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OpenRouterOpenRouterUnited States

Director, Revenue Operations

Leads the architecture, planning, systems, forecasting, and operating cadence for a rapidly scaling revenue organization. The role requires 10+ years in revenue operations or adjacent disciplines, strong GTM technology expertise, and experience leading cross-functional teams.

210k – 240k/yr
Remote10+ YOERevenue Operations

About the role

Responsibilities

GTM Architecture & Planning

  • Define segments, coverage models, and planning logic that turn product and growth strategy into a scalable revenue engine.
  • Lead annual planning, including capacity modeling, demand-generation targets, account and territory design, quota allocation, headcount, and expense plans.
  • Use data and process fluency to identify drivers of conversions, ACV, and usage growth, then advise functional leaders on experiments.
  • Design incentive and compensation plans aligned with north-star metrics.
  • Own quota methodology and keep targets equitable as the business scales.

GTM Engineering & Systems

  • Own the roadmap and architecture for GTM systems, including CRM, CPQ, and prospecting tools.
  • Identify high-impact workflow opportunities and lead implementation through measurable outcomes.
  • Replace manual processes with scalable systems and workflows that increase organizational leverage.
  • Orchestrate data flow across product usage, billing, CRM, and support systems.
  • Maintain reliable, high-quality sources of truth and serve as the liaison to Data and Product teams for GTM needs.

Operating Cadence & Governance

  • Partner with leadership on forecast roll-ups, pipeline and consumption reviews, and QBR/MBR support.
  • Partner with Finance on headcount and expense management, compensation modeling, revenue forecast accuracy, and variance analysis.
  • Hire, mentor, and develop a small team of analysts, systems engineers, and business partners.
  • Design infrastructure that enables a lean revenue operations team to scale.

Requirements

  • 10+ years of experience in revenue operations, sales strategy, GTM finance, or systems engineering.
  • At least five years leading cross-functional teams.
  • Experience ideally in a usage-based, API, infrastructure, or developer-tools business.
  • Strong ownership of GTM functions, systems, processes, and outcomes.
  • Ability to provide data-driven perspectives and challenge leadership constructively.
  • Deep expertise in capacity models, account and territory design, quota allocation, compensation modeling, and forecasting.
  • Strong experience designing and integrating GTM technology stacks.
  • Product-management mindset for process design.
  • Experience across the full customer lifecycle, including demand generation, pipeline management, PLG, SLG, customer adoption, and expansion.
  • Excellent written and verbal communication skills, including executive presentation and cross-functional translation.

Skills

Revenue OperationsSales Strategygtm financecapacity modelingterritory designquota allocationcompensation modelingForecastingCRMCPQData GovernancePipeline ManagementSalesforceProduct-Led Growth

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