Director/Sr. Director of Revenue Operations

Responsibilities

• Own end-to-end visibility across the customer lifecycle, including outreach, pipeline progression, close, onboarding, renewal, and expansion.
• Build reporting and analytics infrastructure that identifies risks and opportunities across the funnel and routes them to the appropriate owners.
• Connect Sales, Marketing, Customer Success, Energy Markets, Finance, and related teams through consistent data, processes, and handoffs.
• Design and own customer health scoring using enrollment, market-event performance, engagement, and support signals.
• Synthesize cross-funnel insights into recommendations for sales and executive leadership.
• Forecast and report contracted value through enrollment, market participation, dispatch performance, and realized revenue.
• Manage and develop a team spanning sales productivity, analytics, and operations.
• Own revenue forecasting, pipeline analytics, and renewal/retention forecasting.
• Build planning infrastructure for headcount modeling, territory design, capacity planning, quota setting and allocation, and potential compensation-plan redesign.
• Lead the cross-functional go-to-market systems roadmap across CRM, forecasting, business intelligence, outreach, and renewal tooling.
• Align tooling and process changes with representative productivity goals.
• Standardize go-to-market processes across the customer journey.
• Define and track revenue operations KPIs, including win rate, sales cycle length, ramp time, pipeline coverage, renewal, and expansion rate.
• Own CRM pipeline hygiene, stage definitions, probability methodology, and data-quality standards.

Requirements

• 7+ years of experience in revenue operations, including 3–5 years at manager/director level or above.
• Experience owning a revenue operations function rather than only supporting it.
• Demonstrated cross-functional partnership across the customer lifecycle.
• Advanced proficiency with CRM administration and business intelligence tools.
• Experience with Salesforce, Tableau, Gong, Outreach, or similar platforms.
• Experience building forecasting models and compensation plans at scale.
• Experience unifying outreach, pipeline, renewal, and post-close usage-, performance-, or event-based revenue data into a single reporting view.
• Energy, utilities, or complex B2B experience strongly preferred.
• Familiarity with deal cycles and revenue recognition affected by external market timing, program windows, and regulatory context.