Director, Revenue Operations

Order.co is seeking a Director of Revenue Operations to build and lead the operating system behind our go-to-market organization.

• Partner with the CRO, CFO, CEO, and GTM leadership to translate company goals into an integrated revenue operating plan.
• Lead annual and quarterly revenue planning, including capacity modeling, territory and coverage strategy, quota planning, productivity assumptions, and resource allocation.
• Establish clear performance expectations and KPIs across Marketing, Sales, Customer Success, and other revenue-generating functions.
• Build scenario models that help leadership understand risks, opportunities, and tradeoffs before making investment decisions.
• Create a scalable RevOps roadmap aligned with Order.co's growth strategy.
  
  

• Own the company's revenue forecasting methodology and operating cadence.
• Improve forecast accuracy and provide leadership with clear visibility into pipeline, bookings, retention, expansion, and revenue performance.
• Develop executive dashboards and reporting that turn complex data into actionable insights.
• Establish consistent definitions and a trusted source of truth for revenue metrics.
• Identify trends, risks, and opportunities early and drive action across the organization.
  
  

• Design and continuously improve the end-to-end customer lifecycle, from lead generation through acquisition, onboarding, adoption, renewal, and expansion.
• Identify friction, process gaps, and revenue leakage across the GTM organization.
• Establish clear stage definitions, handoffs, SLAs, ownership, and operating standards across teams.
• Partner with GTM leaders to improve pipeline generation, conversion, sales velocity, retention, expansion, and overall revenue productivity.
• Create scalable processes without adding unnecessary complexity.
  
  

• Own the strategy and governance for the GTM technology ecosystem, including HubSpot, marketing automation, customer success, analytics, and supporting revenue tools.
• Ensure systems and processes scale with the business and provide reliable, actionable data.
• Partner with IT and functional leaders on integrations, architecture, automation, and data governance.
• Evaluate technology investments based on business impact, adoption, scalability, and ROI.
• Drive automation and responsible use of AI to increase productivity and improve decision-making across the revenue organization.
  
  

• Develop a comprehensive view of GTM performance across the customer lifecycle.
• Monitor and analyze metrics including pipeline coverage, conversion, win rate, sales cycle, ARR, GRR, NRR, churn, expansion, CAC, productivity, and forecast accuracy.
• Partner with Finance to ensure alignment between operational forecasts and financial planning.
• Conduct funnel, cohort, segmentation, and performance analysis to identify opportunities for growth and efficiency.
• Translate data into clear recommendations and ensure insights lead to action.
  
  

• Build and develop a high-performing Revenue Operations organization as the company scales.
• Establish operating rhythms that create accountability and alignment across GTM leadership.
• Serve as a strategic thought partner to the executive team and functional leaders.
• Bring structure and clarity to complex, cross-functional problems.
• Influence effectively across functions, balancing the needs of individual teams with what's best for the overall business.
  
  

• 10+ years of experience in Revenue Operations, Sales Operations, GTM Strategy, Business Operations, or related disciplines.
• 5+ years leading teams and operating at a senior leadership level.
• Significant experience within a scaling B2B SaaS or recurring-revenue business.
• Demonstrated ownership of revenue planning, forecasting, analytics, and GTM operations.
• Experience supporting multiple GTM functions, including Sales, Marketing, and Customer Success.
• Strong understanding of SaaS economics and metrics, including ARR, NRR, GRR, CAC, churn, pipeline coverage, conversion, and sales productivity.
• Experience designing scalable processes and operating models during periods of rapid growth or organizational change.
• Strong HubSpot and revenue technology experience, with both deep execution experience and the ability to design an integrated GTM architecture.
• Advanced analytical and financial modeling skills with the ability to translate data into executive-level recommendations.
• Experience partnering directly with C-suite executives and presenting complex information in a clear, concise way.
• Demonstrated ability to challenge assumptions constructively, influence without direct authority, and drive accountability across functions.
  
  

Within your first year, you will have established a trusted and scalable revenue operating system that gives leadership significantly greater visibility and confidence in how the business is performing.

• A consistent and reliable revenue forecasting process.
• Clear ownership and definitions across the full GTM funnel.
• Improved visibility into pipeline, conversion, retention, expansion, and revenue performance.
• Strong alignment between Revenue and Finance.
• Executive dashboards that drive decisions rather than simply report activity.
• A prioritized GTM systems and automation roadmap.
• More disciplined quarterly and annual revenue planning.
• Clear identification of revenue leakage and measurable improvements in GTM efficiency.
• A RevOps function viewed as a strategic business partner across Order.co.

• The opportunity to build and lead a critical function with meaningful influence on Order.co's growth strategy and business performance
• Direct partnership with executive leadership and the opportunity to shape how we scale our go-to-market organization
• A high-impact leadership role in a fast-paced, collaborative environment alongside a talented and ambitious team
• Employer-sponsored 401(k)
• Flexible time off and remote work policies
• Robust medical, dental, vision, and wellness benefits
• Generous leave policies and support for new and current parents
• The anticipated annual base salary range for this role is $220,000–$240,000. Actual compensation and title will be commensurate with experience, qualifications, knowledge, and skills.