Director of Revenue Operations

Responsibilities:

Revenue Systems and Data Infrastructure

• Own CRM architecture, data governance, and GTM systems across Sales, Marketing, and Customer Success
• Build scalable analytics frameworks covering lead generation, pipeline conversion, retention, and expansion
• Maintain revenue reporting models supporting ARR, MRR, NRR, CAC, LTV, and forecasting metrics
• Evaluate and implement revenue technology systems including CRM, CPQ, BI, and forecasting tools

Forecasting and Pipeline Management

• Design and manage revenue forecasting processes across enterprise and PLG motions
• Lead weekly pipeline reviews and establish CRM hygiene standards
• Build dashboards and reporting infrastructure for executive and board level visibility

Compensation, Quota, and Territory Design

• Partner with Finance and executive leadership on compensation planning and territory design
• Build scenario planning models for quota capacity and headcount forecasting
• Ensure compensation plans and payouts are accurate and transparent

Deal Desk and Enablement Leadership

• Provide strategic oversight for Deal Desk and Enablement functions
• Partner on CPQ implementation, onboarding infrastructure, and GTM playbook development

Cross Functional Alignment

• Serve as the operational bridge between Sales, Marketing, Finance, Legal, and Customer Success
• Partner with Finance on revenue recognition and ARR reporting standards
• Partner with Legal on contract workflows and governance

AI Powered Operations

• Implement AI tools and workflow automation across Revenue Operations
• Evaluate AI assisted forecasting, pipeline scoring, and automation platforms
• Build scalable operational systems that improve efficiency without requiring proportional headcount growth