Director - Global Revenue Operations

• Sales Technology: Own the end-to-end GTM technology stack (Salesforce, HubSpot, Einstein, Fireflies, Slack), ensuring system integrity, data accuracy, and a single source of truth. Own vendor relationships, tech-stack audits, the technology budget, and new employee onboarding across all revenue systems.
• SalesOps: Own the operating system of the sales organization – sales process design, territory planning and segmentation, quota modeling and allocation, pipeline management and forecasting, and velocity and churn/retention analytics.
• Compensation: Own compensation policy design, quota structure, performance measurement, the GTM scorecard, and commission administration (accelerators, SPIFs, exceptions). Ensure on-time delivery of actualized performance data to HR for payroll and model incentive scenarios each quarter.

• Own the AI transformation roadmap for revenue operations: identify the highest-impact opportunities across all three pillars, and drive initiatives from proof-of-concept through full-scale implementation.
• Lead adoption of AI-powered tools and workflows – intelligent lead scoring, automated deal analysis, pipeline forecasting, and customer health monitoring.
• Drive AI fluency across the revenue organization through structured enablement and change management.

• Annual: goal-framework design, territory planning, tech-stack audit, compensation policy refresh, vendor reviews, and budget.
• Quarterly: run the Actualize → Plan → Deliver cycle across all three pillars – close prior quarter, finalize forecasts and incentive models, and deliver quotas, comp plans, and system builds before quarter start.
• Weekly: pipeline reviews with sales leaders, activity reviews, hygiene enforcement, adoption monitoring, and support triage.

• Lead a multi-function team spanning Sales Technology, SalesOps, and Compensation. Build a high-performance culture where commitments are honored and outcomes take precedence over activity.
• Set quarterly OKRs for all team members with clear accountability for deliverables and timelines. Report on outcomes with measurable business impact.
• Be a leader within the Bangalore HQ office, leading cross functionally and using influence to drive outcomes.

• 10–15 years of progressive experience in revenue operations, sales operations, or business operations within digital advertising, B2B SaaS, or technology.
• Demonstrated success leading a multi-pillar revenue operations function spanning sales technology, sales operations, and compensation.
• Experience owning the full revenue lifecycle: sales process design, territory planning, quota modeling, pipeline management, forecasting, velocity analytics, churn/retention, and compensation administration.
• Track record leading AI or automation transformation initiatives within a revenue or go-to-market organization, from evaluation through adoption.
• Deep working knowledge of Salesforce, HubSpot, Looker, and revenue intelligence platforms (Einstein, Gong, Clari, Fireflies).
• Proven leadership of cross-functional teams at a global scale with documented business impact and a track record of holding teams to deliverables.

• Bias for action: You move decisively, prioritize execution, and course-correct as needed.
• 1:1 say/do ratio: Your commitments are reliable. You deliver what you promise, when you promise it.
• Accountability-driven: You set clear expectations and hold yourself and your team to them as an operating principle.
• Solution-oriented: Every problem comes with a proposed path forward.
• Analytical rigor with the ability to translate complex data into business decisions.
• Strong project management discipline across multiple concurrent functional areas.
• Excellent communication skills with an emphasis on clarity, directness, and follow-through.
• Experience in high-growth, fast-paced technology environments. Familiarity with revenue recognition principles, financial planning, and tools such as Excel, SQL, or Tableau.

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