The Senior Director, Revenue Operations leads Sales Operations and RevOps at Aras, reporting directly to the CFO. This is a highly analytical, execution-focused role at the center of how the company plans capacity, reports to the board, and drives pipeline and sales performance improvement. The ideal candidate has deep experience operating in a private equity-backed B2B SaaS environment, is fluent in the systems and metrics that PE sponsors and boards expect, and is naturally curious about how AI can improve RevOps workflows and analysis.
Key Responsibilities
Capacity Planning
- Own headcount and territory capacity planning for the sales organization, tying rep productivity assumptions to pipeline and bookings targets
- Partner with sales leadership and Finance to model hiring plans, ramp curves, and capacity needs across planning cycles
Board Reporting
- Own board-level and investor reporting for the go-to-market organization, including monthly operating review (MOR) content and board deck materials
- Translate sales and pipeline data into clear, defensible narratives for the CFO, executive team, and board/PE sponsor
- Ensure metric definitions and reporting are consistent, accurate, and audit-ready across planning cycles
Pipeline Analysis & Yield/Win Rate Improvement
- Build and maintain pipeline analytics, including waterfall models from targets down to required pipeline and lead volume by source
- Analyze pipeline yield rates and win rates by vertical, firmographic profile, geography, source, segment, and rep, identifying and driving initiatives to improve conversion
- Partner with Sales leadership on forecasting accuracy and pipeline hygiene using the Salesforce and Clari stack
Cohort Analysis & Other RevOps Work
- Lead cohort analysis across bookings, retention, and expansion to inform planning and board narratives
- Own deal desk analytics, including pricing and discounting trends, deal economics, and their impact on win rates and yield
- Own renewal and expansion pipeline analytics, partnering with Sales on forecasting and risk identification for the installed base
- Own core RevOps functions: territory and quota design, comp/incentive analysis, and sales productivity reporting
- Own the Salesforce, Power BI, and Workato stack supporting Sales Ops and RevOps
- Stay current on AI-enabled RevOps tooling and bring forward ideas for applying AI to forecasting, reporting, and analysis workflows
Team Leadership
- Lead and develop the Sales Ops and RevOps team
- Partner cross-functionally with Sales, Finance/FP&A, and executive leadership on planning and performance management
Required Qualifications
- 7-10+ years in Revenue Operations or Sales Operations in a B2B SaaS company, including people-management experience
- Experience operating in a private equity-backed environment, including board and sponsor-level reporting
- Hands-on ownership/administration of Power BI, plus experience with Salesforce, Workato, and Clari; exposure to other visualization/BI studios (e.g., Tableau, Looker) a plus
- Strong track record building capacity plans, pipeline/yield/win-rate analysis, and cohort analysis that hold up under board-level scrutiny
- Excellent executive communication skills, with experience presenting to a CFO, executive team, and/or board
- Genuine curiosity about AI and its application to RevOps analysis and workflows
Work Environment
This is a fully remote role requiring meaningful overlap with US Eastern time zone hours to support collaboration with Sales, Finance, and executive leadership.
Compensation for the role will be commensurate with experience. The total expected base salary range will be between $175,000-$225,000. This position is also bonus eligible.
- Flexible paid time off to recharge when you need it, plus company-paid holidays and a dedicated Global Wellness Day.
- A 401(k) plan with company match to help you invest in your future.
- Robust health coverage, including generous medical, dental, and vision insurance with high premium contributions and deductible reimbursement.
- Company-paid life insurance, as well as short- and long-term disability coverage for added peace of mind.
