Director, Revenue Operations

Courser • Full-time • Charlotte, NC, US • 3w ago

Brief Description

Director of Revenue Operations

About COURSER

COURSER accelerates the growth of IT service provider companies. We forge dynamic partnerships, leveraging our values of Teamwork, Service, Growth-Mindedness, Trust, and Innovation to deliver impactful solutions and phenomenal customer experiences. If you thrive in a fast-paced IT environment, join our rapidly expanding team and contribute to our ongoing success.

Director of Revenue Operations

The Director of Revenue Operations at COURSER is a strategic, data-driven leader responsible for architecting, scaling, and optimizing the revenue engine across COURSER’s portfolio of MSP brands. This role serves as the connective tissue between Sales, Marketing, Customer Success, and Finance—driving alignment, operational excellence, and predictable, scalable revenue growth.

As COURSER operates with a lean, highly agile RevOps function, this leader must excel at prioritization, resource optimization, and leveraging outsourced partners or contract specialists to execute projects efficiently. This includes knowing when to flex capacity externally to maintain velocity, meet deadlines, and ensure high-quality deliverables.

Modern RevOps is undergoing rapid transformation. High-growth organizations increasingly rely on RevOps leaders to streamline complexity, unify systems, drive insights, and leverage AI to accelerate performance. This role requires a forward-looking operator who understands how people, processes, technology, and artificial intelligence intersect to create a high-efficiency, high-impact revenue organization.

Key Responsibilities

Strategic Revenue Leadership

Own and lead the revenue operations strategy across multiple MSP brands, ensuring consistency, scalability, and operational excellence.
Partner with executive leadership, sales, marketing, customer success, and finance teams to align go-to-market strategies and revenue objectives.
Lead the evolution of RevOps from an operational support function to a strategic partner that proactively drives growth, efficiency, and accountability.
Operate as a lean, high-impact team—leveraging outsourcing partners, fractional resources, and external SMEs to support project execution, expand capacity, and meet critical deadlines without sacrificing quality.

AI-Driven Revenue Infrastructure & Automation

Evaluate, implement, and optimize AI-driven revenue systems and workflows that automate data capture, forecasting, pipeline hygiene, routing, and reporting.
Deploy AI agents or tools (e.g., predictive scoring, automated forecasting, workflow orchestration) to reduce administrative burden and improve consistency.
Identify opportunities for AI augmentation across the revenue engine—improving operational efficiency, forecasting accuracy, and seller productivity.
Champion responsible AI adoption and change management, ensuring teams embrace AI as an accelerator rather than a replacement.

Systems, Data & Process Excellence

Design, implement, and optimize revenue infrastructure including CRM, PSA, quoting, billing, forecasting, and analytics platforms.
Ensure high-quality data governance and adoption across CRM and PSA systems (e.g., Salesforce, HubSpot, ConnectWise, Autotask).
Build scalable processes for recurring revenue management including renewals, expansion, churn prevention, and customer lifecycle analytics.
Drive creation and maintenance of standardized KPIs, dashboards, forecasts, and executive-level reporting.
Evaluate, select, and onboard revenue operations tools and technologies to support growth and efficiency.

Analytics, Forecasting & Planning

Oversee forecasting, pipeline management, capacity planning, territory design, quota setting, and compensation strategy.
Lead revenue insights and analytics to support monthly, quarterly, and annual business reviews.
Deliver predictive, actionable insights that support strategic planning and performance management.

Team Leadership & Cross-Functional Alignment

Build, mentor, and manage RevOps and Sales Operations team members as the function scales.
Develop playbooks, SOPs, and best practices to support organic growth and post-acquisition integration.
Serve as an operational and cultural bridge during M&A integration, ensuring newly acquired MSPs align with COURSER’s revenue systems and processes.

Qualifications

Experience & Technical Expertise

8+ years of experience in revenue operations, sales operations, or business operations within a B2B SaaS, MSP, or technology services environment.
3+ years in a leadership or director-level role.
Proven experience scaling RevOps across multi-brand or multi-entity organizations.
Deep expertise in CRM, PSA, and GTM systems (e.g., Salesforce, HubSpot, ConnectWise, Autotask).
Strong analytical skills with experience building executive-level dashboards, forecasts, and data models.
Experience with AI-driven RevOps, including conversational intelligence, predictive scoring, workflow automation, or revenue intelligence tools.
Experience supporting recurring revenue and subscription-based business models.

Leadership & Business Acumen

Demonstrated ability to partner with executive leadership and influence cross-functional teams.
Strong project management, change management, and communication skills.
Proven ability to operate in a lean environment while leveraging outsourced talent effectively.
Experience managing the full revenue funnel from lead generation through renewal and expansion.
M&A or post-acquisition integration experience.
Lean Six Sigma, PMP, or similar process improvement certifications (preferred).

Why You’ll Love Working Here

At COURSER, we prioritize the personal and professional development of our employees. We offer best-in-class training, mentorship, and clear self-promotion paths to help you grow. We foster a culture of innovation and encourage challenging the status quo. With teams located across the country, we leverage a wealth of knowledge and a collaborative spirit, eager to share and grow together.

Benefit Highlights

Competitive benefits package, including medical, dental, vision, and life insurance
401k match
Unlimited vacation time* (after one full year of employment)
Paid sick time
10 holidays including your birthday and a floating holiday
Healthy lifestyle reimbursement
Amazon Prime reimbursement
40 hours of volunteer time
Paid parental leave
Reimbursement for ongoing education and certifications
Learning and development programs
For the first year of employment, full-time team members are provided 10 vacation days.

COURSER is an Equal Opportunity Employer. We support diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender, gender identity, genetic information, national origin, citizenship status, marital status, age, physical or mental disability, caregiver status, veteran status, uniformed service member status or any other category protected by applicable law.