Sr. Director, Revenue Systems and Data

About the Role

We are looking for a Senior Director of Revenue Systems and Data to serve as the owner of our revenue systems and operating data, with primary accountability for Salesforce and its adjacent GTM platforms.

This role sits within the Finance & Operations organization and reports directly to the COO, reflecting its cross-functional mandate. You will partner closely with Sales, Marketing, Customer Success, Product, Finance, and Executive Leadership to ensure that our revenue systems accurately reflect how the business operates and scale with the company over time.

You will own the architecture, integrity, and evolution of our Salesforce ecosystem, lead a team, and ensure that our systems enable strong execution, reliable forecasting, and shared understanding across teams.

Key Responsibilities

Own Revenue Systems End to End

• Serve as the owner of Salesforce and connected GTM systems, including Sales Cloud, CPQ, Conga, and integrations.
• Own the end-to-end revenue data model across lead, opportunity, quote, contract, renewal, and expansion workflows.
• Define and manage the roadmap for revenue systems, balancing new capabilities, usability, and technical debt.
• Ensure systems are reliable, scalable, and trusted as the operational system of record.

Enable Cross-Functional Execution

• Partner with Sales, Marketing, Customer Success, Product, Finance, and Leadership to translate business needs into effective system design.
• Balance competing stakeholder priorities and make thoughtful tradeoffs in service of the company as a whole.
• Ensure systems support how teams actually work, not just how metrics are reported.
• Partner closely with the Head of Revenue Strategy & Operations who owns revenue strategy, forecasting outcomes, and executive insights, to ensure systems and data fully support decision-making needs.

Metrics Consistency and Reporting

• Ensure company-wide definitions for ARR, pipeline, funnel, renewals, expansion, and churn are seamlessly integrated into revenue systems and find opportunities for improvement and clarity
• Design dashboards and forecasting frameworks that provide leadership with clear visibility into performance, risk, and opportunity.
• Partner with Finance on reconciliation to billing and financial systems while maintaining operational integrity.

Salesforce Architecture & Systems

• Architect, administer, and continuously improve the Salesforce instance, including Sales Cloud, CPQ, and Conga, to support scalable quote-to-cash, renewal, and expansion workflows.
• Own the revenue data model across Salesforce and connected systems to ensure a single source of truth for ARR, pipeline, and funnel metrics.
• Design configuration, custom objects, and process automation to reduce manual work, improve data quality, and support investor reporting requirements.
• Lead system integrations between Salesforce, billing platforms, and financial systems to ensure seamless data flow and accurate reconciliation.

Data Quality & Governance

• Establish guardrails, controls, and validation to maintain data integrity without slowing teams down.
• Identify and resolve root-cause issues when data or processes break.
  Maintain documentation of system architecture, workflows, and metric definitions.
• Support audit and investor needs in a way that keeps GTM systems usable and efficient.

Lead & Develop the Team

• Lead and develop a team covering Business Intelligence and Salesforce Administration.
• Set clear ownership boundaries and expectations across analytics, systems, and operations.
• Ensure the team delivers both day-to-day reliability and long-term improvement.

Qualifications

• 10+ years in Revenue Operations, Sales Operations, or GTM Systems roles in B2B SaaS.
• Deep hands-on experience owning Salesforce as a cross-functional platform (Sales Cloud, CPQ, Conga).
• Proven ability to work effectively with Sales, Marketing, Customer Success, Finance, Product, and Executives.
• Strong understanding of quote-to-cash workflows and recurring revenue models.
• Experience leading or mentoring teams.
• Comfort operating in fast-moving, high-expectation environments where tradeoffs are constant.
• Experience in a private-equity-backed SaaS company desirable
• Salesforce Administrator or Developer certification a plus
• Experience integrating Salesforce with ERP or billing systems (e.g., NetSuite) desirable
• Prior ownership of Salesforce redesigns, migrations, or scale-up initiatives preferred

Benefits

• Comprehensive Health, Dental, and Vision Insurance
• 401K with company match (100% of the first 3% and 50% of the next 2%)                    
• Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents
• Phone and internet stipend
• Wellness, learning, and coworking reimbursements
• Flexible work hours
• Unlimited PTO
• 11 paid holidays and December holiday closure
• Annual In-Person Event
• The compensation range for this position is $160,000-$190,000.