Director, Revenue Operations & Strategy

POSITION SUMMARY

The goal of the Revenue Operations & Strategy team is to build the foundation of our internal systems and processes, scale these systems, and improve efficiencies across the board. The team blends high-level strategic thinking with on-the-ground execution to propel the company to grow and scale well, with a strong focus on analytical and quantitative thinking. We are a team of problem-solvers, where all challenges are met with enthusiasm and open minds. 

The team works cross-functionally across the company, particularly with sales, customer success, finance, product, and IT. This is an opportunity to influence how we build our operations and sales/customer success efforts and strategies worldwide and contribute to a highly productive, data-driven, and analytical team. We are looking for someone who loves managing teams and projects, thrives in a fast paced environment, and loves building and iterating on how we scale the organization.

The Director, Revenue Operations role is responsible for managing and building the Sales & Customer Success Operations teams. This is a chance to both lead people and influence our processes and approach for scaling into the next phase of rapid growth and $$ ARR.

 

KEY RESPONSIBILITIES

Operating Cadence & Governance

• Design and run the GTM operating rhythm: QBRs, weekly forecast calls, pipeline reviews, and performance reviews across segments.
• Define and enforce data, process, and governance standards so GTM data is reliable, auditable, and decision‑ready.
• Partner with Finance on revenue analytics, cohort performance, sales efficiency, and payback metrics to inform investment decisions.
• Own territory mapping and routing plans, scaling the program for automated efficiency.

Systems, Tooling & Data

• Own and/or influence the GTM tech stack (e.g., Salesforce, CPQ, forecasting/BI, enablement, sequencing, enrichment, intent) and roadmap in partnership with IT.
• Ensure systems support scalable, low‑friction workflows for AE/SDR/SE/ teams while meeting the needs of Finance, Legal, and Security.
• Lead design and implementation of key integrations (AI adoption, enrichment, product usage, marketing automation).
• Partner with Data/Analytics to define core GTM dashboards and self‑serve reporting for executives, managers, and individual contributors.
• Identify and deploy AI and automation opportunities across the GTM workflow, including AI‑assisted forecasting, intelligent lead/account scoring, automated workflows, and GenAI‑powered enablement to drive efficiency and scale.

Revenue Performance & Insights

• Build a high‑impact analytics capability that can answer: what’s working, what’s not, and what to do about it across segments, products, and channels.
• Own funnel and lifecycle analysis (lead → opportunity → closed‑won → adoption → expansion/renewal), and drive recommendations that improve conversion and velocity.
• Identify and quantify growth levers (pricing/packaging, mix shift, win‑rates, ramp times, capacity) and work with cross‑functional owners to execute.
• Partner with Sales Enablement to translate insights into playbooks, training, and manager inspection.
• Leverage AI/ML techniques to surface predictive signals (churn risk, expansion propensity, deal health) and embed them into operational workflows and inspection routines.

Leadership & Team Building

• Build, lead, and develop a high‑performing RevOps organization across strategy, analytics, and systems.
• Set clear priorities, operating principles, and career paths for the team; create a culture of accountability, speed, and partnership.
• Act as a trusted advisor to GTM, Finance, Product, and Executive leaders; push for clarity on trade‑offs and drive decisions to closure.

 

ABOUT YOU

• 10+ years of Operations & Strategy experience at high growth technology companies
• Experience working with 100+ person sales organization
• Excellent communication skills with senior management
• Advanced analytical skills - proficient in modelling complex problems
• Experience designing sales & CS organizations
• Expert critical thinking and problem solving skills
• Ability to ruthlessly prioritize and separate out the urgent & important from the day to day requirements from the noise
• Strong work ethic and desire to work together with the team to solve complex problems with a positive attitude
• Thrive in action-oriented, fast paced, global environment
• Self-starter that thrives taking a high level problem statement  and diving into all the details