Director, Revenue Operations

Responsibilities

Revenue Systems and Data Infrastructure

• Own CRM architecture, data governance, and GTM systems across Sales, Marketing, and Customer Success
• Build scalable analytics frameworks covering lead generation, pipeline conversion, retention, and expansion
• Maintain revenue reporting models supporting ARR, MRR, NRR, CAC, LTV, and forecasting metrics
• Evaluate and implement revenue technology systems including CRM, CPQ, BI, and forecasting tools

Forecasting and Pipeline Management

• Design and manage revenue forecasting processes across enterprise and PLG motions
• Lead weekly pipeline reviews and establish CRM hygiene standards
• Build dashboards and reporting infrastructure for executive and board level visibility

Compensation, Quota, and Territory Design

• Partner with Finance and executive leadership on compensation planning and territory design
• Build scenario planning models for quota capacity and headcount forecasting
• Ensure compensation plans and payouts are accurate and transparent

Deal Desk and Enablement Leadership

• Provide strategic oversight for Deal Desk and Enablement functions
• Partner on CPQ implementation, onboarding infrastructure, and GTM playbook development

Cross Functional Alignment

• Serve as the operational bridge between Sales, Marketing, Finance, Legal, and Customer Success
• Partner with Finance on revenue recognition and ARR reporting standards
• Partner with Legal on contract workflows and governance

AI Powered Operations

• Implement AI tools and workflow automation across Revenue Operations
• Evaluate AI assisted forecasting, pipeline scoring, and automation platforms
• Build scalable operational systems that improve efficiency without requiring proportional headcount growth

Requirements

• 8 to 12 years of experience in Revenue Operations, Sales Operations, or GTM strategy roles
• At least 3 years in a senior or director level leadership role
• Experience building Revenue Operations infrastructure in high growth SaaS, PaaS, or infrastructure companies
• Deep CRM expertise with Salesforce preferred
• Strong understanding of forecasting, revenue metrics, and GTM analytics
• Experience supporting both PLG and enterprise sales motions
• Experience designing compensation plans, quota frameworks, and territory models
• Strong cross functional leadership and communication skills
• Experience implementing operational structure in fast growing environments
• Active use of AI tools for operational efficiency and forecasting workflows
• Successful completion of a background check

Preferred

• Experience in cloud infrastructure, AI infrastructure, developer tools, or ML platforms
• Experience with usage based pricing and consumption models
• Experience implementing CRM, CPQ, or forecasting platforms
• Experience supporting technical GTM organizations selling to enterprise buyers
• Experience in high growth startup or scaleup environments

Compensation & Benefits

• Competitive base pay ranging from $180,000 - $250,000 (may be narrowed based on experience, qualifications, and location)
• Meaningful equity (stock options for all team members)
• Generous medical, dental & vision plans
• Flexible PTO
• $1,200 Home Office & Equipment Stipend
• Remote-first work with collaborative Slack communication