Director of Revenue Operations

Reports to: CFO/COO

Location: Chicago, IL (Hybrid – 3 days in office)

About the Company (Confidential)

Our client is a well-established, growth-stage B2B SaaS, Series C, company operating at the intersection of talent acquisition, employer branding, and AI-driven search visibility. With a national customer base that includes high-growth startups and enterprise organizations, the company helps employers shape how they are discovered and evaluated in an increasingly AI-powered hiring landscape. The organization combines the stability of a 15-year track record with the ambition and pace of a startup. They are entering a new phase of AI-enabled innovation and are building the operational foundation to scale efficiently and predictably.

Role Overview

The Director of Revenue Operations will serve as the strategic and operational backbone of the revenue organization. Reporting into Finance, this role bridges financial planning and go-to-market execution. This leader will own forecasting, territory and quota design, compensation modeling, systems strategy, and revenue intelligence. The ideal candidate is both strategic and hands-on — comfortable presenting to the Board while also diving deep into Salesforce data to diagnose and solve execution gaps. This is a highly visible, high-impact role responsible for moving the organization from instinct-driven decision-making to rigorous, data-backed predictability.

Key Responsibilities

1. Strategy, Planning & Financial Alignment

Partner with the CFO to own and refine the revenue model
Lead territory design, quota setting, and compensation modeling
Own end-to-end commission administration (calculation, validation, payout approval)
Build advanced forecasting models incorporating pipeline coverage, leading indicators, and slip analysis
Monitor and optimize SaaS unit economics (CAC, LTV, Net Revenue Retention)
Prepare executive- and Board-level reporting with clear narrative insights behind performance

2. Revenue Systems & Data Architecture

Own and optimize the RevOps technology ecosystem (Salesforce and adjacent tools)
Drive systems integration between CRM and ERP to ensure accurate revenue reconciliation
Establish rigorous data governance and hygiene standards
Identify automation opportunities and implement revenue intelligence tools
Partner cross-functionally to scale workflows efficiently

3. Operating Rhythm & Performance Accountability

Lead weekly pipeline reviews and monthly forecast calls
Build real-time dashboards providing visibility into pipeline health, conversion rates, and activity metrics
Translate performance data into actionable go-to-market strategy recommendations
Establish operational playbooks and decision frameworks
Hold senior leaders accountable to process standards and compensation strategy

What You Bring

7+ years in Revenue Operations, Sales Operations, or FP&A within a high-growth B2B SaaS

company

Deep Salesforce architecture expertise and fluency across the broader GTM tech stack
Strong financial modeling capabilities (advanced Excel/Google Sheets proficiency)
Experience building forecasting models and capacity plans
Ability to operate fluently in both Sales and Finance conversations
Comfort presenting to executive leadership and Board stakeholders
A high-accountability mindset — strategic thinker and operational executor

Tech Environment

CRM: Salesforce
Sales Intelligence: ZoomInfo, Sales Navigator
Conversation Intelligence: Gong
CPQ: DealHub (or similar)
Finance & BI: NetSuite, Tableau, Excel, Google Sheets

Culture & Values

The organization values curiosity, ownership, humility, urgency, and solution-oriented thinking. They are committed to fostering an inclusive workplace and encourage candidates to apply even if they do not meet every listed qualification.

This is an equal opportunity employer committed to diversity, equity, and inclusion.

Lucas James Talent Partners

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Director of Revenue Operations