Director/Sr. Director of Revenue and Sales Operations

HSI is a fast-growing SaaS company helping organizations simplify safety, compliance, and workforce management — empowering businesses to keep their people safe, trained, and compliant.

We’re seeking a Director/Sr. Director of Revenue and Sales Operations to lead the strategy, systems, and insights that drive predictable revenue and scalable growth. This role unifies Sales, Marketing, Customer Success, and Finance around consistent data, streamlined processes, and operational excellence. As the company scales, the leader will further strengthen our Revenue Operations engine, with a focus on forecasting accuracy, data-driven segmentation, outbound performance, customer expansion, and retention.

Revenue Operations

• Develop and implement strategic initiatives that optimize the full revenue lifecycle.
• Align business goals with revenue strategies across departments.
• Deliver data-driven insights to support planning and improve sales performance.
• Ensure the integrity, quality, and usability of customer and prospect data, building on current initiatives.
• Provide actionable insights through data analysis to support decision-making and continuous improvement.
• Design and maintain accurate sales and revenue forecasting models in collaboration with Finance.
• Monitor variances between projected and actual revenue and adjust strategies accordingly.
• Work with Marketing to align campaigns and automation strategies with revenue objectives.
• Evaluate and enhance marketing automation tools to improve lead generation and conversion rates.
• Partner with Customer Success to strengthen retention strategies and identify upsell and cross-sell opportunities.
• Leverage analytics to drive improvements in multi-line product conversions and customer expansion.

Sales Operations

• Oversee existing applications related to sales force operations and automation.
• Develop quote-to-order processes to improve efficiency and increase customer satisfaction.
• Create reports detailing pipelines, forecasts, productivity, quota attainment, and other sales metrics.
• Assist in territory planning through analysis of territory potential.
• Support sales incentive development, administration, and alignment with broader organizational goals.

Technology & Process Optimization

• Oversee the evaluation, integration, and management of RevOps tools and platforms.
• Ensure seamless interoperability between technologies to maintain a streamlined tech stack.
• Support data warehouse initiatives for reporting across CRM, production systems, account health, churn risk, and upsell/cross-sell indicators.
• Identify, implement, and refine processes that enhance operational efficiency and drive scalability.
• Continuously evaluate processes using performance data and KPIs.
• Improve processes methodically while maintaining operational continuity; evolve systems rather than completely rebuilding them.

Cross-Functional Leadership & Collaboration

• Foster alignment and open communication across Sales, Marketing, Customer Success, and Finance.
• Act as a strategic liaison to ensure a cohesive and unified approach to revenue generation.
• Coordinate with GTM leaders to ensure workflows, strategies, and goals remain aligned across functions.

Team Leadership & Development

• Lead and direct the work of team members, including responsibility for hiring, performance management, and personnel decisions.
• Contribute to strategic planning, direction, and goal setting for the department or function.
• Establish departmental policies, practices, and procedures with measurable organizational impact.
• Lead training initiatives on new tools, processes, and best practices.
• Promote a culture of continuous improvement and professional development within the revenue operations team.

• 7+ years of progressive experience in Revenue Operations, Sales Operations, or a related GTM operations function, ideally within a SaaS environment.

• 5+ years in a leadership or management role, with responsibility for team development, hiring, and performance management.
• Demonstrated success owning forecasting models and driving data-driven revenue strategies in partnership with Finance.
• Strong working knowledge of CRM systems (e.g., Salesforce), marketing automation platforms (e.g., HubSpot or Marketo), and business intelligence tools (e.g., Tableau, Power BI).
• Experience building or supporting data warehouse environments for unified reporting across CRM/SFA systems and customer/production data sources (e.g., account health, churn risk, expansion indicators).
• Proven ability to lead process optimization and implement automation that enhances operational efficiency and supports scalable growth.
• Experience establishing departmental policies, practices, and procedures with measurable organizational impact.
• Excellent project management, communication, and cross-functional collaboration skills, with the ability to operate hands-on while driving strategic outcomes.

• Bachelor's degree in Business, Analytics, Marketing, or a related field (Master’s degree preferred).

• Be part of an established SaaS organization entering an exciting phase of accelerated growth and market expansion.

• Lead the evolution of HSI’s alliances strategy, building enterprise partnerships that complement our existing partner ecosystem and accelerate market reach.
• Work directly with the CRO and senior leadership team to define and execute high-impact partnership and go-to-market strategies.
• Grow into a leadership role with future responsibility for a dedicated partnerships and channel team as the department scales.
• Enjoy a competitive compensation structure, including commission tied to partnership performance and comprehensive employee benefits.
• Join a collaborative culture where innovation, accountability, and entrepreneurial thinking are encouraged at every level.