Senior Director of Revenue Operations

About the Role

We're looking for a strategic, data-driven, and hands-on Senior Director of Revenue Operations to own our end-to-end revenue funnel, from the first marketing touch through closed-won, renewal, and expansion. You'll build and run the operating system that makes our revenue predictable: the data, the process, the cadence, and the weekly executive review. It's a true builder's role, with real ownership of the system, while our sales and marketing leaders own their numbers within it.

The core of the job is working backwards from revenue. You'll start from the target and work out how much pipeline we need, from which sources, at what conversion rates, and build the discipline that turns those numbers into reality. You'll lead a small, high-leverage team (a RevOps analyst and a marketing ops partner) and work directly with the CEO and GTM leadership. At our stage, this is a builder's role: you'll design the model, build the dashboard, close the process gaps, and personally drive the weekly revenue cadence.

Key Responsibilities

• Own the revenue model. Build and maintain the reverse-funnel model that translates revenue targets into required pipeline by stage and by channel, and recalibrate it quarterly against our own conversion data.
• Build the single source of truth. Deliver one executive dashboard covering pipeline source, progression, and impact, so any leader can assess pipeline health, forecast, and top risks in two minutes (so we can finally retire the side spreadsheets).
• Drive full-funnel visibility. Track opportunity creation across marketing campaigns, events, partnerships, outbound, and inbound, with clean attribution from marketing automation into CRM.
• Install follow-up rigor. Define lead follow-up SLAs, ownership and routing rules, ageing thresholds, and an escalation ladder, so every lead and opportunity gets the attention and ownership it deserves.
• Own the campaign lifecycle. Ensure every campaign launches with a pipeline target, a named follow-up owner, approved sequences, and routing in place, and closes with a retro that renders a verdict: repeat, fix, or remove.
• Align marketing to revenue. Express marketing's target in qualified pipeline dollars alongside lead volume, arbitrate funnel definitions across sales and marketing, and recommend budget reallocation based on measured pipeline per program dollar.
• Run renewals and expansion with the same rigor as new business. Renewal dates, owners, and account health tracked like close dates; expansion opportunities staged and forecast like new deals; churn-risk signals surfaced weekly with save plans.
• Find and fix leaks proactively. Produce a weekly leak report that quantifies the dollar impact of each funnel gap, proposes the fix, names the owner and date, and tracks it to closure.
• Own forecast integrity. Deliver a weekly forecast with commit and best-case ranges and week-over-week movement, giving the team early visibility well ahead of quarter-end. Snapshot pipeline weekly so forecast accuracy is measurable.
• Drive the weekly Revenue Council. Own the deck, the agenda, and the follow-ups for a 45-minute executive meeting built for decisions, not readouts, where every issue leaves with an owner and a date.
• Own the RevOps tech stack. CRM, marketing automation, and sales engagement configuration, data integrity, integration health, and adoption. Recommend and implement improvements, including AI-enabled tooling wherever it removes real work.
• Partner with Finance. Align on bookings targets, quota and capacity planning, and commission modeling as the team scales.
• Lead and develop the team. Direct the RevOps analyst and marketing ops partner, with clear ownership of every dashboard, report, and alert.

Qualifications

• 10+ years of experience in Revenue Operations, Sales Operations, or Business Operations, with at least 4 years in a leadership role.
• Proven experience supporting a B2B SaaS or subscription-based revenue model, including renewals and expansion alongside new logo acquisition.
• Track record of building a full-funnel operating cadence from scratch (you've created these systems yourself, not just inherited or maintained them).
• Deep hands-on expertise with CRM and marketing automation (Salesforce and HubSpot or Marketo preferred). You're comfortable building the reports and configuring the rules yourself, in addition to directing others who do.
• Strong analytical mindset with the ability to tell a clear story through data, and the judgment to know which three numbers matter this week.
• Comfort operating at an early stage: small team, imperfect data, high ownership, and a willingness to roll up your sleeves personally before there's scale to delegate.
• Credibility and directness with executives and sellers. You bring process discipline as a trusted partner who earns buy-in, not an enforcer who polices it.
• Excellent communication and collaboration skills across all levels of the organization.
• Experience building and scaling RevOps teams is a plus, as is an MBA or advanced degree in a relevant field.
• Enjoys tracking developments in AI and GTM tooling, and loves putting them to work to remove manual effort and simplify the stack.