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Director, Revenue Operations

Sales & Business Development, Operations
Posted on Saturday, June 15, 2024

Our Director, Revenue Operations will be an integral member of our Finance & Operations team out of the Office of the COO, collaborating closely with leadership in Sales, Partnerships, Marketing, Customer Success, and their supporting teams to determine strategy, implement performance metrics, and formulate the alignment of all revenue operations. The right candidate will quickly become a trusted operating partner and strategic advisor to the Leadership team, and will ensure successful delivery of Sales planning, forecasting, pipeline management, account assignments, territory planning, GTM rules of engagement definition, process optimization, and talent development. This role will report to the COO and drive sales and go-to-market (GTM) effectiveness by establishing measurable processes to improve sales efficiency, lead generation optimization, and customer retention, as well as determine growth goals. The Director of Revenue Operations will drive GTM performance, produce actionable reporting and analysis, and build enablement programs to partner with cross functional leadership to influence decision-making and results.

At, you will:.

  • Define, build, maintain, and improve our data, analytics, and reporting foundation and provide visibility and performance tracking to the business.
  • Assist with all executive analyses, strategies, and deliverables (e.g., board materials, QBRs).
  • Support annual planning cycles, including setting goals, coverage model revisions, territory design, and cascading our financial plan.
  • Drive continuous improvement through standard operating cadences, including weekly forecast and metric reviews in addition to monthly and quarterly go-to-market business reviews.
  • Define/deploy new operational processes and ensure rigorous adoption across the GTM organization (pipeline hygiene, account ownership, discounting, .etc.)
  • Collaborate with Sales, Finance, Marketing, Product, Partnerships, and other cross-functional stakeholders to design and execute strategic and/or operational projects to increase sales productivity, operational efficiency, and revenue
  • Partnering closely with Finance, Sales, Lead Generation, Customer Success, Partnership, and Exec Leaders to drive go-to-market strategies while collaborating cross-functionally with Marketing and Product to achieve growth goals.
  • Evaluate, improve, and manage key sales ops processes including: weekly forecasting, capacity planning, pipeline modeling, account scoring, TAM modeling, and territory planning.
  • Continuously assess and ensure that our SFDC architecture is working for our needs and augment it when it needs improvement.
  • Research and invest in tools that help us scale and drive the highest quantity of the highest quality activities.

We’d love to see:

  • 5+ years prior experience in sales strategy and operations for a high growth company, or operational experience in management consulting, SaaS, enterprise software/technology, or business insights / analytics roles.
  • Reporting and Record Management from lead creation through opportunity closure.
  • Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periods.
  • Demonstrated experience as a Administrator with technical implementation and day to day operations experience.
  • Fluency with core Go-To-Market operating and metrics, including CAC, ROI, Conversion Ratios, and other Efficiency metrics.
  • Skilled in Salesforce platform with the ability to converge system capabilities with an optimal internal process to deliver end-to-end data intelligence needed to meet targets and drive growth.
  • Superior organizational and analytical skills.
  • Ability to independently identify problems, propose solutions and execute those solutions.
  • A positive, energetic, responsive, and helpful attitude, while also being direct, concise, and pragmatic.
  • Strong prioritization skills - you know your list will never get done at the end of the day, so you're excellent at identifying and working on the things that move the needle the most.
  • Great instincts when it comes to what will work for sellers - you strive to simplify and reduce non-selling tasks whenever possible.
  • Demonstrated ability to scale and equip the business in a strategic manner, communicate big picture opportunities and make data-driven decisions.
  • An enthusiastic "roll up your sleeves" mentality that can thrive under pressure.
  • Advanced spreadsheet skills and are quick to learn and adopt new sales technology.
  • As a people manager, foster a work environment that encourages people to act with integrity and treat each other and their ideas with respect; creating and protecting a high-trust environment by setting an example, advocating for others in the face of challenges, removing barriers to trust, and rewarding others for demonstrating behaviors that cultivate trust.
  • Proficiency in with expertise in leading Salesforce improvement efforts.

Big pluses include:

  • Product Led Growth Experience is strongly desired.
  • 2+ years of experience at a Management or Strategy Consulting firm.
  • Experience with Sales Methodology such as MEDDPICC.
  • Bachelor's degree or equivalent experience, advanced degree or MBA preferred.

Perks and benefits:

  • Competitive compensation with generous bonus program
  • Fully paid health, vision, and dental insurance premiums for your entire family
  • Company-paid life insurance, short and long-term disability insurance, and legal coverage
  • Remote-forward, super flexible, casual, and enjoyable environment with open PTO
  • Charitable donation matching and community philanthropy opportunities
  • Wellness programs catered to individual needs
  • Quarterly headquarters events - all employees welcome
  • An awesome group of smart and determined coworkers, including a tight-knit team of startup veterans with integrity, passion, and senses of humor
  • Your own Sparkletar owl character - have you seen them yet?

If you have the exceptional combination of skills and qualities that we are looking for, then we’re excited to meet you!

Note: We encourage people from underrepresented groups to apply. is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

We are the world’s largest collaborative data community and we very much believe that our people need to represent the very diverse nature of the community we are serving and customer base we are winning. We believe that diversity leads to the most creative discussions, ideas, and outcomes.

Drug-Free Workplace is committed to providing a safe, healthy, and productive work environment. Consistent with this commitment, it is the intent of the Company to maintain a drug-free workplace.