Director, Revenue Operations

Reporting to the VP of Revenue Operations, this role serves as one of the VP's primary operational deputies and is accountable for execution consistency across the revenue organization.

Responsibilities

• Team Leadership & Development
  • Manages and develops a team at both the manager and individual contributor (IC) levels.
  • Sets clear expectations, provides regular performance feedback, and partners with team members to identify development opportunities aligned with individual career goals and business priorities.
  • Operates as a player/coach, role-modeling hands-on execution while building the team’s capacity to operate independently.
  • Partners with the VP of Revenue Operations on team operating cadences, sprint planning, and prioritization to ensure focus on high-leverage work.
  • 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, removing blockers, and contributing to process design, analytics, and AI modernization alongside Marketing Ops.
  • Partners with the RFx Manager to align the Request for Proposal/Request for Information (RFP/RFI) process with the broader lead-to-opportunity framework.
  • Leads the quarterly RFP business review, synthesizing win rates, cycle times, resource utilization, and process improvement opportunities for the VP and Chief Revenue Officer (CRO).
  • Drives AI-assisted improvements across the early funnel in partnership with Marketing Ops by evaluating, piloting, and scaling tools that improve lead routing, activity capture, and RFx response quality.
  • Maintains direct relationships with Business Development Leadership and Marketing Ops to ensure clear SLAs, shared definitions, and aligned attribution standards.
  • Owns executive-level visibility into early-funnel performance, ensuring timely, accurate, and actionable reporting on 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 that drive alignment on pipeline health and bookings outlook.
  • Develops monthly forecasting analysis to validate leadership calls, surface risks and upside, and inform VP and CRO forecasts with a data-driven perspective.
  • Standardizes forecasting and pipeline management processes across the RevOps team, establishing governance, documentation, and operating norms.
  • Partners with Sales Ops on the VP-level forecasting cadence and pipeline council to ensure seamless data preparation, coverage analysis, and follow-through.
  • 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 to collaborate on annual territory and bonus plan modeling for revenue teams, translating go-to-market strategy into rep-level plans grounded in capacity, coverage, and performance data.
  • Works closely with the RevOps Program Leader and GTM technology team to prioritize and ensure the toolset (BI, sales engagement, revenue intelligence) supports clean data flow and seller productivity.
  • Drives broad RevOps AI modernization in partnership with the RevOps Program Leader, identifying automation opportunities.
  • Defines and enforces GTM-related KPIs at the VP/Director/Manager level, establishing annual reporting standards and ensuring consistent measurement across the revenue organization.
  • Supports the VP on strategic initiatives, annual planning, and org design decisions, serving as a thought partner and operational executor on high-priority projects.
• 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, driving alignment on shared processes, data standards, and operating cadences.
  • Partners with the Marketing Ops leader on funnel definitions and Marketing Qualified Lead (MQL) criteria to ensure a consistent and reliable view from first touch through closed won.
  • Collaborates with Enablement to ensure process and system changes are accompanied by effective change management, training, reinforcement, and adoption tracking.
  • Maintains working relationships with Customer Success leadership on retention metrics, handoff quality, and renewal-adjacent data that inform pipeline health and forecasting accuracy.
  • Builds and maintains strong relationships with Sales leadership, serving as a trusted operational advisor on deal execution, pipeline strategy, and process improvement.
  • Represents RevOps in cross-functional planning forums, executive reviews, and strategic initiative workstreams on behalf of the VP of Revenue Operations.

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; proven ability to develop talent in a lean, high-accountability environment.
• 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, conversion analytics, and Business Development/Marketing alignment.
• Familiarity with RFx processes and how they connect to pipeline generation and revenue conversion; prior experience managing or partnering with a proposal/RFP function is a strong plus.
• Experience leading forecasting cadences and building the analytical infrastructure (models, dashboards, processes) that make forecasting reliable and actionable.
• Fluency in SaaS revenue metrics, pipeline coverage ratios, ACV, NRR/GRR, bookings pacing, and the ability to translate operational data into these measures for senior leadership and executive audiences.
• Fluency with AI-native tools and workflows applied to RevOps, activity capture, routing automation, or similar; a genuine curiosity about how AI can improve GTM execution.
• Strong Salesforce proficiency and familiarity with the broader revenue technology stack (LeanData, ZoomInfo, Clay, etc.), including BI tools (Tableau, Looker, or similar), sales engagement platforms (Gong), and revenue intelligence solutions; experience influencing CRM strategy, enhancement prioritization, and data governance.
• Excellent executive communication skills, able to synthesize complex operational data into clear narratives for senior leadership and executive audiences.
• Proven cross-functional influence skills; comfortable operating across Marketing, Sales, Finance, and Enablement without formal authority.
• Up to 25% travel required.

Pay

Starting base pay for this role is between $160,000 and $185,000. The actual base pay is dependent upon many factors, such as transferable skills, work experience, business needs, training, location, and market demands. The base pay range is subject to change and may be modified in the future. This role is also eligible for a bonus.

Benefits

• Medical and Dental coverage available for employees, dependents, domestic partners, and spouses.
• Paid Time Off – Flexible options plus 10 paid company holidays (where available).
• Hybrid work model; many full-time positions are eligible to be completely remote.
• 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.
• Retirement Savings – 401(k) with company match up to 4%.
• Employee Assistance Program (EAP) – Confidential and free support for personal or work-related challenges.
• Education Assistance Program – Support for pursuing industry/role-specific certifications.
• Wellness Benefits – Reimbursement program to invest in healthy habits and support productivity and stress management.
• Additional coverages available – Pet Insurance, Critical Illness Insurance, and Voluntary Life & AD&D coverage.