Senior Director, Revenue Operations
Location: SF Bay Area or NYC metro
Reports To: SVP, Sales
Role Overview
We are seeking an experienced and metrics-driven Senior Director of Revenue Operations to drive significant improvements in conversion rates from initial outreach → qualified pipeline → opportunity. This leader will blend strategic vision with deep operational execution, owning the revenue data infrastructure, process frameworks, tooling stack, and cross-functional alignment across Sales, Marketing, Customer Success, and Product teams.
This role focuses on pipeline and funnel performance end-to-end — ensuring that strategy, systems, and execution are aligned to materially increase new business and expansion conversion rates.
What You’ll Own
Strategy & Revenue Operations Leadership
- Lead the RevOps vision and company-wide funnel operations by embedding operational excellence, repeatable processes, and data-driven decision-making.
- Act as a strategic partner to Sales, Marketing, and Customer Success leadership to align on pipeline goals, forecasts, and shared KPIs.
- Define end-to-end revenue motion strategy, including target metrics, accountability frameworks, predictive dashboards, and performance reporting.
Funnel Optimization & Conversion Performance
- Drive optimization of the full lead-to-opportunity funnel (lead capture → qualification → opportunity creation) with accountability for improving conversion rates toward ~30%+.
- Identify bottlenecks across the funnel and implement process improvements, including qualification frameworks, routing logic, engagement strategies, ICP segmentation, and scoring models.
- Partner closely with Marketing to improve lead quality, define qualification criteria, and align on conversion expectations.
- Ensure accurate tracking and attribution across lead sources, sales stages, and funnel performance.
Data, Analytics & Tech Stack
- Architect and govern a RevOps data model that serves as a single source of truth for funnel performance and forecasting.
- Own analytics and dashboards using CRM (e.g., Salesforce), engagement platforms, and BI tools to measure pipeline velocity, conversion rates, and revenue performance.
- Recommend, configure, and optimize the RevOps tech stack to support scalable workflows, automation, and reporting insights.
Process, Enablement & Performance
- Build scalable operational processes that drive consistency and quality across revenue-generating activities (e.g., qualification standards, handoff SLAs, engagement best practices).
- Partner with People Ops and Enablement to develop training frameworks, scorecards, coaching routines, and performance improvement programs.
- Define and track KPIs that connect activity → conversion → revenue impact.
Cross-Functional Influence
- Serve as the connective layer across Sales Operations, Marketing Operations, Enablement, and Customer Success Operations to ensure unified approaches to lead management, segmentation, territories, and forecasting.
- Communicate insights and recommendations to executive leadership, translating data into strategic decisions that improve growth outcomes.
What Success Looks Like
- Sustained improvement in funnel conversion rates (e.g., ~20% to 30%+).
- Predictable, scalable revenue operations and performance measurement systems.
- Real-time visibility into funnel health, pipeline, and forecasts through a strong data and tooling foundation.
- Scalable processes and enablement frameworks that support growth and evolving GTM motions.
- Strong alignment across Marketing → Sales motions with clear SLAs and shared accountability.
Required Qualifications
- 10+ years of Revenue Operations, Sales Operations, or RevOps leadership experience.
- Proven track record improving pipeline conversion metrics in high-velocity GTM environments.
- Deep analytical and technical expertise — CRM mastery, dashboarding/BI fluency, and reporting frameworks.
- Experience building operational frameworks that unify data, process, and systems.
- Strong communicator with ability to influence cross-functional executives and drive change.
- Familiarity with modern RevOps stacks (CRM, engagement tools, workflow automation, forecasting tools).
Nice to Have
- Experience with forecasting, territory planning, and quota design.
- Background in SaaS or subscription-based business models.
- Familiarity with ABM, or Large Enterprise GTM motions.
