# Director, Revenue Operations

**Company:** [OpenRouter](https://hotfix.jobs/companies/openrouter)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $210k – $240k/yr
**Experience:** 10+ years
**Skills:** Revenue Operations, Sales Strategy, gtm finance, capacity modeling, territory design, quota allocation, compensation modeling, Forecasting, CRM, CPQ, Data Governance, Pipeline Management, Salesforce, Product-Led Growth
**Posted:** 2026-08-06

> 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.

## Job Description

## 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.

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