[Remote] Senior Director, Revenue Operations

Note: The job is a remote job and is open to candidates in USA. Ontic provides an AI-powered Connected Intelligence Platform that helps corporate and government security teams identify threats, assess risk, and respond faster. The Senior Director of Revenue Operations will partner with the CRO and revenue leadership to own revenue planning, forecasting, systems, processes, and cross-functional cadences while leading a multi-function Revenue Operations team. The role oversees revenue operations, enablement, data, systems, and process optimization across Marketing, SDR, Sales, Partners, and Solution Consulting.

Responsibilities

• Serve as thought partner to the CRO on annual and quarterly revenue planning — bookings targets, headcount/capacity models, territory and segmentation design, and quota setting
• Own the integrity revenue forecast: build and maintain the forecasting methodology, drive forecast calls/cadence, and bring a point of view (not just a number) on pipeline health and risk; partnering with sales leadership to identify and close gaps
• Prepare exec-level reporting on pipeline, bookings, funnel conversion, productivity, and forecast accuracy; be able to defend the numbers in the room
• Act as an early warning system — surface risks (funnel gaps, rep underperformance, pricing friction, loss signals) before they show up in the quarter-end number
• Partner with the CRO and CRO-org leaders to highlight business results & key trends across the organization to help the leadership team understand how we are tracking to our goals, where there is risk and where there are successes to be replicated
• Oversee the Sales Operations, Marketing/SDR Operations, and Sales Enablement functions
• Guide the operational cadence across all functional areas within the CRO organization; ensuring tight alignment and standardized processes, that drive predictable results
• Own the end-to-end funnel across marketing, SDR, Sales to ensure a frictionless experience that optimizes results at each stage
• Oversee onboarding and continuous learning pathways tailored to distinct personas: SDRs (messaging/qualification), AEs (negotiation/closing), SEs (technical deep dives), Leaders (coaching/deal progression/forecasting)
• Act as a change agent, ensuring the operational infrastructure for each function within the CRO organization scales alongside revenue growth
• Build, manage, and develop a Revenue Operations team across Sales Ops, Marketing Ops, SDR/Pipeline Ops, and Sales Enablement functions
• Guide on the end-to-end revenue tech stack with an AI-forward approach; designing the tooling and processes to work seamlessly across systems and integrated with our internal AI tools and infrastructure
• Standardize and govern core processes: lead-to-opportunity, opportunity-to-close, renewal/expansion workflows; ensuring data integrity and consistent definitions ("pipeline," "qualified lead," "conversation rate," etc.) across Sales, Marketing, and Finance
• Develop real-time KPI tracking, dashboards, scorecards, and standardized reporting to measure performance and provide actional business insights for the leaders

Skills

• 10+ years experience in Revenue Operations or Sales/CS Operations, with at least 4+ years in a senior leadership role owning a multi-function operations org
• Mature understanding of GTM + client-facing SaaS strategies with experience translating them into system and process requirements that deliver lasting business impact
• Comfortable being the connective tissue between the Revenue org + other GTM teams & the ability to translate fluently in both directions - with experience operationalizing impactful system and process requirements that work for both teams
• Bias toward action — this role fixes things, not just reports on them
• Experience working with ambiguity and laser focused on delivering results; excellent analytical and decision-making skills
• Proven experience leveraging GTM technology & sales tools; current tech stack includes Salesforce, Snowflake, Omni, Claude, ChatGPT, Clari, Outreach, Marketo
• Strong written and verbal communication skills, and experience as a strategic business partner
• Demonstrated ability to build and lead a team, not just an individual function
• Bachelor's degree or equivalent work experience

Benefits

• Medical, Vision & Dental Benefits
• 401k
• Stock Options
• HSA Contribution
• Learning Stipend
• Flexible PTO Policy
• Quarterly company ME (mental escape) days
• Generous Parental Leave policy
• Home Office Stipend
• Mobile Phone Reimbursement
• Home Internet Reimbursement for Remote Employees
• Anniversary & Milestone Celebrations

Company Overview