The Position
As the Director, Revenue Operations, you will support the global revenue function as a trusted confidant and operational force multiplier. Acting as the connective tissue, both across the function and the wider business, you will drive understanding, alignment, collaboration, and outcomes.
Your mission is to maximize the effectiveness of the entire Revenue function and ensure it operates as the “Execution Engine” for the business. As a critical component of the revenue team, you will facilitate exceptional alignment and collaboration across the revenue organization and its peer functions and stakeholders (Sales, Customer Success, Marketing, Revenue Operations and Bentley Systems).
This is a core, highly influential position; the role will suit an individual who can contextualise the high-level strategic picture and then translate that into world-class execution and operational excellence.
The role is structured around three primary pillars: Operations, Governance, and Projects.
In this role, you will have the opportunity to:
- Drive the Operational Rhythm: Own and optimize the cadence of the Revenue function. Ensure the smooth operation of key processes, including forecasting, pipeline management, and planning.
- Provide Data-Driven Insights: Go beyond reporting to provide the CRO and Revenue Leadership Team (RLT) with critical, forward-looking insights. Coordinate analysis across teams to identify key trends, risks, and opportunities, translating data into actionable recommendations that drive growth and efficiency.
- Optimize Performance: Act as a "systems thinker" for the revenue engine. Proactively identify and address bottlenecks, inefficiencies, or gaps in processes, tools, and talent across all go-to-market teams.
- Plan Strategically: In partnership with key functions (Strategy, CX, COO, etc.), organise and facilitate the quarterly and annual planning, budgeting, and headcount allocation processes. Help the GTM teams in their planning to ensure vertical alignment and horizontal collaboration with all key stakeholders.
- Be the ‘connective tissue’ for the revenue leadership team. Drive agendas for key meetings (weekly, QBRs, offsites, etc), facilitate discussions, and ensure decisions are translated into clear, communicated action items.
- CRO and RLT prepare for key internal and external engagements, including executive meetings, external updates, and customer presentations. Able to act as a trusted ‘stand-in’ for the CRO and RLT in key meetings.
- Serve as a confidential sounding board for the CRO and RLT to vet ideas, strategies, and critical decisions.
- Own, lead or contribute to the RLT’s critical, cross-functional projects from conception to completion. These may include GTM strategy changes, new market entry, or the implementation of new products and organizational structures (e.g., E365 Evo).
- Ensure all major revenue-generating initiatives are ‘project managed’ providing clear ownership, timelines, and accountability. Act as a key change agent, building consensus to ensure the successful adoption of new strategies.
- Serve as the primary liaison between the revenue organization and other key departments (Product, Operations, HR, CX, Finance, BSY). Drive consistent project management across teams to accelerate progress and eliminate redundancies.
To be successful in this role, you should have:
- 15+ years of experience in a strategic or operational role such as management consulting, business operations, or a prior ‘Chief of Staff’ type role within a high-growth B2B software/SaaS company.
- Analytical & Data-Fluent: Highly proficient in dissecting complex problems, deriving clear insights from data, and building a compelling, data-backed business case.
- Strategic Thinking: The ability to see the big picture and understand the second- and third-order effects of decisions, while also being able to dive deep into the details to ensure flawless execution.
- Project & Program Mastery: A proven track record of leading complex, cross-functional projects and delivering results on time.
- Exceptional Communication: Outstanding written, verbal, and presentation skills. You can crisply synthesize information and communicate effectively at all levels, from individual contributors to the Board of Directors.
- Ability to influence through trust: You operate with trust, outcomes, influence, and collaboration as your guiding watchwords. You are adept at influencing without formal authority and view building trusted relationships as the foundation of your success.
- High-EQ & Low-Ego: You are a natural relationship-builder who leads with humility, curiosity, and a deep sense of integrity.
- Discretion & Sound Judgment: You are the epitome of a trusted confidant, able to handle highly sensitive and confidential information with the utmost professionalism.
- A Proactive & Resilient Approach: You have a bias for action, thrive in ambiguous and fast-paced environments, and are adept at managing competing priorities to drive outcomes.
Additional Information
This role is based in our Vancouver, BC office, with travel as needed.
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