Director, Revenue Operations
Lead Revenue Operations at Runpod, owning CRM architecture, forecasting, compensation planning, Deal Desk, and AI-powered workflows to scale enterprise and PLG revenue motions from $120M ARR. Requires 8+ years in RevOps/GTM strategy with leadership experience in high-growth SaaS/infrastructure companies.
About the job
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
Skills
Salesforce, CRM, CPQ, Bi, Forecasting, Gtm Analytics, Revenue Operations, AI Tools, Arr Reporting, Quota Design, Territory Planning, Pipeline Management
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