Senior Director, Revenue Operations

About the team:

As part of our Revenue Operations team, you will be integral in supporting our Sales Organization to help drive bookings and revenue growth and enhance our client experience.  We continuously focus on providing actionable insights, systems and process administration, and alignment between internal teams.

About the role:

The Senior Director of Revenue Operations will serve as a strategic partner to sales leadership, ensuring the business has the infrastructure, insights, operating discipline, and incentive structures needed to achieve bookings targets. This role requires a player-coach who can operate at both strategic and tactical levels—partnering with senior leaders on business priorities while also rolling up their sleeves to diagnose issues, design processes, build reporting, and drive execution with the team.

Why we’re hiring for this role:

We are hiring this role to elevate Revenue Operations into a more strategic, forward-looking function that helps business leaders make better decisions, improve execution, and accelerate growth. This leader will strengthen our operating cadence, advance our analytical capabilities, and ensure our sales compensation and revenue infrastructure are aligned to company goals.

In the short term you will:

• Meet with internal teams to establish relationships and better understand our business, processes, data, and systems.
• Define and develop a roadmap for the analytics hub and pre-sale function to build/improve processes, reporting and insights, and documentation while aligning with the business and stakeholders.
• Roll up your sleeves with the Revenue Operations team to understand current pain points, troubleshoot reporting, process, and systems issues, and prioritize the highest-impact fixes.

In the long term you will:

• Serve as a strategic partner to leadership, delivering forward-looking insights, identifying risks and opportunities, and recommending actions to improve performance.
• Translate growth goals into actionable plans across sales capacity, pipeline management, and forecasting.
• Ensure the business has trusted data, actionable reporting, and clear performance visibility to support faster, better decisions.
• Own the strategy, design, planning, administration, and continuous optimization of sales compensation plans and incentive programs.
• Assess plan performance, payout outcomes, and behavioral impact; recommend changes to improve effectiveness, simplicity, and alignment to company goals.
• Oversee the strategy and management of revenue technology, including CRM, sales engagement platforms, and compensation systems.
• Create alignment across go-to-market teams on the metrics, operating rhythms, and execution priorities needed to deliver bookings
• Lead business reviews to provide visibility and accountability to our sales teams with focus areas including prospect targeting, rep performance, territory and account optimization, engagement and outbound activities, SPIFF performance and recommendations, and other KPIs.
• Stay hands-on alongside the team—personally building and troubleshooting reporting, processes, and systems.
• Build, lead, and develop a high-performing Revenue Operations team.

What you bring to the team:

Required:

• 10+ years of experience in Revenue Operations, Sales Operations, or a related go-to-market function, including 5+ years in a leadership role.
• Experience serving as a strategic advisor to senior executives and go-to-market leaders
• Demonstrated ownership of sales compensation strategy, design, and administration
• Experience leading forecasting, pipeline governance, sales planning, and performance management
• Strong executive communication skills with the ability to influence decisions and drive accountability
• Proven ability to translate complex analyses into actionable business recommendations
• Proven ability to operate as a player-coach, balancing executive-level strategic partnership with hands-on ownership of analysis, reporting, process design, and operational execution.
• Proven experience building, leading, and developing a Revenue Operations or Analytics team.
• Comfort and expertise manipulating and analyzing large datasets, with advanced knowledge of Excel.
• Proven SalesForce subject matter expert with experience creating reports, optimizing processes, and managing dashboards.
• Experience leading cross-functional collaboration with go-to-market teams.
• Demonstrated success, knowledge, and expertise in Revenue Operations within preferably within a SaaS environment.
• Proven implementation of systems and workflows, process excellence, and accountability management.
• Bachelor's degree in Business, Finance, Analytics, or a related field, or equivalent practical experience.

Preferred:

• SalesForce certification
• Management and/or administration of Revenue Stack including Salesforce, Marketo, Hubspot, Salesloft, ZoomInfo, Gong
• Experience supporting high-volume sales organizations
• Background working closely with finance on revenue analysis and planning
• Experience implementing or managing commission automated platforms.
• Experience in a data-driven, growth-oriented environment.
• Experience with SQL, Tableau, and/or other visualization tools.

NOTE: This job description is not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job as of the date this job description was prepared. Management reserves the right to modify this job in order to meet business needs. 

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.