Sr. Director of Revenue Operations

About the Role

We are seeking a highly strategic and execution-focused Senior Director of Revenue Operations (RevOps) to lead the operating foundation behind our go-to-market engine. This leader will partner closely with Operations, Sales, Customer Success, Services, Marketing, Finance, and executive leadership to improve forecasting accuracy, strengthen pipeline visibility, optimize territory and quota design, and ensure our systems and analytics support scalable growth.

This is a strategic and hands-on leadership role for someone who can turn complexity into clarity, build trust across functions, and create the operating cadence, data discipline, and process rigor needed to support a high growth business. This role will sit at the center of Enterprise AI GTM, Field CTO, and Alliances/Partners & Channels, ensuring alignment across pipeline generation, technical deal execution, and partner-driven revenue. You will own the infrastructure, processes, and insights that enable these teams to operate cohesively and efficiently.

This is a high-impact, cross-functional role responsible for connecting strategy to execution—bringing rigor to pipeline, clarity to deal progression, and scalability to our GTM motion.

Responsibilities

Forecasting and Revenue Planning

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Lead the end-to-end forecasting process across bookings, renewals, and retention in partnership with Sales, Finance, Customer Success, Services, and Marketing leadership

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Build and maintain clear forecasting methodologies, reporting standards, and inspection processes that improve predictability and decisionmaking

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Deliver executive level insights on forecast risk, upside, key trends, and performance drivers

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Support annual planning, capacity modeling, and scenario analysis to inform growth and investment decisions

Territory, Quota, and Coverage Design

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Partner with GTM leadership to design territory and coverage models aligned to market opportunity, customer segments, and business priorities

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Lead annual quota-setting and in-year quota management processes

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Monitor attainment trends and recommend adjustments to improve performance, fairness, and coverage efficiency

Pipeline Management and GTM Analytics

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Own pipeline reporting and health analytics across regions, segments, and stages

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Build dashboards and KPIs that give leadership clear visibility into funnel performance, conversion rates, sales cycle trends, renewals, expansion, and rep productivity

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Partner with Sales and Marketing leadership to drive disciplined weekly, monthly, and quarterly pipeline review cadences

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Translate data into actionable recommendations that improve pipeline generation, conversion, and overall GTM execution

Customer Lifecycle and Retention Insights

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Partner with Customer Success, Delivery and Services leaders to improve visibility into renewals, customer health, churn risk, and expansion opportunity

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Help define and operationalize metrics that connect implementation quality, time-to-value, and service delivery performance with long-term retention outcomes

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Support consistent lifecycle reporting and analysis that informs retention strategy and customer growth planning

Systems, Process, and Data Governance

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Serve as a senior business owner for CRM and the broader GTM systems ecosystem, including tooling that supports forecasting, pipeline management, customer success, and reporting

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Improve data quality, process design, workflow automation, and system governance across the revenue organization

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Partner with IT, Finance, and business stakeholders to ensure systems support scalable, efficient, and well documented operating processes

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Drive standardization across core GTM workflows, from opportunity management to renewals reporting and services coordination

Leadership and Cross-Functional Partnership

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Lead and develop a high performing RevOps team across analytics, process, systems, and planning

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Act as a trusted partner to GTM and company leadership, helping translate strategy into measurable operating plans

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Build strong cross-functional alignment and establish operating rhythms that improve accountability and execution

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Support executive reporting, board preparation, and key strategic initiatives related to revenue performance and GTM effectiveness

Requirements

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7–12+ years in Revenue Ops, Sales Ops, or GTM Ops

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Strong experience supporting complex enterprise sales cycles

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Deep understanding of multi-motion GTM (direct + partner + technical)

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Hands-on experience with CRM systems (e.g., Salesforce) and analytics tools

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Proven ability to influence senior leadership across functions

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Deep expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations

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Proven track record in forecasting, pipeline analytics, territory and quota planning, and GTM performance management

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Strong analytical and financial modeling skills, with the ability to turn data into clear business recommendations

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Experience building scalable processes in high-growth, cross-functional environments

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Experience in AI, SaaS, or enterprise technology companies

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Familiarity with marketplace, co-sell, and SI partner motions

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Experience building RevOps functions in high-growth environments

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Exposure to POC-driven sales models

Who You Are

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A systems thinker who can connect multiple GTM motions into one cohesive engine

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A builder and operator who thrives in ambiguity and moves quickly

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Highly analytical with a strong bias toward action and outcomes

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Comfortable influencing executives while driving execution…