Director Revenue Operations

About this role

Director, Revenue Operations

Location: SF Bay Area or NYC metro
Reports To: SVP, Sales

Role Overview

We are seeking an experienced and metrics-driven Director of Revenue Operations to drive significant improvements in conversion rates from initial outreach → qualified pipeline → opportunity. This leader will blend strategic vision with deep operational execution, owning the revenue data infrastructure, process frameworks, tooling stack, and cross-functional alignment across Sales, Marketing, Customer Success, and Product teams.

This role focuses on pipeline and funnel performance end-to-end — ensuring that strategy, systems, and execution are aligned to materially increase new business and expansion conversion rates.

What You’ll Own

Strategy & Revenue Operations Leadership

• Lead the RevOps vision and company-wide funnel operations by embedding operational excellence, repeatable processes, and data-driven decision-making.

• Act as a strategic partner to Sales, Marketing, and Customer Success leadership to align on pipeline goals, forecasts, and shared KPIs.

• Define end-to-end revenue motion strategy, including target metrics, accountability frameworks, predictive dashboards, and performance reporting.

Funnel Optimization & Conversion Performance

• Drive optimization of the full lead-to-opportunity funnel (lead capture → qualification → opportunity creation) with accountability for improving conversion rates toward ~30%+.

• Identify bottlenecks across the funnel and implement process improvements, including qualification frameworks, routing logic, engagement strategies, ICP segmentation, and scoring models.

• Partner closely with Marketing to improve lead quality, define qualification criteria, and align on conversion expectations.

• Ensure accurate tracking and attribution across lead sources, sales stages, and funnel performance.

Data, Analytics & Tech Stack

• Architect and govern a RevOps data model that serves as a single source of truth for funnel performance and forecasting.

• Own analytics and dashboards using CRM (e.g., Salesforce), engagement platforms, and BI tools to measure pipeline velocity, conversion rates, and revenue performance.

• Recommend, configure, and optimize the RevOps tech stack to support scalable workflows, automation, and reporting insights.

Process, Enablement & Performance

• Build scalable operational processes that drive consistency and quality across revenue-generating activities (e.g., qualification standards, handoff SLAs, engagement best practices).

• Partner with People Ops and Enablement to develop training frameworks, scorecards, coaching routines, and performance improvement programs.

• Define and track KPIs that connect activity → conversion → revenue impact.

Cross-Functional Influence

• Serve as the connective layer across Sales Operations, Marketing Operations, Enablement, and Customer Success Operations to ensure unified approaches to lead management, segmentation, territories, and forecasting.

• Communicate insights and recommendations to executive leadership, translating data into strategic decisions that improve growth outcomes.

What Success Looks Like

• Sustained improvement in funnel conversion rates (e.g., ~20% to 30%+).

• Predictable, scalable revenue operations and performance measurement systems.

• Real-time visibility into funnel health, pipeline, and forecasts through a strong data and tooling foundation.

• Scalable processes and enablement frameworks that support growth and evolving GTM motions.

• Strong alignment across Marketing → Sales motions with clear SLAs and shared accountability.

Required Qualifications

• 10+ years of Revenue Operations, Sales Operations, or RevOps leadership experience.

• Proven track record improving pipeline conversion metrics in high-velocity GTM environments.

• Deep analytical and technical expertise — CRM mastery, dashboarding/BI fluency, and reporting frameworks.

• Experience building operational frameworks that unify data, process, and systems.

• Strong communicator with ability to influence cross-functional executives and drive change.

• Familiarity with modern RevOps stacks (CRM, engagement tools, workflow automation, forecasting tools).

Nice to Have

• Experience with forecasting, territory planning, and quota design.

• Background in SaaS or subscription-based business models.

• Familiarity with ABM, or Large Enterprise GTM motions.

If you're excited about the opportunity to lead…