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.
