Director, Revenue Operations

Responsibilities

• Lead the design, implementation, and scaling of revenue operations to support growth from $25M to $100M+ ARR.
• Oversee and optimize key systems (e.g., Salesloft, Salesforce, Hubspot, Nooks, Gong) and processes supporting marketing, sales, and account management, including CRM, automation tools, and analytics platforms.
• Optimize Salesforce architecture, customization, and integration to align with business needs.
• Proactively provide data, reporting, analysis, and actionable insights to inform strategic decision making across Sales, Marketing, and Product.
• Collaborate with company leadership and cross-functional teams (e.g., Marketing, Sales, Product, and Finance) on annual and quarterly revenue goals, headcount planning, territory planning and optimization, sales team compensation, budgeting, and streamlining cross-functional workflows (e.g., deal desk, implementation hand-offs).
• Develop and implement data-driven strategies for pipeline management and revenue forecasting.
• Build and mentor a high-performing RevOps team, fostering a culture of continuous improvement and operational excellence.
• Stay abreast of industry best practices in RevOps for B2B SaaS, adapting them to our PropTech focus.

Requirements

• 7+ years of progressive experience in Revenue Operations in a B2B SaaS environment, including material leadership and management experience.
• Proven track record scaling RevOps in rapidly growing B2B SaaS companies (ideally $25M to $100M+ ARR).
• Deep expertise in Salesforce, including customization, integration, and administration.
• Extensive knowledge of sales methodologies (e.g., MEDDIC, Challenger Sale) and integrating them into CRM systems like Salesforce.
• Demonstrated proficiency in pipeline analysis, forecasting, analysis associated with annual planning (e.g., top-down and bottom-up revenue planning, headcount planning, territory planning and optimization, segmentation), and using data to drive revenue outcomes and inform strategic decision making.
• Deep interest in using AI to improve RevOps and the entire revenue lifecycle; experience tinkering and building with tools like Claude Code/Cowork.
• Excellent analytical, leadership, and communication skills.

Nice-to-haves

• Prior experience in PropTech or FinTech.
• Proficiency with SQL, Python, or other coding languages.
• Experience with consumption-based revenue models.

Compensation & Benefits

• Competitive OTE + Pre-IPO equity.
• Unlimited Paid Time Off (PTO).
• Health benefits, 401(k) matching up to 4%, monthly gym stipend, lunch provided in office.