About SugarAI
SugarAI is redefining CRM for the age of AI.
We’re delivering on the original promise of CRM—turning fragmented customer and revenue signals into clear, prioritized action. Instead of more dashboards or surface-level insights, we help teams focus on what matters most and know exactly what to do next.
More than two decades after our founding, we’re entering a new chapter with clarity and momentum—building intelligent, intuitive solutions that work within the flow of how teams actually sell and serve. We’re focused on solving complex, real-world challenges where relationships, context, and precision make all the difference.
Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done.
If you’re excited to help shape what’s next in AI-driven CRM—and build technology that drives real outcomes—we’d love to meet you.
Where You Fit In
As Director, Revenue Operations at SugarAI, you will report to the VP, Revenue Operations and lead critical functions across Sales Operations, Client Success Operations, and Deal Desk. You will manage a small but high-impact team and serve as a strategic operator focused on building the processes, systems, and governance required to scale a high-performing go-to-market organization.
This role is responsible for strengthening the operational backbone of the business by standardizing workflows, automating manual processes, improving data quality, and optimizing the tools that support revenue generation and retention. You will partner closely with Sales, Client Success, Finance, Marketing, Product, and other cross-functional leaders to improve execution, drive consistency, and enable data-driven decision-making across the full customer lifecycle.
This is an ideal opportunity for a hands-on Revenue Operations leader who has proven experience leading multi-functional operations teams, simplifying complex environments, and implementing scalable systems and processes in a growing SaaS company.
Impact You Will Make:
Functional Leadership
- Lead core Revenue Operations functions across Sales Ops, Client Success Ops, and Deal Desk.
- Manage and develop a high-impact team, driving clarity on priorities, roles, and outcomes.
- Partner with the VP of Revenue Operations to translate strategy into scalable execution.
- Foster a culture of accountability, operational rigor, and continuous improvement.
Process Standardization & Automation
- Design, standardize, and continuously improve GTM processes across lead-to-close, order-to-book, and customer lifecycle.
- Identify inefficiencies and implement automation to improve accuracy, compliance, and user experience.
- Establish scalable governance frameworks, business rules, and operating procedures across teams and regions.
- Partner with stakeholders and systems teams to deliver durable, automated process improvements.
Sales Operations
- Optimize sales processes to improve productivity, pipeline management, forecasting, and execution.
- Lead territory design, segmentation, and coverage planning.
- Own quota operations, account governance, and reporting.
- Improve pipeline hygiene, forecast accuracy, and reporting consistency through stronger controls and dashboards.
Client Success Operations
- Support operational infrastructure across renewals, expansion, segmentation, and success workflows.
- Standardize processes, stage definitions, and success metrics to improve scalability.
- Partner with CS leadership to enhance visibility into retention risk, renewals, and expansion opportunities.
Deal Desk & Policy Governance
- Oversee Deal Desk operations, including approvals, pricing, discounting, and exception handling.
- Implement frameworks balancing governance, speed, and flexibility.
- Align with Sales and Finance on bookings rules, policies, and reporting standards.
Forecasting, Reporting & Insights
- Deliver accurate dashboards, reporting, and insights across performance, retention, forecasting, and productivity.
- Build reporting frameworks that enable data-driven decisions.
- Provide scenario modeling to support planning, headcount, and growth initiatives.
Data & Systems Management
- Own data quality and governance across CRM, BI, and revenue systems.
- Ensure reliable data to support forecasting, reporting, and operations.
- Maintain system hygiene, user management, and alignment between process design and system configuration.
Tool & Platform Optimization
- Evaluate and scale the GTM tech stack to improve efficiency and visibility.
- Implement integrations and automation; reduce redundancy and improve adoption.
- Drive platform decisions with a focus on scalability and business impact.
Cross-Functional Collaboration
- Act as a strategic partner across Sales, CS, Finance, Marketing, Product, and Systems.
- Align stakeholders on workflows, metrics, and priorities.
- Lead initiatives that improve execution across the revenue engine and customer lifecycle.
What You Will Bring:
- 7+ years of experience in Revenue Operations, Sales Operations, Client Success Operations, Deal Desk, or related go-to-market operations roles, with 2+ years in a leadership role.
- Proven experience leading and developing high-performing operations teams across multiple functional areas.
- Proven success standardizing and automating tools, workflows, and business processes in a SaaS environment.
- Strong experience improving CRM, revenue systems, and operational processes to drive scale, consistency, and productivity.
- Demonstrated success supporting sales process optimization, forecasting, territory design, customer lifecycle operations, and commercial governance.
- Strong analytical skills, with proficiency in Excel, SQL, or similar data tools.
- Experience building dashboards, KPIs, reporting frameworks, and executive insights.
- Exceptional cross-functional communication, stakeholder management, and change leadership skills.
- High attention to detail with the ability to manage multiple priorities in a fast-paced, evolving environment.
Preferred Qualifications
- Experience in a mid-size SaaS company supporting a scaling go-to-market organization.
- Experience owning or supporting Sales Ops, CS Ops, and Deal Desk under a unified Revenue Operations model.
- Experience with channel and partner business models, reseller operations, or partner revenue management.
- Background in BI and data visualization tools such as Tableau, Power BI, or Looker.
- Hands-on experience with territory modeling, quota operations, capacity planning, and segmentation frameworks.
- Expertise in CRM administration, workflow automation, and enablement or productivity technologies.
- Familiarity with compensation planning, pricing governance, discount controls, and revenue performance management.
$165,000 - $185,000 a year
Expected salary range, depending on experience
We understand that no candidate is perfectly qualified for any job. Experience comes in different forms; many skills are transferable; and passion goes a long way. Even more important than your resume is a clear demonstration of dedication, impact, and the ability to thrive in a fluid and collaborative environment. We want you to learn new things in this role, and we encourage you to apply if your experience is close to what we’re looking for. We also know that diversity of background and thought makes for better problem solving and more creative thinking, which is why we're dedicated to adding new perspectives to the team.
Benefits and Perks:
Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks:
· Excellent healthcare package for you and your family
· Savings and Investment – 401(k) match
· Unlimited Paid Time Off
· Paid Parental Leave
· Online Legal Services (Rocket Lawyer)
· Financial Planning Services (Origin)
· Discounted Pet Insurance (Embrace Pet Insurance)
· Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
· Health and Wellness Reimbursement Program
· Travel Discounts
· Educational Resources - Career & Personal Development Program
· Employee Referral Bonus Program
· We are a merit-based company - many opportunities to learn, excel and grow your career!
If you require a reasonable accommodation to search for a job opening or submit an application, please call +1 (877) 842-7276 with your request and contact information.
Our company uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
