Director of Revenue Operations

Director of Revenue Operations

Why now?

AI is changing what commercial teams can accomplish. Research, analysis, administrative work, and increasingly complex workflows can be handled by intelligent systems—giving people more time for the judgment, relationships, and decisions that drive revenue.

We're looking for a Director of Revenue Operations to build the operating system behind a more effective, increasingly AI-native revenue engine. The goal isn't simply to automate existing tasks. It's to rethink how we generate pipeline, win customers, and drive retention and expansion—with greater intelligence, speed, and leverage.

The role

You'll lead Revenue Operations across Sales, Marketing, and Customer Success, reporting to our CRO. You'll own the systems, data, operating processes, and measurement that connect the customer lifecycle—and lead the existing RevOps team in transforming how that lifecycle works.

This is a hands-on leadership role. We need someone who can see how the business should operate, identify its highest-value constraints, and personally help build the systems that remove them. You'll combine commercial judgment with technical fluency, moving from a revenue strategy discussion to an automated workflow or data investigation without waiting for a large implementation team.

You'll work closely with commercial leaders to redesign workflows and ensure new capabilities are actually adopted. Functional leaders remain accountable for their revenue outcomes; you'll be accountable for the infrastructure and operational leverage that helps them deliver.

What you'll do

- Redesign the revenue operating system. Understand the full customer journey, identify where work slows down or value gets lost, and rethink workflows around what people and AI can each do best. Simplify or eliminate unnecessary steps rather than automating inefficiency.

- Build AI-native commercial workflows. Lead the development of reliable automations and agents for opportunities such as account intent and research, outbound prospecting, CRM updates, deal intelligence, customer health, renewal risk, and expansion discovery. Prioritize working systems over demonstrations.

- Own revenue systems and data. Establish a trusted, connected foundation across CRM, marketing, sales, and customer systems. Improve data quality, integrations, attribution, funnel visibility, and forecasting so teams can make better decisions with less manual reporting.

- Drive measurable commercial productivity. Connect operational investments to outcomes such as qualified pipeline per seller, conversion, sales-cycle efficiency, forecast accuracy, retention, and expansion. Test quickly, measure honestly, and redirect investment when results don't materialize.

- Lead people and change. Set an ambitious roadmap for the RevOps team, coach hands-on builders, and work with Sales, Marketing, and Customer Success leaders to make new workflows part of how their teams operate—not optional tools on the side.

- Run the commercial planning cycle. Partner with the CRO and Finance on annual and quarterly planning: capacity models, quota setting, territory and account segmentation, and incentive compensation design and administration.

- Own the forecast and operating cadence. Run the weekly forecast call, pipeline reviews, and QBRs, and supply the commercial metrics and commentary that feed executive and board reporting, all built on one set of definitions.

- Run deal desk and quote-to-cash. Own pricing and discount governance, approval workflows, contract and order-form standards, and the hand-offs from closed-won to billing, provisioning, and onboarding.

Commercial instrumentation

You'll own the metrics, definitions, and dashboards that show the commercial team how the business is performing. At a minimum, that includes:

- Sales: pipeline coverage by segment and period, stage conversion and velocity, win rate, average deal size, sales-cycle length, quota attainment distribution, new-rep ramp time, and forecast accuracy by week and by rep.

- Marketing: the lead and account funnel from MAL to MQL or MQA through SQL and opportunity, account and lead scoring, last click and multi-touch attribution, cost per opportunity, CAC by channel, and marketing-sourced and influenced pipeline.

- Customer Success: account health scoring, product usage and adoption, onboarding time-to-value, renewal forecast, gross and net dollar retention, churn and downgrade reasons, and expansion pipeline.

- Partners and alternative channels: partner-sourced and influenced pipeline, reseller performance, and channel attribution.

- Data governance: a documented metric dictionary, field and stage definitions, CRM hygiene standards, and regular audits so Finance and the commercial team report the same numbers.

Who you are

- A proven RevOps operator with experience improving the revenue engine of a B2B software business, from planning and forecasting to systems and frontline execution.

- A technically capable builder. You're comfortable with CRM architecture, APIs, integrations, SQL or equivalent data analysis, automation platforms, and modern AI tools. You've personally taken meaningful workflows from idea to production.

- Commercially sharp. You understand pipeline economics, sales productivity, customer retention, and how operational changes translate into revenue outcomes.

- AI-native in practice. You actively use AI to increase your own effectiveness and can distinguish promising capabilities from fragile or low-value automation.

- An independent change leader. You challenge existing processes, work constructively across functions, and can make a lean team significantly more capable without adding bureaucracy.

Technical Requirements

- Salesforce: Strong hands-on experience with CRM data models, workflows, reporting, data quality, and integrations.

- Marketing automation: Experience with a major platform such as HubSpot, Marketo, or an equivalent, including lead lifecycle management and CRM integration.

- Data and warehousing: Proficiency with SQL, revenue data modeling, and warehouse-backed analytics using Snowflake, BigQuery, Redshift, or a comparable platform.

- Systems integration: Practical experience with APIs, webhooks, data pipelines, and workflow automation tools. You've built reliable integrations across commercial systems.

- Applied AI: Experience implementing AI-enabled workflows or agents, including evaluating output quality, handling exceptions, and measuring operational impact.

- Customer success platforms: Experience with Gainsight, ChurnZero, Vitally, or an equivalent, including health scoring, renewal workflows, and product usage data feeds.

- Revenue intelligence and sales engagement: Experience with tools such as Gong, Clari, Outreach, or Salesloft for conversation intelligence, pipeline inspection, forecasting, and sequencing.

- Quote-to-cash and billing: Experience with CPQ, contract management, and subscription billing platforms such as Ordway, integrated with an ERP such as Sage Intacct, including subscription and usage-based pricing.

- BI and reporting: Experience building warehouse-native and AI-built reporting for executives and frontline teams. Our stack is Snowflake, Google Sheets, Claude artifacts, and Canopy rather than a traditional BI tool.

- Data enrichment and routing: Experience with enrichment, intent, and lead-to-account matching and routing tools such as ZoomInfo, Clearbit, or LeanData.

Experience leading Revenue Operations in B2B SaaS is required. We're more interested in the systems you've built, the processes you've changed, and the outcomes you've delivered than the size of the team you've managed.

How we use AI in hiring: We use AI tools to aid in our recruiting process. A person makes every hiring decision. To request a review without AI or an accommodation, contact [email protected]