Director of Revenue Operations

About this role

You are an experienced Revenue Operations leader who knows how to build the operating discipline, insights, systems, and processes required to scale a B2B SaaS business.

You combine strategic thinking with strong operational and technical acumen. You are equally comfortable discussing revenue performance and forecasting with executives, diagnosing a pipeline or conversion issue, establishing governance across Sales, Customer Success, Finance, and Marketing, or challenging whether a process or technology investment is actually delivering business value.

You are naturally curious and analytical. You don’t simply report what happened, you dig into why it happened, what is likely to happen next, and what the business should do about it.

WHAT YOU WILL BE DOING

As Director of Revenue Operations, you will lead Riva’s Revenue Operations function and team as an independent, enterprise-wide operating capability.

You will be accountable for the governance, measurement, Business Intelligence, forecasting, process architecture, systems strategy, and continuous improvement of Riva’s revenue engine. Your mandate is to create a predictable and scalable operating environment that gives leaders trusted information, improves execution across the customer lifecycle, and supports Riva’s next stage of growth.

You will partner closely with Sales, Marketing, Customer Success, Finance, IT, and the executive team while maintaining an enterprise-wide perspective on priorities and decisions.

More specifically, your responsibilities will include:

Revenue Strategy, Planning & Performance

• Partner with executive and functional leadership to translate company growth objectives into measurable revenue plans, operating metrics, and execution priorities.

• Establish and lead the operating cadence for revenue performance, including pipeline, forecast, bookings, ARR, retention, expansion, productivity, and other key SaaS metrics.

• Own and continuously improve revenue forecasting methodologies, processes, and governance to improve predictability and executive confidence.

• Develop the analytical frameworks required to understand revenue performance across segments, products, channels, cohorts, and stages of the customer lifecycle.

• Identify performance gaps, diagnose root causes, quantify business impact, and recommend actions to leadership.

• Partner closely with Finance on annual planning, forecasting, performance reporting, capacity planning, and the alignment of financial and operational revenue metrics.

• Support territory, quota, capacity, productivity, and compensation planning as Riva’s go-to-market organization evolves.

Business Intelligence & Decision Support

• Establish Revenue Operations as a trusted source of Business Intelligence and decision support for Riva’s leadership team.

• Develop and govern an executive KPI framework that establishes consistent definitions, methodologies, ownership, and sources of truth for key revenue metrics.

• Lead the development and adoption of dashboards, reporting, analytics, and self-service Business Intelligence that enable leaders and teams to make faster, better-informed decisions.

• Move reporting beyond describing what happened by providing insight into why performance changed, what is likely to happen next, and where action is required.

• Drive analysis across areas including pipeline health, conversion, sales productivity, segmentation, cohort performance, customer retention, churn, expansion, and go-to-market efficiency.

• Partner with technical and functional stakeholders to establish a scalable Revenue Intelligence architecture connecting Riva’s operational systems with its Business Intelligence capabilities.

• Continually improve the quality, accessibility, usability, and adoption of revenue information across the company.

Revenue Process & Governance

• Own and continuously improve Riva’s end-to-end revenue processes, with particular focus on the Lead-to-Invoice lifecycle.

• Establish clear process ownership, decision rights, controls, service levels, and accountability across functional boundaries.

• Identify friction, unnecessary complexity, and process breakdowns that negatively affect revenue performance or customer experience.

• Establish formal change governance for revenue processes, systems, data, and reporting.

• Introduce industry best practices and standardized processes before introducing unnecessary customization or technical complexity.

• Develop measurable standards for process adoption and performance and ensure improvements produce demonstrable business outcomes.

• Facilitate cross-functional decisions when competing departmental priorities affect the overall performance of the revenue engine.

Revenue Systems, Data & Architecture

• Provide strategic leadership for Riva’s revenue technology ecosystem, including Salesforce and its integrations with platforms such as HubSpot, ChurnZero, Zuora, QuickBooks, Business Intelligence tools, and other revenue technologies.

• Treat Salesforce as a strategic business platform with clear product ownership, governance, architecture standards, and a long-term roadmap.

• Partner with the Revenue Systems & Architecture Lead to establish platform strategy, architecture standards, integration governance, data quality expectations, and technology priorities.

• Ensure technology investments are driven by business requirements, scalable processes, measurable outcomes, and appropriate return on investment.

• Reduce unnecessary customization and technical debt while improving system adoption, reliability, automation, and usability.

• Establish strong governance over revenue data, including definitions, quality standards, ownership, completeness, and appropriate sources of truth.

• Evaluate automation and AI opportunities where they can measurably improve productivity, insight, customer experience, or decision-making.

Leadership & Organizational Development

• Build, lead, coach, and…