Sr. Director, Revenue Operations

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
• Own sales forecasting methodology and facilitate pipeline health reviews
• Develop playbooks and SLAs across the full GTM lifecycle
• Champion change management across GTM systems, processes, and workflows
• 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

Benefits