Director, Revenue Operations

The Director of Revenue Operations is responsible for architecting and leading CCL’s end-to-end revenue operating model. This role establishes the strategy, governance, and performance framework that enables predictable and scalable revenue growth across Sales and Marketing.

The role is accountable for aligning Sales and Marketing through the development and execution of go-to-market (GTM) strategies that drive the pipeline and lead generation required to achieve revenue targets and expectations.

The Director ensures that revenue processes, forecasting discipline, performance reporting, and cross-functional alignment are structured and consistently executed. Acting as the connective tissue between strategy and execution, this role partners with senior leaders to shape revenue growth strategies while ensuring delivery of operational rigor, systems and insights needed to execute effectively.

Key Responsibilities

Revenue Strategy & Operating Model

• Design and maintain the company’s revenue operating model across Marketing, Sales, and Account Management.
• Lead the development and continuous refinement of go-to-market (GTM) strategies in partnership with Sales and Marketing to ensure sufficient pipeline generation and conversion to meet revenue targets.
• Define pipeline management standards, stage definitions, and opportunity qualification criteria.
• Establish and enforce cross-functional SLAs for lead management, pipeline progression, and revenue accountability.
• Identify strategic opportunities to improve revenue growth through pipeline health, deal quality, and win rate improvements.

Forecasting & Performance Governance

• Own CCL’s forecasting framework and pipeline review cadence.
• Ensure CRM-enabled forecasting discipline by establishing clear definitions, data standards, and consistent usage of pipeline stages, opportunity criteria, and reporting structures.
• Partner with Finance to align revenue reporting, and performance
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• Define key revenue performance metrics and executive reporting standards.
• Partner with VP of Enterprise Data & Analytics to ensure revenue data quality, governance, and integration with enterprise data strategy
• Leverage enterprise analytics capabilities and AI tools to enhance pipeline intelligence and revenue optimization
• Provide leadership with forward-looking insights on pipeline risk and revenue opportunities.

GTM Alignment & Optimization

• Ensure alignment between Marketing, Sales, and Account teams across lead management, pipeline development, and client lifecycle.
• Oversee the governance and performance of lead generation and conversion processes, ensuring Marketing and Sales alignment on lead quality, handoffs, and pipeline velocity.
• Drive improvements to pipeline coverage, deal velocity, and win rates through data-driven operational initiatives.
• Surface strategic insights that support cross-sell, upsell, and account expansion opportunities.

RevOps Team Leadership

• Lead and develop the Revenue Operations team, creating a centralized, enterprise capability and building organizational understanding of the function.
• Manage a team responsible for CRM governance, ensuring all CRM activities, processes, and data standards are consistently followed and maintained across the organization.
• Own the definition, maintenance, and continuous improvement of CRM systems, including pipeline stages, opportunity definitions, and reporting structures.
• Establish and enforce sales process discipline and operating cadence (e.g., pipeline reviews, forecast reviews) enabled by CRM system design and configuration.
• Set the RevOps roadmap and prioritize initiatives that support revenue growth and operational efficiency.
• Serve as a strategic partner to executive leadership on commercial performance and operational improvements.

RevOps Integration with Operations and Finance

• Partner with Operations to ensure seamless handoff from Sales, including accurate and timely transfer of statement of work, contract, and project data required for CCL’s project management systems.
• Collaborate with Finance and Operations to ensure consistency between CRM data, project systems, and revenue recognition processes.

Qualifications

• 8+ years of experience in Revenue Operations, Sales Operations, or GTM strategy roles.
• Experience designing forecasting frameworks, pipeline governance models, and revenue reporting systems.
• Strong business and financial acumen with the ability to translate data into strategic insights.
• Experience leading CRM implementations or major GTM system transformations preferred.
• Demonstrated ability to influence senior leadership and drive cross-functional alignment.

Success in This Role

Success in this role is defined not only through execution, but through influence and strategic leadership to build and integrate this new capability into the CCL system. The result is a revenue organization that operates with clarity, discipline, and predictability. Forecasts are accurate and forward-looking, pipeline visibility improves, and leadership can confidently make strategic decisions based on reliable revenue insights.

The hiring range for this role is $155,000 - $165,000 annually, with offers based on relevant qualifications and experience.