Director, Revenue Operations
Leads the end-to-end Revenue Operations function, combining AI-driven automation, GTM systems architecture, data governance, forecasting, and territory planning. The role manages a small team while remaining hands-on with Salesforce, CPQ, analytics, and revenue workflows.
About the job
Responsibilities
AI Strategy and GTM Automation
- Lead an AI-first transformation of Revenue Operations across the go-to-market technology stack.
- Automate operational tasks and deploy intelligent agents across pipeline forecasting, lead routing, prospecting, and deal intelligence.
GTM Systems and Architecture
- Own the roadmap, architecture, management, and optimization of the core GTM platform ecosystem, including Salesforce, CPQ, routing, data enrichment, and prospecting tools.
- Establish account hierarchies, routing rules, and territory mapping to support accurate lead-to-opportunity execution.
Data Governance and Planning
- Design and implement data governance standards that provide a single source of truth for reporting and executive dashboards.
- Lead account segmentation, capacity modeling, territory design, and quota allocation.
Team Leadership
- Lead and develop a small Revenue Operations team while remaining hands-on with systems and operational work.
- Unblock the team technically and organizationally.
Requirements
- 7+ years of Revenue Operations or Sales Operations experience at a B2B SaaS company.
- Experience leading a team and owning core Revenue Operations end to end.
- Hands-on experience building AI workflows and agents that automate manual work, with demonstrated efficiency improvements.
- Significant hands-on Salesforce ownership, including reporting, object management, and data troubleshooting.
- Experience with CPQ, deal desk, and quote-to-cash processes.
- Proficiency with data analysis using SQL or business intelligence tools.
- Player-coach mindset with willingness to own detailed execution.
- Experience partnering with Sales leadership and communicating a clear point of view.
- Clear written communication and documentation skills.
Nice-to-haves
- Experience at a company scaling through a Series B to Series D inflection point.
- Experience with usage-based or developer-focused business models.
Skills
Revenue Operations, Salesforce, CPQ, SQL, Business Intelligence, AI Agents, Data Governance, Lead Routing, Territory Planning, Quota Allocation, Pipeline Forecasting, Deal Desk
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