Lead the engine behind scalable revenue growth in a strategic, data-driven role shaping the future of go-to-market operations. As Senior Director of Revenue Operations & Strategy, you'll partner directly with the Chief Revenue Officer to align sales, marketing, and customer success around measurable outcomes, ensuring operational rigor across the customer lifecycle.
Key Responsibilities
- Act as the primary strategist and operator for GTM initiatives across new business, expansion, and renewals, setting clear expectations and driving accountability.
- Own end-to-end revenue forecasting and pipeline integrity, delivering predictable, accurate results through disciplined inspection and reporting.
- Lead a growing team of operations specialists in sales, customer success, analytics, and systems, fostering a culture of performance and continuous improvement.
- Design and enforce commercial policies, including discounting frameworks and deal governance, balancing speed to close with risk and economic sustainability.
- Develop and manage scalable compensation plans—quotas, territories, accelerators—that drive desired sales behaviors and productivity.
- Define market coverage models across segments, industries, and geographies to optimize rep efficiency and market reach.
- Build and evolve an AI-first GTM tech stack, automating workflows, improving data quality, and increasing seller effectiveness.
- Establish KPIs, OKRs, and performance dashboards that translate strategy into action, with clear ownership and measurable impact on revenue, net retention, and profitability.
- Run the GTM operating rhythm—forecasting cycles, pipeline reviews, QBRs, and executive reporting—with precision and follow-through.
- Act as the connective tissue between GTM functions and broader business units, streamlining processes and enabling cross-functional alignment.
Qualifications
Successful candidates will have 8–12+ years in GTM or Revenue Operations within B2B SaaS or platform environments, including experience with subscription or consumption-based models. You’ll have led multi-disciplinary teams, improved forecast accuracy at scale, and administered complex sales compensation structures. Experience in high-growth, fast-moving organizations is essential, along with a track record of implementing commercial governance and driving operational excellence.
Work Environment
This is a remote-first role within the U.S., with leadership expected to travel 15–25% for offsites, customer engagements, and key business meetings. Collaboration aligns with U.S. time zones, with added flexibility during critical periods like quarter-end and planning cycles. The ideal candidate thrives in innovative, mission-driven cultures that value bold thinking, authenticity, and inclusive teamwork.
