Director – Revenue Operations

Summary:

As the Director, Revenue Operations on the Revenue Operations team, you’ll work cross-functionally to lead and optimize our revenue generating processes, reporting, and systems. Reporting to the Vice President, Revenue Operations, you’ll be responsible for Sales Operations, performance analytics and sales forecasting, as well as business requirements and day-to-day support and administration of our CRM platform. You’ll manage a team of revenue operations analysts, evolve the Customer Success Operations function, and collaborate closely with the Marketing Operations team and other groups.  The successful candidate will have a record of success in improving processes and adoption, delivering insights, and driving business impact using Salesforce and related revenue systems.

What you’ll do:

1. Sales Operations

• Design, implement and maintain operational processes for sales and renewals forecasting, pipeline management, and deal review cadences. 
• Oversee territory management, account assignments, and opportunity tracking to ensure equitable distribution and strategic focus, aligned with best practices. 
• Serve as a trusted business partner to sales and customer success leaders. Support the sales team on opportunity management and quote creation. Partner with Marketing on lead flows.
• Define and manage quotas, ensuring alignment with revenue targets and market potential.

2. Customer Success Operations

• Build scalable processes to support customer retention and upsell strategies.
• Monitor customer success metrics, including churn rate, net revenue retention, and customer satisfaction.
• Collaborate with the Customer Success team to streamline handoffs, onboarding, and lifecycle management.

3. Performance Metrics, Reporting, and Analysis

• Design, develop and maintain dashboards and reports to track key performance indicators (KPIs) across sales, customer success, and demand generation. Drive regular performance reviews and facilitate data-driven decision-making across teams.
• Analyze performance trends, identify opportunities to increase revenue generation and efficiencies, and provide actionable recommendations to leadership.
• Work with revenue leaders to define operational metrics for specific groups within the company. Understand needs, create reporting, and follow up regularly to ensure use of reporting.
• Set up and monitor processes that maintain accurate data at a high quality and integrity level.

4. Systems and Tools

• Collaborate with stakeholders to define business requirements for Salesforce and related systems, ensuring tools align with sales and customer success objectives.
• Lead the operational administration and enhancement of Salesforce and integrated systems, including Zuora CPQ, Clari, and Outreach.
• Work closely with stakeholders to ensure accurate transfer of information to third-party tools, including the billing system (Zuora), marketing automation platform (Marketo) and business intelligence platform (PowerBI).

5. Team Leadership and Cross-Functional Collaboration

• Lead, manage, and develop a high-performing Revenue Operations team.
• Forge trusted and effective partnerships with Sales, Customer Success, Marketing, Finance, and Engineering to ensure alignment across the revenue cycle for day-to-day operations and cross-functional projects. 
• Act as the central point of contact to stakeholders for operational support, ensuring effective troubleshooting of first tier technical and process questions, and smooth collaboration between teams.

Candidates will find success in this role if:

• You’re excited to work cross-functionally, support different departments, and drive to success
• You’re comfortable identifying and executing the highest priority projects, know when to escalate, and when to delegate
• You’re comfortable being the person who has the answers or knows how to find them. Presented with multiple options, you have a calm clarity to advise a direction to take
• You can articulate a business process functionally from Marketing>CRM>ERP
• You are not afraid to take on additional responsibilities

Requirements:

• 8+ years experience in revenue operations, sales operations, or a related field; with at least 3 years in a people leadership role
• Advanced knowledge of Salesforce and other revenue tools, including Zuora CPQ, Clari, Outreach, ZoomInfo, Lean Data, Gong, and Catalyst.
• Experience with BI tools (PowerBI preferred) and design of executive and operational dashboards 
• Familiarity with Marketo and experience with Salesforce integration
• Understanding of bidirectional integrations and data architecture
• Solid knowledge of B2B SaaS/Adtech business models
• Strong analytical ability and the ability to manage multiple priorities in a fast-paced and changing entrepreneurial environment 
• Excellent problem-solving, project management, and organizational skills
• Excellent interpersonal, communication, and presentation skills
• Teamwork oriented, highly collaborative and hands-on in approach #LI-Remote #LI-KS1