Job Description
SUMMARYThe Head of Revenue Operations at Finalsite is responsible for building the operating system that enables Finalsite's revenue organization to plan, execute, measure and improve performance across the full customer lifecycle - from initial demand through acquisition, expansion, renewal, adoption and retention. Operating across Sales, Marketing, Client Success, and Finance, this leader establishes and maintains a single, trusted view of the revenue performance and translates it into the metrics, forecasts, and insights that drive executive and Board-level decision-making. This leader brings an objective, enterprise-wide perspective to cross-functional decisions, using quantitative and qualitative insights to recommend a clear path forward and drive accountability.
The role blends strategic thought partnership with hands-on operational rigor: translating company goals into actionable revenue plans, proactively identifying key unlocks and future challenges in the data, designing processes that stakeholders actually adopt, directing the revenue tech stack (including AI and automation strategy), and leading a lean, high-leverage team. Success is measured by forecast accuracy, funnel efficiency, data trust, cross-functional adoption, and a tech stack that becomes more integrated, automated, effective and cost-efficient over time.
LOCATION100% Remote - Anywhere within the US
RESPONSIBILITIESRevenue Funnel Ownership & Cross-Functional Alignment- Own a single, unified view of the revenue funnel from lead to renewal, ensuring consistent definitions, stages, and metrics across Sales, Marketing,Client Success, and Finance
- Bring an objective, enterprise-wide perspective to itrate cross-functional tradeoffs between Sales, Marketing, and CS, bringing decisions to the table with supporting quantitative and qualitative data for executive buy-in and decisioning.
- Serve as an objective voice in sales management and performance processes, gathering data points and disseminating follow-ups from performance management conversations.
- Establish the operating cadence for forecast, funnel and performance reviews with clear decisions and follow through.
Executive & Board-Level Reporting- Translate operational data into the metrics a PE sponsor expects, including the ARR bridge, pipeline coverage, NRR/GRR, CAC payback, and Rule of 40 inputs.
- Deliver clear, decision-ready reporting and narratives for the executive team, Board, and sponsor, connecting operational performance to enterprise value creation.
- Establish governance for critical revenue data, definitions, and reporting logic.
- Partner with Finance to maintain consistent governance of revenue metrics.
Forecasting & Predictive Insight- Build, own, and defend a repeatable forecast methodology across new business, expansion, renewals & churn with documented assumptions and accuracy tracking over time.
- Act as a proactive thought partner across the business: holistically interpreting the data to surface key unlocks and challenges, and intelligibly predicting future challenges before they materialize.
- Translate company growth goals into capacity, coverage, productivity, pipeline and funnel targets across revenue teams.
- Connect customer health and product-usage signals to renewal, expansion and retention performance.
Process Design & Change Management- Design scalable, practical new processes (deal desk, lead routing, renewal workflows) across functions without heavy headcount, with high EQ for UI/UX and the lived experience of stakeholders.
- Drive adoption through user-centric design, structured change management, and clear communication of the "why" behind each change.
- Partner on GTM design, including segmentation, territories, quotas, coverage and incentive structures.
- Partner with Sales and Finance on quota setting, incentive design, and performance measurement.
- Establish commercial governance across pricing, discounting, approvals and deal execution.
Revenue Tech Stack, AI & Vendor Strategy- Own the revenue tech stack roadmap, including AI tooling evaluation, agent/automation pilots, strategic vendor selection, vendor management, and tool consolidation.
- Be accountable for a stack that gets cheaper and more automated over time, not larger, and for achieving ROI and business outcomes with every vendor.
- Maintain strong command of the CRM/MAP/BI stack to direct the Salesforce team and hold vendors accountable, without needing to build personally.
Talent Leadership- Hire, develop, and retain a small team of player-coaches; operate comfortably and effectively with a lean organization.
- Set clear priorities and performance expectations, developing team members into cross-trained, high-leverage operators.
CORE COMPETENCIES- End-to-end revenue funnel fluency: owns a single view of the funnel from lead to renewal and can arbitrate cross-functional tradeoffs between Sales, Marketing, and CS as a neutral broker.
- Proactive thought partnership: holistically looks at data, key unlocks, and challenges, and can intelligibly predict future challenges based on what the data are telling us.
- Executive and board-level communication: translates operational data into the metrics a PE sponsor expects (ARR bridge, pipeline coverage, NRR/GRR, CAC payback, Rule of 40 inputs).
- Forecasting discipline: builds and defends a repeatable forecast methodology with documented assumptions and accuracy tracking.
- Change management and user-centric process design: lands new processes (deal desk, lead routing, renewal workflows) across functions with high EQ for UI/UX and the lived experience of stakeholders, without heavy headcount; a key stakeholder who brings decisions to the table with supporting quantitative and qualitative data for executive buy-in and decisioning.
- Data and systems literacy: strong enough command of the CRM/MAP/BI stack to direct the Salesforce team and hold vendors accountable, without needing to build personally.
- AI, automation, tech stack, and vendor strategy: owns the revenue tech stack roadmap, including AI tooling evaluation, agent/automation pilots, strategic vendor selection and vendor management, and tool consolidation; accountable for a stack that gets cheaper and more automated over time, not larger, and for achieving ROI and business outcomes with vendors.
- Talent leadership: hires, develops, and retains a small team of player-coaches; comfortable operating lean.
- Objective voice in the room: for sales management and performance processes, gathering data points and disseminating follow-ups from performance management conversations.
QUALIFICATIONS AND SKILLSRequired- Experience in revenue operations, sales operations, or GTM strategy roles, including 3+ years leading a Revenue Operations function in a B2B SaaS environment.
- Experience operating in a PE-backed (or similarly metrics-driven) environment, with fluency in sponsor-level metrics: ARR bridge, pipeline coverage, NRR/GRR, CAC payback, and Rule of 40 inputs.
- Proven track record building and defending a repeatable forecast methodology with documented assumptions and accuracy tracking.
- Demonstrated success landing cross-functional process change (deal desk, lead routing, renewal workflows) with high stakeholder adoption and without heavy headcount.
- Strong command of the CRM/MAP/BI stack (e.g., Salesforce, HubSpot, BI platforms), sufficient to direct technical teams and hold vendors accountable.
- Experience owning a revenue tech stack roadmap, including vendor selection, contract negotiation, tool consolidation, and vendor performance management.
- Experience hiring, developing, and retaining lean, high-performing teams of player-coaches.
- Exceptional analytical, communication, and executive presence skills, with the ability to present to executives, Boards, and Private Equity sponsors.
Preferred- Experience evaluating and deploying AI tooling, agents, and automation pilots within revenue workflows.
- Experience supporting GTM integration through M&A, including CRM consolidation and process harmonization.
- Familiarity with the broader RevOps tool ecosystem (e.g., CPQ, CLM, enrichment, forecasting, and conversation intelligence platforms).
- Experience partnering with Finance on ARR reporting, bookings policy, and revenue metric governance.
- A Bachelor's degree or commensurate experience.
RESIDENCY REQUIREMENTFinalsite offers 100% fully remote employment opportunities, however, these opportunities are limited to permanent residents of the United States. Current residency, as well as continued residency, within the United States is required to obtain (and retain) employment with Finalsite.
