Revenue Operations Director

Reporting to: CFO

Role Overview

As the Revenue Operations (RevOps) Director, you will play a critical role in driving revenue efficiency and effectiveness across our Sales, Marketing, and Customer Success teams. You will be responsible for GTM performance analytics, territory analysis, customer churn insights, and the optimization of our revenue tech stack. This role is ideal for someone who thrives in a high-growth, early-stage environment, enjoys building scalable processes from scratch, and wants to make a direct impact on company growth.

Since we do not have a dedicated RevOps or systems team today, you will have the opportunity to shape and implement the foundational processes and systems that will support and accelerate revenue growth.

Key Responsibilities

Revenue Operations Strategy & Execution

Develop and execute a RevOps strategy that enhances revenue performance across the entire customer lifecycle.
Align Sales, Marketing, and Customer Success through integrated workflows, shared data visibility, and strategic insights.
Support territory design and quota assignment, ensuring fair and optimized GTM coverage.
Implement and optimize customer churn analysis methodologies to improve retention and upsell opportunities.
Establish and maintain a single source of truth for revenue intelligence, ensuring data consistency across all teams.

CRM & Sales Operations

Own and optimize the CRM system (Salesforce) ensuring data integrity, reporting accuracy, and adoption.
Improve lead routing, opportunity tracking, pipeline visibility, and sales forecasting to drive predictable revenue growth.
Implement automation and AI-driven insights to improve sales efficiency (e.g., automated workflows, follow-up sequences).
Provide sales enablement tools and insights to enhance rep performance and conversion rates.

Marketing & Demand Generation Operations

Manage and optimize the marketing automation platform (Pardot) for lead nurturing, scoring, and attribution tracking.
Improve campaign tracking, attribution modeling, and ROI measurement to refine demand generation strategies.
Ensure a seamless marketing-to-sales handoff, improving speed-to-lead and conversion rates.
Analyze marketing funnel performance, providing insights on lead quality and conversion rates.

Customer Success Operations & Churn Analysis

Optimize Customer Success tools (Totango) for tracking renewals, upsells, and expansion opportunities.
Build and maintain customer analytics dashboards, providing proactive insights
Implement automated onboarding workflows, customer health monitoring, and engagement triggers to enhance retention.
Provide data-driven recommendations to improve customer engagement, product adoption, and net revenue retention.

Analytics & Reporting

Establish and maintain real-time dashboards for revenue forecasting, pipeline health, and GTM performance metrics.
Create weekly, monthly, and quarterly reports on sales efficiency, customer retention, and marketing effectiveness.
Drive data governance to ensure reporting accuracy and strategic decision-making.
Develop churn prediction models and revenue forecasting methodologies for leadership visibility.

Process Optimization & Enablement

Identify and eliminate inefficiencies in sales, marketing, and customer success workflows to improve execution.
Implement best practices and training for CRM, marketing automation, and revenue analytics tools.
Develop and enforce consistent data entry and governance policies across all teams

Requirements

Experience & Skills

3-7 years in Revenue Operations, Sales Operations, or a similar role in a B2B SaaS company.
Admin level experience with Salesforce and experience with administering marketing automation (Marketo, HubSpot, Pardot), and customer success platforms (Gainsight, ChurnZero, Totango).
Strong understanding of sales, marketing, and customer success processes in a recurring revenue model (SaaS).
Expertise in GTM performance analytics, sales forecasting, pipeline analytics, and churn analysis.
Ability to analyze data and translate insights into actionable recommendations.
Experience with territory design, quota setting, and lead distribution strategies.
Familiarity with AI-enabled RevOps tools (Clari, Gong Forecast, 6Sense, ZoomInfo, etc.).
Ability to work independently in a fast-paced, high-growth environment.

Nice to Have

Experience with business intelligence tools (Tableau, Power BI, Looker).
Knowledge of SQL or advanced data visualization tools.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

The US base salary range for this full-time position is $145,000-$178,000 + bonus + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

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