Sr. Director of Revenue Operations

{
  "content_hash": "8eecd1ee8e9045949420cd5f69bb33e3f0754d55f7befa75f95f096a8b696bac",
  "source_hash": "c7a30b81ab1040baf289e3cc936f4ffd678efe84ba23f78d0692ef19c524fa1a",
  "last_changed_at": "2026-05-29T07:00:22.208Z",
  "active_status": "active"
}

{
  "language": "en",
  "location": {
    "raw": "San Mateo, CA",
    "city": "San Mateo",
    "region": "CA",
    "country": "United States",
    "is_remote": true,
    "confidence": 0.9
  },
  "salary_max": null,
  "salary_min": null,
  "inferred_at": "2026-06-06T07:56:15.563Z",
  "launch_scope": {
    "reason": "english_us_canada",
    "included": true,
    "language": "en",
    "location": {
      "raw": "San Mateo, CA",
      "city": "San Mateo",
      "region": "CA",
      "country": "United States",
      "is_remote": true,
      "confidence": 0.9
    },
    "countries": [
      "United States"
    ]
  },
  "remote_policy": "remote",
  "salary_period": null,
  "workplace_type": "remote",
  "salary_currency": null
}

{}

{
  "lists": [
    {
      "text": "Responsibilities: ",
      "content": "<div>\n<p><strong>Forecasting and Revenue Planning</strong></p>\n\n<li>\n<p>Lead the end-to-end forecasting process across bookings, renewals, and retention in partnership with Sales, Finance, Customer Success, Services, and Marketing leadership</p>\n</li>\n<li>\n<p>Build and maintain clear forecasting methodologies, reporting standards, and inspection processes that improve predictability and decisionmaking</p>\n</li>\n<li>\n<p>Deliver executive level insights on forecast risk, upside, key trends, and performance drivers</p>\n</li>\n<li>\n<p>Support annual planning, capacity modeling, and scenario analysis to inform growth and investment decisions</p>\n</li>\n\n<p><strong>Territory, Quota, and Coverage Design</strong></p>\n\n<li>\n<p>Partner with GTM leadership to design territory and coverage models aligned to market opportunity, customer segments, and business priorities</p>\n</li>\n<li>\n<p>Lead annual quota-setting and in-year quota management processes</p>\n</li>\n<li>\n<p>Monitor attainment trends and recommend adjustments to improve performance, fairness, and coverage efficiency</p>\n</li>\n\n<p><strong>Pipeline Management and GTM Analytics</strong></p>\n\n<li>\n<p>Own pipeline reporting and health analytics across regions, segments, and stages</p>\n</li>\n<li>\n<p>Build dashboards and KPIs that give leadership clear visibility into funnel performance, conversion rates, sales cycle trends, renewals, expansion, and rep productivity</p>\n</li>\n<li>\n<p>Partner with Sales and Marketing leadership to drive disciplined weekly, monthly, and quarterly pipeline review cadences</p>\n</li>\n<li>\n<p>Translate data into actionable recommendations that improve pipeline generation, conversion, and overall GTM execution</p>\n</li>\n\n<p><strong>Customer Lifecycle and Retention Insights</strong></p>\n\n<li>\n<p>Partner with Customer Success, Delivery and Services leaders to improve visibility into renewals, customer health, churn risk, and expansion opportunity</p>\n</li>\n<li>\n<p>Help define and operationalize metrics that connect implementation quality, time-to-value, and service delivery performance with long-term retention outcomes</p>\n</li>\n<li>\n<p>Support consistent lifecycle reporting and analysis that informs retention strategy and customer growth planning</p>\n</li>\n\n<p><strong>Systems, Process, and Data Governance</strong></p>\n\n<li>\n<p>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</p>\n</li>\n<li>\n<p>Improve data quality, process design, workflow automation, and system governance across the revenue organization</p>\n</li>\n<li>\n<p>Partner with IT, Finance, and business stakeholders to ensure systems support scalable, efficient, and well documented operating processes</p>\n</li>\n<li>\n<p>Drive standardization across core GTM workflows, from opportunity management to renewals reporting and services coordination</p>\n</li>\n\n<p><strong>Leadership and Cross-Functional Partnership</strong></p>\n\n<li>\n<p>Lead and develop a high performing RevOps team across analytics, process, systems, and planning</p>\n</li>\n<li>\n<p>Act as a trusted partner to GTM and company leadership, helping translate strategy into measurable operating plans</p>\n</li>\n<li>\n<p>Build strong cross-functional alignment and establish operating rhythms that improve accountability and execution</p>\n</li>\n<li>\n<p>Support executive reporting, board preparation, and key strategic initiatives related to revenue performance and GTM effectiveness</p>\n</li>\n\n</div>"
    },
    {
      "text": "Requirements: ",
      "content": "\n<li>\n<p>7–12+ years in Revenue Ops, Sales Ops, or GTM Ops</p>\n</li>\n<li>\n<p>Strong experience supporting complex enterprise sales cycles</p>\n</li>\n<li>\n<p>Deep understanding of multi-motion GTM (direct + partner + technical)</p>\n</li>\n<li>\n<p>Hands-on experience with CRM systems (e.g., Salesforce) and analytics tools</p>\n</li>\n<li>\n<p>Proven ability to influence senior leadership across functions</p>\n</li>\n<li>\n<p>Deep expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations</p>\n</li>\n<li>\n<p>Proven track record in forecasting, pipeline analytics, territory and quota planning, and GTM performance management</p>\n</li>\n<li>\n<p>Strong analytical and financial modeling skills, with the ability to turn data into clear business recommendations</p>\n</li>\n<li>\n<p>Experience building scalable processes in high-growth, cross-functional environments&nbsp;</p>\n</li>\n\n\n<li>\n<p>Experience in AI, SaaS, or enterprise technology companies</p>\n</li>\n<li>\n<p>Familiarity with marketplace, co-sell, and SI partner motions</p>\n</li>\n<li>\n<p>Experience building RevOps functions in high-growth environments</p>\n</li>\n<li>\n<p>Exposure to POC-driven sales models</p>\n</li>\n"
    },
    {
      "text": "Who You Are: ",
      "content": "<div>\n\n<li>\n<p>A systems thinker who can connect multiple GTM motions into one cohesive engine</p>\n</li>\n<li>\n<p>A builder and operator who thrives in ambiguity and moves quickly</p>\n</li>\n<li>\n<p>Highly analytical with a strong bias toward action and outcomes</p>\n</li>\n<li>\n<p>Comfortable influencing executives while driving execution</p>\n</li>\n<li>\n<p>Commercially minded—you understand how pipeline converts to revenue</p>\n</li>\n\n</div>"
    }
  ],
  "country": "US",
  "createdAt": 1778853848186,
  "updatedAt": null,
  "categories": {
    "team": "Global Operations",
    "location": "San Mateo, CA",
    "commitment": "Full Time - Remote",
    "department": "Operations",
    "allLocations": [
      "San Mateo, CA"
    ]
  },
  "salaryRange": null,
  "workplaceType": "remote"
}