Senior Director, Revenue Operations & Strategy
Remote-first within the U.S., U.S. time zonesFull-TimeDirector
Salary218000 - 295000 USD per year
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Job Details
- Experience
- 8–12+ years in GTM Strategy, Revenue Operations, Sales Operations, or Business Operations; 5+ years leading multi‑disciplinary RevOps or Sales Ops teams
- Required Skills
- Salesforce
Requirements
- 8–12+ years in GTM Strategy, Revenue Operations, Sales Operations, or Business Operations within B2B SaaS or platform businesses
- Experience with subscription and usage‑ or consumption‑based models
- 5+ years leading multi‑disciplinary RevOps or Sales Ops teams (people managers, analysts, systems owners)
- Track record of building high‑performing teams
- Proven ownership of revenue forecasts, pipeline analytics, and GTM reporting at scale
- Clear improvements in forecast accuracy, visibility, and accountability
- Demonstrated success leading deal governance and commercial policy (discounting, approvals, non‑standard terms)
- Experience designing and administering scalable sales compensation plans, including quota setting, territory design, and performance analytics
- Track record of operating effectively in high‑growth, fast‑changing environments and guiding teams through change
- Deep proficiency with Salesforce and modern GTM tooling (marketing automation, sales engagement, BI/revenue analytics)
- Experience with configuration and tool evaluation for GTM tooling
- Advanced analytical and problem‑solving skills
- Excellent written and verbal communication; executive‑ready and skilled at turning complex data into simple, compelling narratives
- High-impact self-starter with strong ownership and a bias toward action
- Strong process and operational thinking, with the ability to design and document end‑to‑end workflows and drive consistent adoption
- Bachelor’s degree in Business, Economics, Engineering, or related field, or equivalent practical experience
- MBA or advanced degree is a plus
Responsibilities
- Serve as the CRO’s primary GTM strategy and operations partner across new business, expansion, and renewals
- Drive sales productivity by improving win rates, pipeline coverage, and sales cycle efficiency
- Lead and scale a high‑performing RevOps org (Sales/CS Ops, analytics, systems, deal desk)
- Own the revenue forecast and pipeline inspection, driving accuracy, predictability, and accountability
- Run the GTM operating rhythm (forecast, pipeline reviews, QBRs, exec/board reviews)
- Turn GTM strategy into tight OKRs, KPIs, and initiatives tied to revenue, NRR, profitability, and efficiency
- Own GTM analytics and KPI governance, maintaining a single, trusted view of performance
- Set and enforce commercial guardrails and run a strategic deal desk
- Design and administer scalable compensation plans (quotas, territories, accelerators, SPIFFs)
- Define GTM coverage and territory strategy (segments, verticals, geos, account assignments)
- Build an AI‑first GTM stack and AI agents that automate workflows, improve data quality, and boost seller productivity
- Continuously simplify and improve GTM processes and enablement
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