*This is an existing vacancyABOUT THE ROLEWe're looking for a Director, Revenue Operations to help build the operating system for Spellbook's next stage of growth. This is one of our most critical leadership roles, responsible for bringing rigor, clarity, and leverage to how our GTM organization plans, executes, and scales.
You will work across Sales, Marketing, Customer Success, Finance, Product, and Data to translate company strategy into a clear GTM operating model. You will own Sales Operations, Customer Success Operations, GTM systems, and the processes and operating cadence that connect strategy to execution.
This role sits within Finance and partners closely with the VP of Finance, while operating as a company-wide leader. You will be expected to challenge assumptions, identify where the revenue engine is breaking, and build the infrastructure, systems, and processes that allow our teams to move faster with better information.
RESPONSIBILITIES- Own the operating model for the lead-to-closed-won revenue engine, partnering with senior GTM leaders to set direction on segmentation, coverage, territories, capacity, pipeline generation, and sales productivity.
- Build and manage the company's pipeline operating system + establishing a rigorous revenue forecasting process, including pipeline creation, coverage, stage conversion, velocity, quality, and source performance. Identify gaps early and work with GTM leaders to determine the actions required to close them.
- Help shape the operating model for our usage-based commercial motion, partnering with Sales, CS, Product, and Finance on how usage informs pipeline, forecasting, customer expansion, and sales execution
- Work with Head of Sales Ops and CS Ops to establish a consistent operating cadence across Sales, Marketing, and CS, including pipeline reviews, forecast reviews, business reviews, and performance management.
- Partner with CS Ops and Customer Success leadership on the commercial handoff from closed-won into the customer lifecycle, ensuring clean ownership, data, and processes at the point of sale.
- Own the architecture and evolution of GTM systems supporting the lead-to-closed-won motion, including CRM, sales engagement, forecasting, compensation, routing, enrichment, and reporting.
- Establish a single source of truth for GTM performance, defining core metrics, data standards, and reporting used by GTM leadership, Finance, and the executive team.
- Build and lead the GTM Operations team, establishing clear ownership across Sales Operations, Customer Success Operations, and Systems.
QUALIFICATIONSWhat you've done:- Led RevOps, GTM Ops, or a comparable function at a high-growth B2B software company, with meaningful ownership across Sales Operations, pipeline, forecasting, and GTM systems.
- Worked directly with senior Sales and Marketing leaders to diagnose performance, set operating priorities, and translate revenue targets into actionable requirements
- Built or materially improved revenue operating efficiency (ROE) frameworks, with a clear understanding of the relationship between headcount, pipeline, conversion, productivity, and revenue output.
- Owned or led a meaningful GTM systems or process transformation, and can speak specifically to what you changed, what you standardized, and what you chose not to build.
- Built and developed a high-performing operations team across multiple GTM functions.
What we're looking for:- 8+ years in Revenue Operations, GTM Operations, Sales Operations, or related roles in B2B software, including experience operating at a high-growth company where the GTM model was still evolving.
- Deep fluency in the mechanics of a B2B revenue engine: pipeline generation, coverage, conversion, velocity, win rates, sales capacity, quota, territories, ramp, productivity, CAC, and forecasting.
- Strong strategic operator. You can move from a company-level revenue target to the underlying pipeline, capacity, coverage, and productivity requirements and identify where the plan breaks.
- Exceptional analytical ability. You can work from imperfect data, identify what matters, and turn analysis into a clear recommendation and action.
- Systems-oriented. You understand how CRM, sales engagement, forecasting, compensation, enrichment, routing, and reporting fit together, and you know when a systems problem is actually a process or organizational problem.
- Excellent communicator and business partner. You can present a difficult conclusion to a CRO, CMO, or executive team without hiding behind the analysis.
- High ownership and low ego. You are comfortable setting strategy, building the process, and getting into the details when the underlying data or execution isn't right.
- Experience using automation and AI to improve GTM productivity, data quality, or decision-making is a strong plus.
NICE TO HAVES- Legal tech or legal industry exposure
- Enterprise procurement and security-heavy sales cycles
- Audit readiness or pre-IPO experience
- Familiarity with AI infrastructure cost management and usage-based billing
WHY JOIN SPELLBOOK?- Embrace autonomy and accountability in a flexible work environment; we focus on outcomes and empower you to determine how to get the job done
- Access our company-paid group benefits for you and your family, with $1,000 towards mental health support
- Disconnect during our holiday closure and take advantage of our generous time off policies throughout the year
- Enjoy monthly paid meals, an annual wellness allowance to support your well-being and parental leave top-ups as your family grows
- Secure your stake in our success; you'll receive competitive stock option grants as a pivotal early employee
