Director, Revenue Operations
Leads revenue operations for Account Executive, SDR, and Partnerships motions, owning coverage, incentives, forecasting, planning, and operating cadence. The role manages RevOps leaders and requires 8+ years of experience, executive communication, Salesforce expertise, and experience scaling revenue organizations.
About the job
Responsibilities
- Partner with the SVP of Sales to own and improve strategies, coverage models, operating rhythms, efficiency, and incentive compensation structures that drive revenue growth.
- Lead initiatives with enablement, data, finance, systems, marketing, and revenue operations teams.
- Own forecasting, pipeline, capacity planning, rep productivity, territory carving, quota setting, and incentive design cadences.
- Lead and develop a team of 6+ supporting New Business Account Executives, Sales Development Representatives, and the Partnerships organization.
- Present business strategy, segment performance, and analytical deep dives to senior leaders.
- Drive annual planning for supported go-to-market teams with business partners, finance, and other teams.
- Identify and prioritize efficiency improvements in processes, reporting, and automation using AI or other tools.
Requirements
- 8+ years of experience in revenue operations, sales strategy, or sales operations, including at least 2+ years managing managers; fintech or SaaS experience preferred.
- Passion for coaching and developing teams with varying levels of experience.
- Comprehensive understanding of sales funnels, processes, and methodologies in a scaled revenue organization, including partner organizations.
- Demonstrated success in complex cross-functional environments.
- Direct experience owning incentive compensation design and coverage models for AE and SDR organizations at scale.
- Strong problem-solving, collaboration, stakeholder management, and executive communication skills.
- Ability to influence with or without authority.
- Extensive experience with Salesforce and other go-to-market systems, including AI-driven efficiency improvements.
- Analytical mindset with the ability to interpret data and understand complex models quickly.
- Strong attention to detail in modeling, communication, and documentation.
Compensation
- Expected salary range: $258,000–$322,000 USD annually.
- Starting base pay depends on location, skills, experience, market demands, and internal pay parity.
- Equity and other compensation may be provided as part of the total compensation package.
Skills
Revenue Operations, Salesforce, Sales Operations, Sales Strategy, Incentive Compensation, Coverage Models, Forecasting, Pipeline Management, Capacity Planning, Quota Setting, Territory Planning, Sales Funnels, Go-To-Market Systems, AI Automation, Data Analysis
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