Director, Head of Revenue Operations

Responsibilities

Sales Operations and Deal Desk

• Own and continuously improve deal desk operations, including pricing approvals, non-standard terms, discount governance, and contract structuring for a consumption-based pricing model.
• Manage Salesforce CRM architecture, pipeline hygiene, territory and quota planning, and sales process design.
• Partner with Legal and Finance to streamline quote-to-cash processes while protecting margin and compliance.
• Build scalable playbooks for deal structuring, renewals, and expansion opportunities.

Compensation and Incentive Design

• Design, model, and administer sales compensation plans, including quotas, accelerators, and SPIFs.
• Partner with People/HR and Finance leadership on plan governance, approval workflows, and compensation committee materials.
• Conduct quarterly and annual plan reviews and recommend structural changes based on performance data and evolving business and pricing models.
• Ensure compensation calculations are accurate, auditable, and defensible, including accruals and payout reconciliation with Finance.

Requirements

• 8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a related field, including at least 3+ years in a leadership capacity.
• Experience owning deal desk operations and/or sales compensation design in a B2B SaaS or consumption- or usage-based revenue model.
• Strong financial and analytical fluency, including the ability to build models independently.
• Deep familiarity with Salesforce or a comparable CRM and modern BI/analytics tooling.
• Experience partnering cross-functionally with Finance, Legal, and People leaders, ideally with exposure to executive or board-level reporting.
• Excellent communication skills and the ability to explain complex revenue mechanics to non-technical stakeholders.
• Experience in a high-growth, fast-changing environment where processes are still being built.

Nice-to-Haves

• Experience in identity verification, fraud/risk, cybersecurity, or another trust-and-safety SaaS category.
• Experience supporting M&A, corporate restructuring, or investor and board reporting cycles.
• Experience building a Revenue Operations function from scratch or significantly re-architecting one.

Compensation

• Annual base salary: $192,000–$245,000 USD.
• Bonus, sales incentives, equity, and benefits may also be provided.
• Benefits include medical, dental, vision, HSA/FSA options, commuter benefits, life and disability insurance, 401(k) with company match, parental leave, paid time off, holidays, and learning and development benefits.