About the Role:
The Senior Director of Revenue Operations will lead the strategy, processes, technology, and data behind STACK's revenue teams, with a focus on building a signal-led go-to-market motion that helps us attract prospects, grow accounts, and retain customers. This role turns buying, usage, and partner signals into clear, timely action for our revenue teams. Our Senior Director of Revenue Operations will report to the Chief Growth Officer, lead the Revenue Operations team, and work collaboratively with the Revenue, Product, and Finance teams.
Your Most Important Initiatives:
- Own the revenue operations strategy and roadmap, aligning sales, account management, marketing, partnerships, product, and customer success around shared KPIs and a signal-led go-to-market motion
- Build and lead a signal-led revenue engine that captures and unifies buying signals (product usage, website and content engagement, third-party intent, partner and ecosystem overlap, and firmographic or hiring changes) into a single view of account readiness
- Design signal-based account scoring, routing, and plays so sales and customer success teams engage the right accounts at the right time, and measure the pipeline and revenue impact of each signal
- Instrument the product-led funnel, including trial starts, activation, paywall hits, self-serve purchases, and product-qualified lead handoffs to sales, and reconcile e-commerce and rep-sold revenue so self-serve results never hide in reporting gaps
- Track partner-sourced and partner-influenced pipeline, deal registration, and co-sell attribution
- Own forecasting, pipeline health, and revenue analytics, and run the operating cadence, including weekly pipeline reviews, forecast calls, QBR packs, and the board metrics deck
- Build dashboards leaders actually use, explain the "why" behind every number, and flag risks early, such as aging pipeline, slipping close rates, renewal risk, and rep activity gaps
- Support Customer Success with renewal forecasting, health scoring, churn analysis, and expansion pipeline tracking, and make sure customer lifecycle data flows back into GTM planning
- Own one source of truth for funnel stage definitions (MQL → SAL → SQO → Pipeline → Closed), conversion math, and attribution rules; enforce data hygiene across duplicates, ownership rules, required fields, and lead routing SLAs; and resolve Sales and Marketing lead disputes with clear rules, not opinions
- Own the revenue technology stack, including Salesforce, HubSpot, Gong, and Pendo, so the systems integrate cleanly and report the same numbers; manage tool rationalization, vendor contracts, and renewals to prevent stack sprawl; and own automation for routing, scoring, alerts, and cross-team handoffs
- Lead the use of AI across revenue operations, including AI-assisted forecasting, signal detection, account research, and workflow automation, with clear guardrails for data quality, security, and responsible use
- Build the annual and quarterly revenue plan, including bookings, pipeline coverage, capacity models, and quotas, and partner with Finance on forecasting methodology, ARR reporting, and compensation plan design
- Design territories, account segmentation, and ICP tiering so coverage matches where the revenue is
- Run systems and process onboarding for revenue teams, document playbooks, and train teams on new processes and signal-driven workflows, making the right way the easy way for reps
- Serve as the primary strategic partner between Sales, Account Management, Marketing, Finance, Product, and Operations leadership
- Lead, hire, and develop the Revenue Operations team, setting clear goals and helping each person perform their best
What You Bring:
- 8+ years in Revenue Operations, Sales Operations, or go-to-market operations, including 3+ years leading teams (required)
- Experience building or scaling a signal-led or intent-based go-to-market motion, such as account scoring, intent data, product usage signals, or partner and ecosystem data (required)
- Experience operating a product-led or self-serve motion, including trial and activation instrumentation, product-qualified lead handoffs, and reconciling e-commerce with rep-sold revenue (strongly preferred)
- 5+ years working with Salesforce (required) and other systems like HubSpot, Gong, Pendo, Intercom, ZoomInfo, LinkedIn Sales Navigator and signal or intent platforms such as Crossbeam, 6sense, or Clay (each ideal)
- Hands-on experience applying AI in go-to-market operations, such as AI agents and copilots in Salesforce, Gong, or Clay, LLM-based workflows, and prompt design (required)
- Ability to evaluate AI tools, measure their impact on productivity and pipeline, and drive adoption across revenue teams
- Experience building annual revenue plans, capacity models, forecasts, territories, quotas, and compensation plans in partnership with Finance
- Track record of defining and governing funnel stages, attribution rules, and lead routing across Sales and Marketing
- Strong data and analytics skills; SQL or BI tool experience is a plus
- B2B SaaS experience required; construction technology experience is a plus
- Project and change management
- Strong executive communication (verbal and written)
- Strong organizational skills, time management, and the ability to prioritize and multi-task
Why Join STACK?
- Opportunity to work in a fast-paced, growth-oriented, remote-first environment.
- Async-friendly environment with a focus on ownership and deep work.
- Be part of a dynamic, supportive team where your contributions are valued.
At STACK, our values shape how we work, collaborate, and serve our customers:
- Radical Honesty: Communicate directly, respectfully, and transparently-even when conversations are difficult. Give and receive feedback with care.
- Customer Obsession: Put the customer at the center of every decision. Solve real problems, follow through, and measure success by customer outcomes.
- Move With Purpose: Take thoughtful action, remain accountable, and own both successes and mistakes. Anticipate what's next and adapt as you learn.
- Grow Together: Share knowledge, collaborate across teams, and invest in one another's development. Celebrate collective wins and treat setbacks as opportunities to learn.
We take into account an individual's qualifications, skillset, and experience in determining final salary. This role is eligible for health insurance (medical, dental & vision), life insurance, 401(k) & paid time off. The compensation range for this role is around $165k- $220k USD. The actual offer will be at the company's sole discretion and determined by relevant business considerations, including the final candidate's qualifications, years of experience, skillset, and geographic location. #LI-Remote
