Director, Revenue Operations

About the role

The Director of Revenue Operations is a foundational hire for the revenue organization. This role will own the operations backbone of the go-to-market engine — forecasting, analytics, planning, deal desk, customer success operations, and the systems that power them. This is a builder's role for a player-coach. The individual will assess what exists, design what should exist, and operate hands-on while building the function around them. The role is responsible for turning strategy into cadence, instinct into data, and ambition into a predictable, scalable revenue engine.

Responsibilities

• The quarterly operating cadence. Design, own, and execute a 13-week operational calendar — the drumbeat of the revenue organization. This includes weekly forecast reviews, recurring pipeline and top-of-funnel reviews, key deal and top deal reviews, renewal forecast reviews on a rolling outlook, product feedback loops with leadership, GTM leadership sessions, and an end-of-quarter deal war room ramping to daily in the final weeks. Prepare the content, run the operating rhythm, and hold the organization accountable to it.
• Forecasting and pipeline. Run the forecast across new business, expansion, and renewals within that cadence. Establish pipeline hygiene standards, coverage and conversion inspection, and a single source of truth for where the business stands — globally and by segment.
• End-to-end funnel ownership. Own, diagnose, and optimize the full revenue funnel — from lead generation and marketing through sales, close, onboarding, and expansion — as one connected system rather than a series of handoffs. Requires deep data fluency at every stage: where demand originates, where conversion breaks, where velocity stalls, and where expansion compounds. Recommend and drive the changes that improve it.
• Revenue analytics and what works. Own reporting on bookings, ARR, pipeline coverage, conversion, retention, and productivity — and go beyond the scoreboard to the answers: which sources, segments, plays, and motions actually produce revenue, and which don't. Provide the analytical foundation for executive and board-level decision-making.
• Enabling the outbound motion. Partner with the demand generation leader to enable a true end-to-end outbound and pipeline-build motion, AI-first throughout — AI agents for research, signal detection, and personalization; a modern SDR workflow; and automated outbound that scales pipeline generation without scaling headcount linearly. While not owning outbound directly, this role will deeply understand how it works: providing the systems, data, process, and measurement that let it run, and connecting its output cleanly into pipeline, forecast, and funnel analytics.
• GTM planning. Lead annual and quarterly planning: segmentation, territory design, capacity and coverage modeling, and quota setting — in close partnership with Finance.
• Incentive compensation. Partner with Finance and HR to design, model, and administer sales and customer success compensation plans that align the field with company strategy.
• Deal desk and pricing operations. Stand up deal desk discipline: pricing and approval workflows, non-standard deal governance, and clean quote-to-cash handoffs across Sales, Legal, and Finance.
• Customer success and renewals operations. Build the operating rhythm for the post-sale motion: renewals forecasting, customer health visibility, and expansion pipeline — supporting an end-to-end view of the customer.
• Enablement. Build the onboarding and enablement foundation for the field: ramp programs, playbooks, and the tooling that makes sellers and CS teams productive faster.
• GTM systems and data. Own the revenue technology stack (Salesforce/CRM, forecasting, and CS platforms). Rationalize the stack, ensure data integrity, and make the systems serve the field — not the other way around.

What success looks like in year one

• A full 13-week quarterly operating cadence installed and running — forecast, pipeline, deal reviews, renewals, and end-of-quarter execution — with the leadership team operating to it.
• A trusted, consistent forecast the CFO can stand behind, with documented methodology and demonstrated accuracy.
• A unified revenue data model and executive dashboard covering pipeline, bookings, ARR movement, and retention.
• The annual GTM plan — territories, capacity, quotas, and comp plans — delivered on time in partnership with Finance.
• An instrumented end-to-end funnel — lead through expansion — with conversion visibility at every stage and a running list of diagnosed, prioritized optimization opportunities.
• The outbound motion fully instrumented and enabled in partnership with demand generation — systems, data, and measurement in place, with outbound-sourced pipeline visible in the funnel and forecast.
• Deal desk and approval workflows in place, with measurable improvement in cycle time and pricing discipline.
• A rationalized, well-governed systems stack with clean data and clear ownership.

Requirements

• 8+ years in revenue operations, sales operations, or GTM strategy in enterprise B2B software, including direct support of senior sales leadership.
• Experience building or substantially rebuilding a revenue operations function — the individual has been the first or most senior ops hire, or rebuilt from a low baseline.
• Experience running a structured quarterly operating cadence before — weekly forecast calls, pipeline councils, deal reviews, and quarter-end close management — and knows how to make it a discipline rather than a meeting series.
• Deep fluency in ARR-based business models: pipeline math, retention and expansion dynamics, and SaaS unit economics.
• Genuine data fluency — ability to pull, model, and interrogate funnel data, diagnose conversion problems across marketing, sales, and post-sale stages, and turn analysis into specific recommendations.
• Working fluency in how modern outbound operates — AI SDR agents, signal-based prospecting, sequencing, and workflow automation — sufficient to be a real partner to demand generation and to instrument the motion end to end.
• Hands-on command of Salesforce and the modern GTM stack — ability to configure, administer, and evaluate tools when needed.
• Strong financial modeling and analytics skills, and comfort partnering with Finance on planning and reporting rhythms.
• A player-coach temperament: strategic enough for executive planning discussions, hands-on enough to fix a broken report the same afternoon.
• Low ego, high ownership. Ability to bring order without bureaucracy and treat the field as the customer.

Benefits

• Comprehensive benefits including medical, dental, vision, and retirement savings plan.
• Restricted Stock Units.
• Flexible paid time off and holidays.
• Life insurance.
• Tuition reimbursement.
• Mentorship opportunities.
• Training and development.
• Remote work.

Pay

$170,000 - $220,000 a year. This compensation range takes into account a wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography, and other business and organizational needs.

Culture

The team consists of problem-solvers united by the organization's immense potential to help solve complex challenges. The organization aligns to the following core values:

• Collaborative – Stronger together. Embracing diverse perspectives and harnessing collective talent to realize full potential.
• Curious – Listen and look forward. Thinking differently and seeking out opportunities for growth to exceed stakeholders’ expectations.
• Courageous – Innovate with integrity. Challenging each other and doing the right thing — even when it’s difficult — to deliver wins for customers.

Join the team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. The organization is committed to the health and safety of its employees and their families, dedicated to diversity, professional development, and the success of its employees.