Director of Revenue Operations
Position Overview
The Director of Revenue Operations is the architect and operator of the company’s revenue engine—responsible for unifying Marketing, Sales, and Customer Success under a cohesive, data-driven operating model. This role optimizes processes, systems, and insights across the entire customer lifecycle to enable predictable, scalable revenue growth. The ideal candidate is analytical, operationally excellent, and adept at translating strategy into measurable outcomes that accelerate performance.
Key Responsibilities
Revenue Operations Architecture
- Build and optimize the full revenue operations framework across Marketing, Sales, and Customer Success.
- Own lifecycle processes—including lead flow design, handoff definitions, SLAs, segmentation, and funnel management.
- Establish unified data structures, governance, and reporting to ensure full-funnel visibility.
Sales Operations Excellence
- Lead forecasting, pipeline management, capacity planning, quota design, and territory optimization.
- Own CRM architecture, automation, integrations, and data quality (Salesforce preferred).
- Continuously refine sales processes to increase efficiency, shorten sales cycles, and improve conversion rates.
- Partner with Finance to align on forecast accuracy, revenue modeling, and performance-to-plan insights.
Inside Sales Performance & Optimization
- Oversee Inside Sales/SDR operations to ensure effective lead qualification, throughput, and conversion.
- Implement data-driven KPIs, productivity dashboards, and workflow enhancements to maximize top-of-funnel efficiency.
- Standardize processes, playbooks, and coaching structures to drive consistent performance.
Enablement & GTM Execution
- Develop comprehensive enablement programs that equip customer-facing teams with the tools, content, and training needed to drive revenue.
- Build scalable onboarding, certification paths, and ongoing development tied to performance outcomes.
- Ensure cross-functional alignment with Marketing and Customer Success to create a seamless customer journey.
Analytics, Strategy & Revenue Insights
- Own all revenue analytics—including KPIs, funnel metrics, forecasting models, and executive dashboards.
- Evaluate pipeline health, conversion trends, segment performance, and campaign effectiveness to identify growth levers.
- Provide strategic insights and recommendations to the CRO and executive team to guide GTM strategy and investment decisions.
- Lead annual and quarterly planning processes, including targets, budgets, scenario modeling, and resource allocation.
Qualifications
- Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
- 8+ years in Revenue Operations, Sales Operations, or a similar revenue-focused leadership role.
- Proven experience optimizing revenue systems, processes, and forecasting models in a high-growth or complex environment.
- Strong CRM expertise (Salesforce preferred), including automation, reporting, integrations, and data governance.
- Highly analytical, with the ability to turn insight into actionable recommendations.
- Experienced in influencing cross-functional teams and executive stakeholders.
- Deep knowledge of full-funnel GTM operations, modern sales methodologies, enablement strategies, and revenue optimization practices.
Core Competencies
- Revenue Architecture & Systems Thinking
- Operational Excellence & Process Optimization
- Forecasting, Analytics & Modeling
- Cross-Functional Leadership & Alignment
- Data-Driven Decision Making
- Change Management & Continuous Improvement
