Senior Director, Revenue Operations role to lead and architect processes and systems for go-to-market engine across all regions. Responsible for unifying Sales Ops, Marketing Ops, Customer Success Ops, Deal Desk, and GTM Systems. Role includes strategic vision, pipeline analysis, sales capacity planning, forecasting, compensation management, deal desk operations, GTM tech stack optimization (Salesforce, Hubspot), automation of quote-to-cash workflows, and advanced forecasting and performance insights. Requires 15+ years in Revenue/Sales Operations or GTM Strategy with senior leadership experience at a $50m+ ARR B2B SaaS company. Strong analytical, project management, and executive communication skills required. Benefits include flexible PTO, paid holidays, medical/dental/vision insurance, 401k match, paid parental leave, and wellness memberships. Salary range $190,000-$200,000 plus bonus. Remote US role.
What you'll do
Lead territory design, ICP segmentation, capacity planning, and account prioritization
Serve as a trusted advisor to the executive team, influencing policy and strategic direction
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Own sales forecasting methodology and facilitate pipeline health reviews
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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
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
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
Requirements
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
Strong cross-functional collaboration and executive stakeholder management
Excellent project management and organizational skills
Strong executive presence, including written/verbal communication skills & stakeholder management
A strong plus if you’ve successfully built and managed internal AI Agents for GTM automation
Tech stack
SalesforceHubspotAI Agents
Benefits
Flexible Paid Time OffPaid Holidays and Floating HolidaysMedical, Dental, Vision, FSA, HSA with employer contribution, Life Insurance and Pet Insurance401k with Employer MatchTake up to 2 Days of Paid Time Off to Volunteer with a 501c OrganizationPaid Parental LeaveCompany-subsidized membership to Wellhub and PelotonFertility and family-building information platform through Carrot
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