Director, Revenue Operations
Location: Hybrid | In-Office Options
About the Role
The Director of Revenue Operations will build and lead the Revenue Operations function from the ground up. This is a zero-to-one mandate: there is no existing RevOps operating cadence today or systems architecture. You will design the strategy and infrastructure behind our revenue engine, and build the team and operating rhythm to run it, partnering directly with the CRO, CFO, and GTM leadership to improve forecast accuracy, accelerate pipeline generation, and optimize seller productivity.
As the most senior Revenue Operations leader in the company, you will set the function's strategy, establish its systems and data foundation, and build the team needed to scale it as the company grows.
What You'll Do
Function strategy & build-out
- Design and stand up the Revenue Operations function from scratch: org design, systems architecture, data governance, and operating cadence.
- Set the multi-quarter roadmap for RevOps, prioritizing investments in systems, headcount, and process against company growth goals.
- Serve as the primary strategic partner to the CRO and CFO on GTM strategy, revenue planning, and organizational design.
Forecasting, planning & compensation
- Own companywide revenue forecasting, partnering with Sales and CS leadership on accurate weekly and quarterly models for bookings and churn.
- Lead annual and in-year GTM planning: capacity, territory design, quota setting, compensation planning, and investment prioritization.
- Serve as the primary RevOps partner to Finance during annual planning, aligning revenue targets, headcount, and GTM investment.
- Own sales compensation plan design and administration, commission tracking, and metric audits, plus lightweight incentive contests to drive short-term pace.
Systems, data & reporting
- Architect an integrated GTM tech stack, including Salesforce as the system of record, with clean data flow, consistent attribution, and governance for CRM access and data hygiene.
- Serve as internal Salesforce administrator (directly or via the team you build), owning data architecture, custom objects, flows, dashboards, and user management.
- Deploy and manage Gong, configuring trackers, scorecards, and call review workflows to surface coaching insights.
- Build the GTM reporting suite end to end, from team-level dashboards (ARR, NRR, CAC, LTV, pipeline coverage) to executive and board-level reporting, establishing consistent metric definitions across the org.
- Identify and drive opportunities to automate reporting and analytics using AI.
Cross-functional operating cadence
- Establish and own executive operating cadences (forecast reviews, pipeline reviews, QBRs, planning), including agendas and pre-work.
- Act as the primary operational liaison across Sales, Marketing, CS, and Finance to ensure aligned execution.
- Partner with Sales and CS leadership on stage-gate criteria, territory assignments, and quota frameworks.
- Build enablement infrastructure: equip GTM teams with the tools and training for repeatable selling motions, including onboarding for new reps.
Team building & process
- Build and lead the Revenue Operations team, starting with 1-2 CRM/data administrators based in India, including hiring, goal-setting, and performance oversight.
- Build and maintain project tracking frameworks for operational timelines and launch schedules.
- Establish documentation standards and processes for repeatability and operational resilience as the function scales.
Qualifications
- 8-10+ years in Revenue Operations, Sales Operations, or Business Operations at a B2B SaaS company, including experience building a RevOps function from the ground up.
- Hands-on Salesforce administration experience; Gong experience strongly preferred.
- Advanced data skills across Excel/Sheets, Salesforce, and BI tools.
- Deep experience in SaaS forecasting, pipeline management, territory design, quota setting, and compensation administration.
- Track record of influencing and advising executive leadership through data and narrative, and operating as a peer to CRO/CFO-level stakeholders.
- Experience building and managing offshore/distributed teams.
- Familiarity with federal procurement, prime/sub relationships, and contract vehicles (GSA, GWAC, SEWP) is a plus, not required.
Benefits
- Multiple healthcare plan options.
- Flexible PTO.
- 401(k) with 4% company match (after 90 days)
