Senior Director, Revenue Operations

Overview

Senior Director of Revenue Operations to own the systems, processes and cross-functional cadences that align Marketing, SDRs, Sales channels (Commercial, Public Sector, Partners) and Solution Consulting, serving as thought partner to the CRO and leading a team across Sales Ops, Marketing Ops, SDR/Pipeline Ops and Sales Enablement.

What you'll do

• Serve as thought partner to the CRO on annual and quarterly revenue planning, including bookings targets, headcount/capacity models, territory and segmentation design, and quota setting.
• Own the revenue forecast: build and maintain the forecasting methodology, drive forecast calls and cadence, and bring a point of view on pipeline health and risk, partnering with sales leadership to identify and close gaps.
• Prepare exec-level reporting on pipeline, bookings, funnel conversion, productivity and forecast accuracy.
• Surface risks (funnel gaps, rep underperformance, pricing friction, loss signals) before they show up in the quarter-end number.
• Partner with the CRO and CRO-org leaders to highlight business results, key trends, risks and successes across the organization.
• Oversee the Sales Operations, Marketing/SDR Operations and Sales Enablement functions.
• Guide the operational cadence across all functional areas within the CRO organization, ensuring tight alignment and standardized processes.
• Own the end-to-end funnel across marketing, SDR and Sales to ensure a frictionless experience that optimizes results at each stage.
• Oversee onboarding and continuous learning pathways for SDRs, AEs, SEs and Leaders.
• Act as a change agent, ensuring operational infrastructure scales alongside revenue growth.
• Build, manage and develop a Revenue Operations team across Sales Ops, Marketing Ops, SDR/Pipeline Ops and Sales Enablement functions.
• Guide the end-to-end revenue tech stack with an AI-forward approach, integrated with internal AI tools and infrastructure.
• Standardize and govern core processes (lead-to-opportunity, opportunity-to-close, renewal/expansion workflows), ensuring data integrity and consistent definitions across Sales, Marketing and Finance.
• Develop real-time KPI tracking, dashboards, scorecards and standardized reporting to measure performance and provide actionable business insights to leaders.

What you'll need

• 10+ years of experience in Revenue Operations or Sales/CS Operations, with at least 4+ years in a senior leadership role owning a multi-function operations org.
• Mature understanding of GTM and client-facing SaaS strategies, with experience translating them into system and process requirements.
• Experience operationalizing system and process requirements that work for both Revenue and other GTM teams.
• Proven experience leveraging GTM technology and sales tools; current stack includes Salesforce, Snowflake, Omni, Claude, ChatGPT, Clari, Outreach and Marketo.
• Excellent analytical and decision-making skills; ability to work with ambiguity and deliver results.
• Strong written and verbal communication skills, with experience as a strategic business partner.
• Demonstrated ability to build and lead a team, not just an individual function.
• Bachelor's degree or equivalent work experience.

Details

• Location: Remote, United States.