Director of Revenue Operations

The Opportunity

As Director of Revenue Operations, you'll oversee the strategy, data, and processes across Leaps revenue-generating functions. You'll set the direction for how we plan, sell, measure, and grow revenue, and you'll be a trusted advisor to Sales, Marketing, Customer Success, and Finance leadership.

Sitting in Operations, you'll connect the revenue strategy to the numbers. You'll own the operating rhythm, the forecast, and the metrics leadership uses to run the business, and you'll make sure every revenue number has one owner and one definition.

This role is for a proven leader who turns data into decisions, gives the sales org clear direction, and builds the team, processes, and systems that let Leap scale. You'll stay close enough to the work to pressure-test it, and you'll use AI to help the whole revenue org move faster.

Responsibilities

Set revenue strategy and direction

• Shape and drive Leap's go-to-market strategy with the executive team, translating company goals into clear revenue plans, targets, and priorities.

• Give direction to the sales org: define territories, segments, coverage models, and sales motions, and set the standards for pipeline management and forecast discipline.

• Lead annual and quarterly planning, including bookings targets, capacity and headcount models, quota setting, and compensation plan design.

• Own the revenue operating rhythm: forecast calls, pipeline reviews, QBRs, and the monthly Board KPI package.

• Oversee multiple different revenue types including subscription, consumption, and success-based revenue, sourcing from both customer and partner ecosystem.

Lead cross-functionally

• Act as the connective tissue across Sales, Marketing, Customer Success, Finance, and Product, aligning teams on shared goals, definitions, and handoffs across the customer lifecycle.

• Partner with Marketing leadership on demand strategy, campaign investment, and attribution, and show the pipeline and bookings return on that spend.

• Partner with Finance to tie CRM bookings to billing and recognized revenue, and to support the forecast, budget, and planning models.

• Influence and advise senior leaders with clear, data-backed recommendations, and drive decisions to action.

Turn data into decisions

• Define the KPIs and reporting framework that give leadership a single, trusted view of pipeline, bookings, forecast, ARR, and retention.

• Diagnose sales and marketing performance (funnel conversion, win rates, sales cycle, rep productivity and ramp, pipeline coverage, channel mix) and turn the findings into specific actions for leaders.

• Lead the preparation of cohort, bookings, and pipeline data for diligence and quality of earnings (QoE) in a sale process.

Own the systems roadmap

• Set the strategy and roadmap for Salesforce and the GTM tech stack, guiding the Salesforce / RevOps Admin and Solutions Architect on architecture, standards, and priorities.

• Lead the evaluation, selection, and rollout of new RevOps tools and integrations, owning vendor relationships, budget, and timelines.

• Establish data governance and change management across revenue systems so data stays clean and knowledge scales.

• Champion AI and automation across the revenue org, such as AI-assisted forecasting, pipeline risk signals, and self-service reporting, with appropriate controls.

Build and lead the team

• Hire, develop, and lead a high-performing RevOps team, setting clear goals and growing future leaders.

• Performs other duties as assigned.

Qualifications

Required

• Bachelor's degree in business, finance, economics, analytics, information systems, or a related field.

• 7+ years of experience in revenue operations, sales operations, or GTM strategy, in B2B (preferably SaaS) with high transaction volume, including 2+ years leading a RevOps or Sales Ops function.

• A track record as a strategic partner to GTM leadership: designing territories, coverage models, quotas, and comp plans, and giving clear direction that changed how a sales team performed.

• Proven ability to lead cross-functionally and influence executives, aligning Sales, Marketing, Customer Success, and Finance around shared goals.

• Experience owning the revenue forecast and operating cadence, as well as presenting revenue performance to an executive team on a weekly/monthly basis.

• Strong command of SaaS metrics: ARR movements, net and gross revenue retention, CAC and payback, pipeline coverage, and forecast accuracy.

• Experience hiring, developing, and leading a team.

• Deep working knowledge of Salesforce and the GTM tech stack, enough to set strategy, make build-versus-buy calls, and guide technical team members.

• Experience partnering with Finance to reconcile bookings to billing and revenue.

• Strong skills leverage AI tools and leading their adoption, such as Salesforce Einstein or Agentforce, generative AI assistants, and AI features in BI and sales tools.

Preferred

• Experience in a private equity-backed or vertical SaaS company, including leading data readiness for a sale process or due diligence.

• Experience scaling a revenue org through a growth stage, such as entering new segments or building a new sales motion.

• Hands-on familiarity with SQL and a BI tool such as Tableau, Power BI, or Looker.

• Experience with marketing automation (HubSpot, Marketo, or Pardot), multi-touch attribution, and sales engagement or conversation intelligence tools such as Gong, Outreach, or Salesloft.
• Experience with billing, CPQ, or data tools such as NetSuite, Sage Intacct, Fivetran, or Snowflake.

What Success Looks Like (First 90 Days):

• You've built relationships with Sales, Marketing, CS, Product and Finance leaders, assessed the current GTM motion and systems, and shared a prioritized RevOps plan.  

• Leadership runs the business on one trusted set of metrics, the forecast cadence is in place, and the GTM org has clear direction on funnel performance, coverage, and pipeline standards.  

• Forecast accuracy and sales productivity have measurably improved, planning and comp run smoothly, and the GTM teams and systems are ready to scale.

Pay Range 150000 - 180000 USD