The RoleAs
Director, Revenue Operations and Systems, you will serve as a key leader within the Revenue Operations organization, owning the systems, processes, automation, and data infrastructure that power OnPay's go-to-market teams. This role will partner closely with cross-departmental leadership to translate business strategy into scalable operational execution. You will own the CRM and broader revenue technology stack, optimize user workflows, strengthen data governance, and implement advanced funnel automation to improve efficiency, speed-to-lead, conversion, and customer experience.
This is a high-impact role for a systems-minded RevOps leader who can set strategy while staying hands-on in the systems, workflows, and operational details required to drive meaningful execution.
What Sets This Opportunity Apart- High-Growth Impact: Drive structural change in a fast-paced environment where processes are actively evolving, giving you the opportunity to create meaningful impact quickly.
- Strategic Partner to Leadership: Operate as a strategic partner to leadership, influencing how teams execute and how revenue scales across the business.
- Modern Systems Architect: Own and shape the revenue systems roadmap by defining priorities, evaluating solutions, and leading implementation of systems that support how the business scales.
- Early Driver of AI: Be an early driver of AI across the business, introducing and applying AI in practical ways to improve speed-to-lead, customer experience, and conversion across the funnel.
What You'll Do- Own the GTM Infrastructure & Roadmap: Lead the strategy, administration, and evolution of OnPay's revenue technology stack, including HubSpot, sales engagement tools, enrichment platforms, partner tools, and related GTM systems.
- Optimize Cross-Functional Processes: Map, build, and continuously refine end-to-end GTM workflows to eliminate operational friction and ensure seamless data capture across teams.
- Automate Modern Funnels: Design and scale automated pipeline infrastructure to support diverse GTM motions, including PLG user journeys, SLG frameworks, inbound sales routing, and partner channels.
- Cross-Departmental System Integration: Partner with BizOps to align and maintain integrated corporate systems that connect directly into the revenue ecosystem.
- Data Warehouse & ETL Alignment: Collaborate closely with the Engineering team on data architecture, ensuring clean, reliable extraction, transformation, and loading of revenue systems data into the central data warehouse.
- Strengthen Funnel Visibility & Reporting: Partner with Revenue, BizOps, and Analytics leaders to improve reporting reliability and operational insights across lead flow, conversion, pipeline progression, and customer lifecycle performance.
- Vendor & RevStack Lifecycle Management: Own evaluation, selection, implementation, and vendor management, ensuring budget alignment, tool utilization, and measurable impact.
- Drive Workflow Automation: Lead workflow automation to improve operational efficiency, reduce manual work, improve routing and handoffs, and create more scalable execution across GTM teams.
- Drive Adoption & Change Management: Partner with Revenue leadership and Enablement to roll out new systems, workflows, and processes across GTM teams. Ensure strong adoption through documentation, training support, stakeholder communication, and ongoing process compliance.
What You Bring- 6-10+ years in Revenue Operations, Sales Operations, Marketing Operations, or GTM Systems roles.
- Deep experience owning and scaling HubSpot and broader revenue technology stack, with exposure to team leadership and cross-functional project ownership.
- Proven track record implementing and integrating GTM tools and systems in a high-growth environment ($20M-$100M+).
- Experience leading or building revenue systems or operations functions, with demonstrated ability to lead and scale high-performing teams.
- Experience supporting multiple GTM motions (sales-led, product-led, partnerships).
- Experience with system connectivity (APIs, middleware), workflow automation, AI application, and data warehouse / BI environments.
Why OnPay?- Momentum that matters: We're backed by over $100MM in new funding and scaling rapidly.
- Market-leading product: OnPay consistently ranks among the highest-rated payroll solutions, earning top marks for usability, customer satisfaction, and support.
- Lead engine that delivers: Our marketing and partner network drives thousands of qualified leads monthly - you'll always have warm opportunities to close.
- Remote flexibility: Work from anywhere in the U.S., or join our collaborative HQ team in Atlanta's Ponce City Market if you reside in the Atlanta metro area.
- Competitive compensation: Base salary + bonus + stock options = real upside for high performers.
- Comprehensive benefits: 4 weeks PTO + paid holidays, Medical/Dental/Vision, Short- & Long-Term Disability, Life Insurance, Fertility Benefits, Parental Leave, and a 401(k) with company match.
- Growth culture: Join a team with deep payroll expertise, modern SaaS momentum, and a genuine commitment to helping employees grow their careers.
- Client-first ethos: OnPay is built on a culture of transparency and service - from our transparent pricing to our commitment to making small business simpler.
Location & CompensationRemote (U.S.) | Atlanta HQ Optional
Compensation includes a base salary range of
($170-200k). Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.
Recruiting Fraud Alert:To all candidates: your personal information and online safety are top of mind for us. At OnPay, recruiters only direct candidates to apply through our official career page atcareers.onpay.comRecruiters will never request payments or ask for financial account information or sensitive information like social security numbers. If you are unsure if a message is from OnPay, please emailLocations Atlanta, Remote Remote status Fully Remote
