Sr. Director, Revenue Operations

About the Role:

We are looking for a Sr. Director, Revenue Operations to architect and lead the processes and systems that drive our go-to-market engine across all regions. This role sets the strategic vision and long-term direction for revenue generation across the entire GTM organization — unifying Sales Ops, Marketing Ops, and Customer Success Ops into a single end-to-end process. It requires deep, hands-on analysis of our pipeline, conversion rates, and sales capacity. This leader reports to the CFO, directly shaping company-wide GTM policy with decisions carrying both immediate and long-term organizational impact. You will be responsible for building the infrastructure, insights, and operational cadence that drive revenue growth, productivity, and commercial excellence.

In this cross-functional role, you will build and mentor the team that manages our:

• Sales Operations
• Marketing Operations
• Customer Success Operations
• Deal Desk
• GTM Systems

You’ll thrive in this role if you:

• Combine strategic thinking with operational rigor and disciplined execution
• Forward thinking approach – getting in front of emerging trends ahead of the business
• Are a trusted thought partner to sales and GTM leadership
• Excel in fast-paced, evolving environments and know how to build for scale
• Bring strong analytical acumen, systems thinking, and cross-functional influence
• Thrive in designing processes and teams from the ground up introducing fresh ideas and frameworks that will enable the business to operate more holistically and less reactive.

Responsibilities:

GTM Strategy & Planning

• Lead territory design, ICP segmentation, capacity planning, and account prioritization
• Serve as a trusted advisor to the executive team, influencing policy and strategic direction
• Own sales forecasting methodology and facilitate pipeline health reviews
• Develop playbooks and SLAs across the full GTM lifecycle
• Champion change management across GTM systems, processes, and workflows

Sales Compensation & Deal Operations

• Design and support the management of compensation plans across GTM teams, including SPIFs and incentives
• Operate a centralized deal desk for pricing strategy, discounting, and approval workflows
• Administer performance analytics and compensation systems

Revenue Operations & Systems

• Lead optimization of the GTM tech stack, including Salesforce and Hubspot
• Automate quote-to-cash workflows to drive efficiency and speed
• Partner with IT on systems integrations and improvements

Insights & Forecasting

• Manage processes for reporting and analyzing deals through the entire customer lifecycle from pipeline to expansion and renewals
• Deliver advanced forecasting, scenario planning, and performance insights
• Develop shared KPIs across GTM, aligned with strategic goals and functional accountability
• Improve rep productivity and coaching through data-driven performance insights

Skills & Qualifications:

• 15+ years in Revenue/Sales Operations or GTM Strategy, including significant senior leadership experience at a $50m+ ARR B2B SaaS company
• Proven success in GTM planning, forecasting, territory design, capacity planning, and incentive strategy
• Recognized authority in revenue strategy and GTM architecture, with deep analytical expertise and demonstrated ability to translate tangible metrics into company-wide strategic direction
• Experience managing and integrating tools like Salesforce and Hubspot
• A strong plus if you’ve successfully built and managed internal AI Agents for GTM automation
• Strong cross-functional collaboration and executive stakeholder management
• Excellent project management and organizational skills
• Strong executive presence, including written/verbal communication skills & stakeholder management