP/RFI process with the broader lead-to-opportunity framework.
  • Leads the quarterly RFP business review, synthesizing win rates, cycle times, and process improvement opportunities.
  • Drives AI-assisted improvements across the early funnel in partnership with Marketing Ops.
  • Maintains direct relationships with Business Development Leadership and Marketing Ops to ensure SLAs, shared definitions, and aligned attribution standards.
  • Owns executive-level visibility into early-funnel performance, including lead conversion, pipeline sourcing, and RFx outcomes.
• Forecasting, Pipeline Management & Revenue Cadences
  • Leads the CRO’s weekly forecasting cadence and monthly pipeline council, owning the agenda, materials, and narrative.
  • Develops monthly forecasting analysis to validate leadership calls, surface risks, and inform forecasts.
  • Standardizes forecasting and pipeline management processes across the RevOps team.
  • Owns the weekly pipeline roll-up for CRO and VP consumption, including bookings pacing, pipeline coverage, and conversion trend analysis.
• GTM Operations & Process Excellence
  • Partners with Finance on annual territory and bonus plan modeling for revenue teams.
  • Works with the RevOps Program Leader and GTM technology team to prioritize toolset enhancements.
  • Drives RevOps AI modernization, identifying automation opportunities.
  • Defines and enforces GTM-related KPIs at the VP/Director/Manager level.
  • Supports the VP on strategic initiatives, annual planning, and org design decisions.
• Cross-Functional Alignment & Stakeholder Management
  • Serves as the primary RevOps point of contact for Marketing Ops, Business Development, Sales Leadership, Sales Enablement, Deal Desk, and GTM Apps.
  • Partners with Marketing Ops on funnel definitions and MQL criteria.
  • Collaborates with Enablement to ensure effective change management and adoption tracking.
  • Maintains relationships with Customer Success leadership on retention metrics and renewal-adjacent data.
  • Represents RevOps in cross-functional planning forums and executive reviews.

Qualifications

• Bachelor’s degree in business, Finance, or a related field; MBA or equivalent experience a plus.
• 8+ years of progressive experience in Revenue Operations, Sales Operations, or a related GTM function within a B2B SaaS or technology company.
• 3+ years of people management experience, including managing managers or senior individual contributors.
• Demonstrated player/coach operating style, comfortable setting strategic direction while directly owning high-visibility deliverables.
• Hands-on experience owning or closely partnering on a lead-to-opportunity function, including early-funnel process design and conversion analytics.
• Familiarity with RFx processes and how they connect to pipeline generation and revenue conversion.
• Experience leading forecasting cadences and building analytical infrastructure for reliable forecasting.
• Fluency in SaaS revenue metrics (pipeline coverage ratios, ACV, NRR/GRR, bookings pacing).
• Fluency with AI-native tools applied to RevOps, activity capture, or routing automation.
• Strong Salesforce proficiency and familiarity with the broader revenue technology stack (LeanData, ZoomInfo, Clay, Gong, Tableau, Looker).
• Excellent executive communication skills, able to synthesize complex operational data into clear narratives.
• Proven cross-functional influence skills; comfortable operating across Marketing, Sales, Finance, and Enablement without formal authority.
• Up to 25% travel required.

Benefits

• Medical, dental, and vision coverage for employees, dependents, domestic partners, and spouses.
• Flexible Paid Time Off plus 10 paid company holidays (varies by location).
• Hybrid or fully remote work options available.
• Vision insurance, short & long-term disability insurance, and basic life insurance fully paid by Origami Risk.
• Generous family leave options, including adoption and foster care placements.
• Pre-tax savings accounts: Flexible Spending Account, Health Savings Account, Commuter Benefits, Dependent Care Savings Account.
• 401(k) with company match up to 4%.
• Employee Assistance Program (EAP) for confidential support.
• Education Assistance Program for industry/role-specific certifications.
• Wellness Benefits reimbursement program for healthy habits and stress management.
• Additional coverages available: Pet Insurance, Critical Illness Insurance, and Voluntary Life & AD&D coverage.

Pay

Starting base pay for this role is between $160,000 and $185,000. The actual base pay is dependent upon factors such as transferable skills, work experience, business needs, training, location, and market demands. This role is also eligible for a bonus.