Director of Revenue Operations

United StatesRemoteFull-timeexecutive

OtherRevenue Operations

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Quick Summary

Requirements Summary

6+ years of experience in Revenue Operations, Sales Operations, Business Operations, or GTM Strategy within B2B SaaS, including meaningful experience as a hands-on individual contributor.

Technical Tools

OtherRevenue Operations

This role will lead the systems, data, and strategy that connect Sales, Marketing, and Customer Success into a unified revenue engine. You will shape how markets are segmented, accounts are prioritized, leads are routed, territories are designed, and pipeline is forecast. As a hands-on builder, you will establish scalable processes and infrastructure rather than simply oversee an existing function. You will work across CRM, data warehouse, marketing automation, product usage, and billing systems to create reliable revenue intelligence. AI will be central to how you map markets, automate operational work, enrich data, and generate insights. This is a high-impact leadership role within a remote-first, fast-moving environment where you will have significant ownership and latitude to build.

Set and track operational targets across pipeline coverage, opportunity generation, stage conversion, speed to lead, CAC efficiency, and pipeline velocity.
Build and maintain market segmentation, ICP targeting, account prioritization, territories, and account assignment models for SMB and DTC audiences.
Own and optimize the GTM technology stack, including Salesforce, HubSpot, Gong, Intercom, integrations, automation, and technology selection.
Establish scalable processes for lead routing, scoring, attribution, enrichment, data hygiene, deduplication, and lifecycle management.
Lead and support Salesforce administration, including configuration, integrations, automation, and system governance.
Connect CRM, marketing automation, product usage, billing, and warehouse data using APIs, custom scripts, and automation.
Build AI-powered workflows using tools such as Clay, LLM APIs, Python, and similar technologies to improve enrichment, market mapping, and operational efficiency.
Develop real-time dashboards and reporting for funnel performance, pipeline health, revenue forecasts, campaign ROI, conversion rates, and other growth metrics.
Partner with CRO, Finance, Marketing, and Analytics teams on strategic planning, forecasting, budgeting, and data architecture.
Define and document GTM processes, rules of engagement, SLAs, territory models, and operational standards.
Own deal desk and approval workflows, including pricing and discount approvals, non-standard terms, quote-to-close processes, and escalations.
Support compensation planning, quota design, incentive alignment, onboarding, training, and operational workflows across revenue teams.
Identify and remove friction throughout the sales process while serving as a connective layer between Sales, Customer Success, Marketing, Finance, and Analytics.
Build leadership readouts that clearly communicate what is changing, why it matters, and where revenue performance can improve.
Manage and develop the Revenue Operations Manager while directing GTM engineering resources toward high-impact initiatives.
Partner closely with FP&A and Data/Analytics to establish strong checks and balances across revenue planning, systems, and reporting.

Requirements

~2 min read

6+ years of experience in Revenue Operations, Sales Operations, Business Operations, or GTM Strategy within B2B SaaS, including meaningful experience as a hands-on individual contributor.
Experience helping scale a company through approximately $20M ARR in a lean, capital-efficient environment, with a track record of building operational systems rather than inheriting fully mature ones.
Strong technical understanding of CRM and data-warehouse architecture, system integrations, data flows, and operational dependencies, with the ability to build solutions independently before delegating.
Experience working with SMB, DTC, PLG, creator-focused, or similarly complex markets where traditional prospecting databases may not provide sufficient coverage.
Strong strategic RevOps expertise spanning compensation and attainment design, pipeline modeling, segmentation, forecasting, and financial planning.
Experience operating or establishing a deal desk, approvals process, or comparable commercial governance function.
Advanced familiarity with AI tools and their practical application to enrichment, market mapping, agent workflows, automation, and repetitive operational tasks, combined with sound judgment around human oversight.
Strong communication skills, with the ability to produce clear operational readouts and translate complex data or process changes into actionable insights.
Comfortable working across a broad functional scope in a remote-first, fast-moving environment with a lean team.
Experience in the creator economy, video, membership, or community software is a plus.
Experience with Salesforce and HubSpot operating alongside a data warehouse is a plus.
Experience building outbound and prospecting motions from an early stage is a plus.
Familiarity with revenue recognition workflows or multi-currency billing is a plus.
Experience partnering directly with a CRO or founder-led GTM organization is a plus.