Sr. Director of Revenue Operations

Responsibilities:

Forecasting and Revenue Planning

Lead the end-to-end forecasting process across bookings, renewals, and retention in partnership with Sales, Finance, Customer Success, Services, and Marketing leadership

Build and maintain clear forecasting methodologies, reporting standards, and inspection processes that improve predictability and decisionmaking

Deliver executive level insights on forecast risk, upside, key trends, and performance drivers

Support annual planning, capacity modeling, and scenario analysis to inform growth and investment decisions

Territory, Quota, and Coverage Design

Partner with GTM leadership to design territory and coverage models aligned to market opportunity, customer segments, and business priorities

Lead annual quota-setting and in-year quota management processes

Monitor attainment trends and recommend adjustments to improve performance, fairness, and coverage efficiency

Pipeline Management and GTM Analytics

Own pipeline reporting and health analytics across regions, segments, and stages

Build dashboards and KPIs that give leadership clear visibility into funnel performance, conversion rates, sales cycle trends, renewals, expansion, and rep productivity

Partner with Sales and Marketing leadership to drive disciplined weekly, monthly, and quarterly pipeline review cadences

Translate data into actionable recommendations that improve pipeline generation, conversion, and overall GTM execution

Customer Lifecycle and Retention Insights

Partner with Customer Success, Delivery and Services leaders to improve visibility into renewals, customer health, churn risk, and expansion opportunity

Help define and operationalize metrics that connect implementation quality, time-to-value, and service delivery performance with long-term retention outcomes

Support consistent lifecycle reporting and analysis that informs retention strategy and customer growth planning

Systems, Process, and Data Governance

Serve as a senior business owner for CRM and the broader GTM systems ecosystem, including tooling that supports forecasting, pipeline management, customer success, and reporting

Improve data quality, process design, workflow automation, and system governance across the revenue organization

Partner with IT, Finance, and business stakeholders to ensure systems support scalable, efficient, and well documented operating processes

Drive standardization across core GTM workflows, from opportunity management to renewals reporting and services coordination

Leadership and Cross-Functional Partnership

Lead and develop a high performing RevOps team across analytics, process, systems, and planning

Act as a trusted partner to GTM and company leadership, helping translate strategy into measurable operating plans

Build strong cross-functional alignment and establish operating rhythms that improve accountability and execution

Support executive reporting, board preparation, and key strategic initiatives related to revenue performance and GTM effectiveness

Requirements:

• 7–12+ years in Revenue Ops, Sales Ops, or GTM Ops

• Strong experience supporting complex enterprise sales cycles

• Deep understanding of multi-motion GTM (direct + partner + technical)

• Hands-on experience with CRM systems (e.g., Salesforce) and analytics tools

• Proven ability to influence senior leadership across functions

• Deep expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations

• Proven track record in forecasting, pipeline analytics, territory and quota planning, and GTM performance management

• Strong analytical and financial modeling skills, with the ability to turn data into clear business recommendations

• Experience building scalable processes in high-growth, cross-functional environments 

• Experience in AI, SaaS, or enterprise technology companies

• Familiarity with marketplace, co-sell, and SI partner motions

• Experience building RevOps functions in high-growth environments

• Exposure to POC-driven sales models

Who You Are:

A systems thinker who can connect multiple GTM motions into one cohesive engine

A builder and operator who thrives in ambiguity and moves quickly

Highly analytical with a strong bias toward action and outcomes

Comfortable influencing executives while driving execution

Commercially minded—you understand how pipeline converts to revenue