Director, Revenue Operations

We are looking for a Director of Revenue Operations to be the central nervous system for our go-to-market (GTM) organization as we accelerate B2B growth and extend the reach of our one-of-a-kind credential protection platform. This is a unique opportunity to own a critical function and partner with leadership across Sales (both Touch and Channel), Marketing, Customer Success, Finance, and Data & Analytics to architect and execute our growth strategy. If you're a results-oriented individual who is passionate about creating scalable processes, leveraging technology (including AI), and using data to make informed decisions, this role is for you.

As Director of Revenue Operations, you will be a key member of the leadership team, responsible for building a best-in-class RevOps function that directly fuels our aggressive growth agenda. You will be tasked with leading all aspects of sales, marketing, and customer success operations, as well as Deal Desk. You will be accountable for a wide range of responsibilities, from the administration of our GTM technology stack and ensuring data hygiene, to strategic planning and forecasting.  Ultimately, you are a force multiplier, enabling our GTM teams to operate more efficiently, scale our processes, and ultimately achieve our mission of becoming the leading credential protection provider for enterprises. You will be the lynchpin that connects our GTM functions, Finance, and Data Teams, ensuring alignment and maximizing our impact on company revenue goals. You will lead a team, responsible for forecasting, building and applying rules of engagement, top of funnel to pipeline analytics, compensation modeling, and systems (CRM, automation, enablement tools). You are intellectually curious, proactive, and empathetic leader who thrives in a high-impact, fast-paced cyber security environment and is passionate about turning insights into action.

This role can be based in either our New York office, depending on work authorization, and with English as your working language. At Dashlane, we embrace a hybrid culture that combines the best of both worlds: the creativity and energy of in-person collaboration with the flexibility of remote work. Our model is designed to strengthen team connections, while supporting individual productivity and work-life balance. To maximize collaboration, we come together in the office on Mondays, Tuesdays, and Thursdays, while Wednesdays and Fridays offer more flexibility for focused work.

At Dashlane You Will:

• Drive Strategic Planning and Forecasting: Lead the development and administration of variable compensation plans, orchestrate sales and renewal pipeline reviews with leadership, and deliver overall revenue forecasts. Ensure pipeline hygiene is consistent with our defined sales process and methodology. Develop and implement regular reporting of key performance metrics to support forecasting including funnel analysis and pipeline management.

• Lead High Priority GTM Initiatives: Partner with leaders throughout Dashlane to build business cases for potential investments. Present insights and recommendations to senior leadership, and drive the “follow through” of those recommendations to ensure smooth execution with a diverse array of cross-functional partners. Identify opportunities for improvement throughout GTM, including business process architecture, org structure, goal / quota setting, sales incentive design, market segmentation, and strategic planning.

• Champion Operational Excellence: Lead and contribute to key GTM programs in support of company strategy, collaborate with cross-functional stakeholders to identify process bottlenecks, and leverage systems and tools to streamline operations. This includes optimizing our marketing and channel funnels and developing a scalable outbound motion.

• Manage Systems and Tools Administration: Own the administration, vendor management, and evaluation of our GTM technology stack, including Salesforce, sales and CS tooling, and marketing platforms. Maintain Salesforce as the central hub for our revenue operations, ensuring data accuracy and seamless integration with other systems like NetSuite.

• Own GTM Data, Analytics, & Reporting: Build and manage core GTM dashboards, develop key performance indicators (KPIs) for sales, channel, marketing, and customer success, and analyze funnel analytics to inform strategy. You will also be responsible for ensuring data hygiene, completeness, and accuracy across all revenue-related systems.

• Ensure Go-to-Market Efficiency: Programmatically review pipeline with sales representatives to improve efficacy and define what qualifies as "clean" pipeline. Measure the outcomes of changes to our Rules of Engagement and actively scan the environment for cutting edge tools that could support improved efficiency, scalability, repeatability, and cost optimization.

• Optimize the Post-Sales Customer Experience: Lead the administration and optimization of our customer support technology (e.g., Zendesk, ADA) to improve efficiency and reduce ticket resolution times. Utilize support data, such as ticket volume and sentiment analysis, to provide valuable insights that inform our product roadmap, mitigate churn risk, and improve the overall customer experience.

• Leverage AI for Continuous Improvement: Spearhead the integration of AI-driven automation and tooling (e.g., Rattle AI) into our workflows to increase data capture, highlight risks, and reduce administrative burdens on GTM teams.You will also be responsible for implementing AI SDRs to supplement sales team efforts with high-volume outreach and targeted campaigns. 

Requirements:

• 6+ years of Business / Sales / Marketing / Revenue Operations experience in a Software-as-a-service (SaaS) startup environment.

• 2+ years of experience with expert proficiency level with Salesforce.

We're Also Looking For:

• Excellent communication and facilitation skills, proven track record of building strong relationships.

• Strong business acumen and the ability to successfully navigate and influence strong personalities within a complex business environment.

• Expert proficiency level with Sales Engagement tools (Outreach, Gong, etc.).

• Expert proficiency level with Marketo and Salesforce.com. 

• Expert proficiency level with BI tools (MS Excel, SQL, R, Tableau, Looker, etc.).

• Strategic consulting experience

• High attention to detail while handling multiple, simultaneous projects under deadline pressure.

Salary Range: 

The salary range for this position is $180,000.00 - $225,000.00.

Our salary ranges are based on paying competitively for our size and industry, and are one part of total compensation package that also includes benefits, and other opportunities at Dashlane. 

Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to other Dashlaners.  We expect the majority of the candidates who are offered roles at Dashlane to fall healthily throughout the range based on these factors.