Director of Revenue Operations

Coast is re-imagining the trillion-dollar U.S. B2B card payments infrastructure, with a focus on the country’s 500,000 commercial fleets, 40 million commercial vehicles, and many million commercial drivers. The incumbent technologies that cater to these customers are decades old, and drivers and fleets increasingly demand modern digital experiences and affordable and transparent financial services products. Coast's mission is to deliver them at a transformational scale, beginning with the Coast Fleet and Fuel Card built on a cutting-edge spend management platform. 

We’re seeking a Director of Revenue Operations to own the design, implementation, and management of the systems, processes, and data infrastructure that power Coast’s sales, marketing, partnerships, and customer success teams. As the Director of RevOps, you’ll be the operational backbone of our go-to-market engine—building systems, processes, and insights that accelerate growth, improve conversion and retention, and support our next stage of scale.

This is a high-impact, cross-functional role that requires a strategic thinker who can also roll up their sleeves to drive execution. You’ll work closely with GTM leadership, finance, product, and data teams to ensure revenue teams have the operational leverage, insights, and tooling they need to hit their targets and deliver exceptional customer experiences.

Responsibilities

• Strategy & Planning
  • Partner with GTM leadership to develop and execute revenue growth strategies and forecasting models
  • Lead annual and quarterly planning processes across sales, marketing, partnerships, and customer success

• Systems & Tools
  • Own the architecture, administration, and development of our revenue tech stack (including Salesforce, Hubspot, Outreach, Grain, Calendly, Zoominfo, and Cloudingo)
  • Implement new tools and integrations to support GTM scale, including lead scoring, routing, lifecycle automation, and attribution
  • Maintain clean, structured data across platforms through robust data governance and enrichment

• Analytics & Insights
  • Build and maintain reporting that provides real-time insights into pipeline health, funnel metrics, conversion rates, pipeline velocity, sales rep productivity, CAC/LTV, and churn
  • Partner with finance and data teams to ensure forecasting accuracy and metric consistency across dashboards, executive reporting, and board reporting
  • Own attribution modeling and campaign tracking to measure marketing and sales ROI across all channels
  • Deliver actionable insights to improve performance across lead generation, sales productivity, and customer retention.
    
    
• Process Optimization
  • Define, standardize, and continuously improve processes for lead routing, account scoring, sales cycle management and opportunity stages, territory design and assignment, account expansion, compensation design, and sales enablement.
  • Drive operational rigor and excellence across marketing, sales, partnership and CS teams by ensuring adherence to defined processes and adoption of playbooks and enablement programs
    
    
• Cross-Functional Leadership
  • Serve as the operational lead across GTM teams - ensuring alignment on targets, reporting, and system workflows
  • Act as the connective tissue across GTM, finance, and product teams to link product usage, pricing, and customer segmentation to GTM strategy
  • Lead RevOps roadmap planning and own project management for cross-functional system and tooling initiatives
    
    

Requirements

• 7+ years of experience in Revenue Operations, Sales Operations, or a related role with at least 3+ years in high-growth B2B SaaS or fintech environment
• Experience scaling RevOps functions at a startup or Series B/C company
• Expertise in Salesforce administration and optimization, including complex workflows, process builders, validation rules, and integrations
• Deep knowledge of modern GTM tools and systems; strong systems thinking and ability to design scalable processes
• Proven experience working with SQL and BI tools to self-serve data and drive insights
• Strong analytical skills with the ability to derive insights and tell stories with data
• Excellent communication and project management skills; proven ability to influence senior stakeholders and lead cross-functional initiatives
• Highly analytical, systems-oriented, and detail-oriented with a bias toward action and a love for building structure in fast-paced, ambiguous environments

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of our total compensation package that also includes benefits, signing bonus, and equity. Pay decisions are based on a number of factors, including scope and qualifications for the role, experience level, skillset, and balancing internal equity relative to other Coast employees. We expect the majority of the candidates who are offered roles at Coast to fall healthily within the range based on these factors.

• Salary range: $200,000 - $220,000 annually
• Signing bonus
• Equity grant: commensurate with level determined at the discretion of the company, with meaningful potential upside given the company’s early stage
• Benefits overview:
• Medical, dental and vision insurance
• Flexible paid time off (vacation, personal well being, paid holidays)
• Tools to help manage your financial wellness, including webinars, access to an equity tax advisory service, and company-sponsored 401(k)
• Paid parental leave
• $400 accessories allowance (a keyboard, mouse, headphones, etc.)
• Education stipend
• Free lunch every Friday

Critically, you must be practical and business-minded, smart and creative, and excited about the rewards and volatility of an early-stage venture-backed startup.

Coast is founded and led by Daniel Simon, who previously cofounded Bread (breadpayments.com), a leading payments and credit technology firm backed by some of the world’s top VCs which was acquired for $500MM+ in 2020.