Director, Revenue Operations

About the role

The Director, Revenue Operations will own the revenue operating system end-to-end. This includes pipeline management, forecasting, sales process, tooling, and GTM analytics. You will set the strategy and execute it. This is a player-coach role in a Series A environment. You will operate at both a strategic and tactical level, building the foundation while driving day-to-day execution. This role is AI-forward. You will leverage AI tools and automation to improve forecasting accuracy, increase rep productivity, and scale operations without adding headcount.

What you'll do

• Pipeline & Forecasting
  • Own pipeline health, stage discipline, and forecast accuracy
  • Leverage AI to identify deal risk, slippage, and forecast gaps
  • Lead weekly pipeline and forecast reviews with data-driven insights
• Sales Process & GTM Operations
  • Design and optimize the sales process across new business and expansion
  • Implement and enforce CRM stage definitions, entry, and exit criteria
  • Use AI to streamline workflows, reduce manual updates, and improve compliance
  • Drive operating cadence (weekly metrics, monthly reviews)
  • Support deal structuring, approvals, and contract workflows (deal desk)
• Systems & Tools
  • Own Salesforce architecture, data model, and governance end-to-end
  • Evaluate and deploy AI-enabled GTM tools (forecasting, enrichment, call intelligence, workflow automation)
  • Automate reporting, data capture, and repetitive tasks
  • Ensure clean data flow across Sales, Marketing, CS, and Finance systems
• Analytics & Insights
  • Define and track key funnel metrics (conversion, velocity, pipeline coverage)
  • Use AI and advanced analytics to identify patterns, performance drivers, and opportunities
  • Translate insights into clear actions for GTM teams
  • Accountable for data definitions, quality, and governance across all GTM systems
• Planning & Capacity
  • Support annual planning, territory design, and quota setting
  • Model pipeline coverage, hiring needs, and productivity scenarios
  • Use data and AI-assisted modeling to improve planning accuracy
• Enablement Support
  • Partner with Sales leadership on onboarding and ongoing enablement
  • Equip reps with AI tools and workflows that increase selling time
  • Reduce friction in the day-to-day sales motion

Additional Benefits

• Comprehensive & competitive compensation, health benefits, retirement plan, stock options, and more.
• In addition to vacation days, we provide Paperites with sick days and 4 extra weeks off - including statutory holidays, Paper Days throughout the year, and a full Paper Week from Dec 25 to Jan 1.
• A $500 stipend to set-up your workspace and $100 monthly stipends to support with on-going workspace needs.
• We support growing families with generous paid parental leave.
• Unlimited access to tutoring and educational support for children of Paper employees.

Finance

The pay range for this role is:

• 155,000 - 180,000 USD per year (United States)
• 167,000 - 198,000 CAD per year (Canada)

Remote

Remote (United States)
Remote (Canada)