Senior Director of Revenue Operations

Role Description The Senior Director of Revenue Operations is a full-time, remote role responsible for leading the strategy, design, and execution of revenue processes across the organization. This role oversees end-to-end revenue operations, including forecasting, pipeline management, territory and quota design, and GTM process optimization. Day-to-day responsibilities include collaborating with leaders in Sales, Marketing, Customer Success, and Finance to align targets, define KPIs, and ensure consistent execution. The Senior Director will manage and develop a Revenue Operations team, oversee CRM and revenue tech stack governance, and ensure data integrity for reporting and analytics. This position also leads initiatives to improve conversion, retention, and expansion, prepares executive-level insights and board-ready reports, and drives cross-functional projects that enhance operational efficiency and revenue growth.

Qualifications

Demonstrated experience leading Revenue Operations or similar functions across Sales, Marketing, and Customer Success, with a track record of improving pipeline health, forecasting accuracy, and revenue performance. Advanced skills in CRM administration and optimization (e.g., Salesforce or similar), including governance, data quality management, and integration with marketing automation and customer success platforms. Strong analytical and reporting skills, including building dashboards, defining KPIs, conducting cohort and funnel analysis, and translating data insights into practical recommendations. Proven ability to design and refine GTM processes such as lead routing, territory and quota models, sales playbooks, and lifecycle frameworks that support scalable growth. Leadership experience managing and mentoring operations and analytics professionals, fostering a collaborative, high-performance, and inclusive team environment. Excellent communication and stakeholder management skills, with the ability to influence senior leaders, facilitate alignment across functions, and drive consensus on strategic initiatives. Experience leading cross-functional projects, change management initiatives, and system implementations or migrations in a fast-paced, growth-oriented organization. Familiarity with revenue technology ecosystems, such as marketing automation platforms, sales engagement tools, business intelligence solutions, and customer success systems. Comfort operating in a remote environment, with strong organizational skills, self-management, and the ability to work effectively across time zones and virtual teams. Bachelor’s degree in Business, Finance, Economics, Analytics, or a related field; an advanced degree (MBA