Director, Revenue Operations & Systems

We're looking for a hands-on operations leader to own the intersection of Deal Operations and GTM Systems, translating go-to-market strategy into the processes, governance, and tooling that let the field execute efficiently.  

This role leads the Deal Operations team through the full order-to-contract lifecycle, including quoting, pricing, deal desk, and renewals, while directing the Systems team's stewardship of our GTM tech stack (Salesforce, Gong, Accord, DealHub and more). You'll serve as the connective tissue between Finance, Sales leadership, and the systems and operations teams that support them, owning the governance frameworks, operating rhythms, and tool access controls that keep the GTM engine running smoothly.  

This is a people-leadership role for someone who combines strong Salesforce and deal-ops expertise with an eye toward automation and AI-assisted workflows, ideally with experience in a PE-backed or high-growth SaaS environment. Reports to the SVP, Finance & RevOps. Remote (U.S.). 

Responsibilities 

GTM Strategy Execution 

• Partner with Sales leadership, ELT and SLT to execute on GTM strategy and insights and translate them into operational processes the field and systems can execute against. 

• Own the governance framework for how strategy decisions flow into systems and field processes. Ensure policies are well documented. 

• Serve as the cross-functional bridge between Finance, Sales leadership, Deal Operations and GTM systems, ensuring alignment and clean handoffs. 

• Partner with enablement to drive seller productivity, workflow optimization, and manager support. 

• Own the operational handoff between deal operations and Finance's cash collections process, serving as the escalation point for deal structure or contract terms that impact billings or collections. 

Operations Planning 

• Own RevOps ticket queue and ensure tickets and requests are triaged appropriately. 

• Design and document the operating rhythms and governance processes that keep GTM Systems and Deal Ops running smoothly. 

• Govern GTM tool access and AI credit utilization by maintaining user access controls across the tech stack, conducting regular access audits, and monitoring AI tool consumption to ensure spend stays within budget. 

• Stay ahead of the stack by evaluating tooling, directing integrations, and championing AI-assisted workflows where they create real leverage. 

• Oversee any contractor relationships ensuring high-quality partnership and adherence to budget. 

Deal Operations Oversight 

• Oversee the Deal Operations team through the full order-to-contract process, including pricing operations, quoting and deal desk.  

• Manage renewals end-to-end lifecycle, including owning the handoff from executed contracts to Finance for cash collections, ensuring clean data transfer, timing alignment, and resolution of any billing or collections issues that trace back to deal structure. 

• Support the field with deal-related issues and provide managers with ad hoc operational support, such as campaign contact lists and field-facing resources. 

• Own the governance of deal approval processes, ensuring deal structure issues are flagged and escalated appropriately. 

• Lead close-of-period process, including confirming bookings accuracy and partnering with Finance on period-end reconciliation. 

• Identify and drive automation opportunities across the entire order-to-cash process to reduce manual load and increase cycle speed. 

Systems Team Oversight 

• Direct the Systems team lead and team in owning and evolving the GTM tech stack, including Salesforce, Gong, Accord, DealHub and other related systems as well as roadmap ownership and prioritization. 

• Ensure the stack is integrated, healthy, and not creating friction for the field. 

• Oversee field triage for system issues and ensure recurring issues are addressed upstream in process or configuration. 

Qualifications 

Experience and Skills 

• 8 to 12 years in Revenue Operations, GTM Operations, or a closely related function with a track record of translating strategy into field-ready operational processes. 

• Ability to partner with and communicate across GTM leadership, translating strategy and insights into actionable processes and system requirements. 

• Proven people leader with a track record of developing talent and driving team performance. 

• Experience in a PE-backed or high-growth SaaS environment. 

• Strong Salesforce expertise to evaluate architectural decisions, identify configuration optimizations, and serve as a business partner to technical teammates, translating GTM strategy into system requirements they can execute against. 

• Solid command of deal operations mechanics including quoting, CPQ, deal desk approval workflows, and renewal management. 

• AI-curious mindset with awareness of where AI and automation are going in GTM and the ability to direct a technically strong team toward high-leverage automations with a drive to build toward a more automated revenue operations function.