Job Overview
We are seeking an experienced and strategic
Director of Revenue Operations (Financial Planning & Analysis) to lead, scale, and optimize our revenue ecosystem. This role will be a key partner to leadership and a critical operational bridge between Sales Enablement, Growth, Customer Success, and Finance teams. The ideal candidate will drive insights from revenue data to enhance our growth strategies, client retention and client profitability, establish scalable revenue processes, maximize revenue outcomes, and improve client lifetime value.
Responsibilities And Duties - Strategic Leadership & Collaboration
- Partner with executive leadership and functional heads to support revenue planning and forecasting.
- Conduct strategic reviews with stakeholders to translate insights into actionable revenue initiatives.
- Revenue Insights & Reporting
- Define and manage organization-wide revenue metrics and KPIs.
- Track, report, analyse, and model revenue performance and customer cohorts.
- Use customer-level and pipeline data to derive insights into acquisition efficiency, retention, profitability, and revenue expansion patterns.
- Build scalable reporting frameworks and dashboards (e.g., PowerBI, Tableau, CRM analytics) to drive revenue intelligence.
- Financial Planning & Analysis
- Own company-wide budgeting, forecasting, and rolling financial planning processes.
- Build and maintain financial models for business performance, scenario planning, and investment decisions.
- Conduct variance analysis to track performance against plans and identify risks and opportunities.
- Partner with leadership on long-range financial planning, capital allocation, and resource prioritization.
- Own unit economics analysis (CAC, LTV, payback period, margins) to inform pricing and growth strategy.
- Process Design & Revenue Oriented Operational Efficiency
- Design and implement end-to-end revenue processes across marketing, sales enablement, delivery, and finance workflows.
- Identify, optimize, and streamline operational bottlenecks to enable predictable, scalable revenue outcomes.
- Systems & Technology Ownership
- Own the revenue technology stack—including CRM (HubSpot), automation platforms, analytics, and revenue intelligence tools.
- Evaluate and implement new technologies to enhance operational efficiency and revenue insights.
- Customer Acquisition, Retention & Lifetime Value
- Measure and optimize cost of acquisition and client profitability.
- Analyze customer behavior and market trends to identify new revenue opportunities and refine go-to-market strategy.
- Team Leadership & Change Management
- Build, lead, and develop a high-performing Revenue Operations team across analytics, systems, and process excellence.
- Set clear roles, responsibilities, OKRs, and accountability frameworks.
- Lead change enablement efforts, driving adoption of new processes, tools, and behaviours through education and communication.
Expected Competencies And Skills
- Strong analytical and problem-solving capabilities with demonstrated data fluency.
- Expert proficiency in CRM systems (HubSpot preferred), SQL, Excel, and BI/reporting tools (PowerBI, Tableau).
- Deep understanding of revenue processes across sales, marketing, customer success, and finance.
- Excellent communication, presentation, and cross-functional collaboration skills.
- Strong leadership presence with ability to influence senior stakeholders and manage conflict.
Education And Experience
- MBA or a related field preferred.
- 10–15 years of experience in Revenue Operations, RevOps Strategy, Sales Ops, or similar data-driven operational leadership roles.
- Experience working with B2B professional services, SaaS, or high-growth businesses.
- Experience working in a US-centric time zone and global stakeholder environment.
An Ideal Candidate Would Share Our Way Of Working
- Solve for the Customer: Lumenci is a customer-first company, with the focus to create a long-term relationship with our clients. Customers here include internal employees and candidates who are part of the recruitment process.
- Quality, Ownership and Accountability: We are passionate about results and take full ownership of our work. We are performance oriented and have a drive for excellence.
- Collaboration: We encourage collaboration over competition, work in small teams and believe that teams do better than individuals.
- Growth Mindset: We are adaptable to changing requirements and needs of a dynamic high growth company. We encourage each other to take diverse initiatives and develop new competencies.
About Lumenci
Lumenci is the technology industry’s most strategic legal assets monetization partner. We work with the world’s top technology companies, law firms, inventors, deep tech start-ups, and specialty funds to find the value in their inventions and legal assets and help them pursue—and defend—that value throughout the monetization lifecycle. We work with a wide variety of technologies including hardware and software, telecom, networking, and semiconductor technologies. Lumenci combines technology domain expertise with strategic industry connections to guide towards the best route to ROI. From ideation to monetization -- we illuminate the way.
Location: Gurugram
Skills: sql,tableau,hubspot,looker,salesforce
