Director of Revenue Operations

Our revenue engine has grown faster than the systems and standards behind it. We need someone who has built a RevOps function before and wants to do it again. You’ll own how we plan, forecast, sell, retain, and pay for revenue, and you’ll be the person leadership trusts to tell them what the numbers mean. This is a senior, hands-on role with no direct reports. You’ll get into the work yourself.

You’ll lead Revenue Operations across the full revenue lifecycle, from pipeline to renewal. That covers planning, forecasting, process standards, GTM tech adoption, territory and compensation design, and the analysis that helps leadership make confident decisions. You’ll run weekly pipeline reviews, make sure reps follow our sales process and keep CRM data clean, and work with Sales, Marketing, Finance, and Customer Success so our documented process matches what actually happens.

• Set and enforce the operating standards for Sales and Customer Success, from ICP alignment and seller activity to opportunity qualification and pipeline management.
• Own revenue forecasting and pipeline health reporting, and turn the data into clear analysis of how the business is performing.
• Own our core SaaS metrics and their definitions: ARR, GRR, NRR, churn, expansion, CAC, LTV, and pipeline coverage.
• Build board-ready revenue reporting with Finance.
• Own renewal forecasting, churn and expansion reporting, and the Sales-to-CS handoffs that drive NRR.
• Own the end-to-end revenue process from lead to renewal. Define how we sell, qualify, and retain, build those standards into our systems, and fix execution where it breaks down.
• Work with Marketing on lead scoring, routing, and lifecycle stages. Set data hygiene standards for Salesforce and HubSpot and hold the team to them.
• Build an attribution model that Sales and Marketing both trust.
• Partner with our VP of Enterprise Applications so our stack (Salesforce, HubSpot, Outreach) reflects how we sell and is fully adopted. You’re accountable for the team getting value from the tools, not for building or owning the systems.
• Put AI and automation to work across forecasting, deal inspection, account research, and reporting, with the goal of giving reps time back.
• Build annual territory, quota, and headcount models with Sales, Customer Success, and Finance.
• Design variable comp for every quota-carrying role, including AEs, BDRs, and CSMs. Set pay mix and OTE, design plan mechanics, and weight new logo, expansion, and renewal so the plan pays for the revenue we want.
• Model plan cost and payout scenarios, produce clear plan documents with Finance, own commission calculations and dispute resolution, and track attainment and comp cost of sale.

• 10+ years in Revenue Operations, Sales Operations, or a similar function, as the senior RevOps owner in a high-growth SaaS or recurring revenue business.
• Experience building a RevOps function from scratch.
• Experience supporting a business in the $25M to $100M ARR range with combined Sales and CS teams of 20 or more.
• Deep familiarity with SaaS unit economics (ARR, NRR, churn, CAC, LTV) and experience building revenue reporting around them.
• Deep, working knowledge of Salesforce and HubSpot, and a clear sense of how to use them to improve the lead journey, sales stages, and handoff to Customer Success.
• Experience designing and modeling variable comp plans for Sales and CS teams. You understand pay mix, quota, and accelerators, and you can defend a plan to both leadership and the field.
• The ability to turn complex data into a clear story for an executive audience.
• Experience with both high-velocity SMB sales motions and enterprise and channel motions, and an understanding of how their operational needs differ.
• A track record of influencing across functions without direct authority.

• Salesforce Certified Administrator credential (strongly preferred). It tells us you get into the system yourself instead of directing others to do it.
• Higher education or edtech experience, including forecasting by adoption cycle and term, not just ARR.
• Comfort building things that don’t fully exist yet. Much of what this role needs is still to be created.