About the position
We are seeking a strategic, systems-oriented Director of Revenue Operations to lead the re-architecture of our go-to-market (GTM) systems and processes. Reporting directly to the VP of Revenue Operations, this role will manage a team of Sales, Customer Success, and Marketing Operations specialists. You will be a critical driver of operational scale, responsible for evolving our tech stack, optimizing GTM processes, and aligning cross-functional teams to deliver growth. As a department leader, you'll shape the future of our revenue operations capabilities, create multiplier effects across the organization, and develop a high-performing team that consistently delivers meticulous results. This is a high-impact leadership role ideal for someone who thrives in fast-paced environments, can anticipate and prepare for multiple business scenarios, and has a passion for building revenue systems that enable scale and agility.
Responsibilities
- Own the strategy, implementation, and ongoing optimization of our GTM tech stack (Salesforce, HubSpot, Salesloft, Highspot) in line with evolving business needs.
- Evaluate current tools and processes; identify opportunities for automation, integration, and scale.
- Recommend and implement new technologies to streamline workflows and improve data flow across systems.
- Design and refine scalable, end-to-end processes across the full revenue funnel—from lead generation to renewal and expansion, in-line with emerging market trends.
- Re-architect critical processes such as quote-to-cash to meet the needs of a maturing and evolving business.
- Oversee data governance, CRM hygiene, and reporting integrity across all GTM systems.
- Lead the development of dashboards, KPIs, and reporting frameworks to support real-time performance tracking and forecasting.
- Set a vision for the RevOps team and act as the operational bridge between Sales, Marketing, Customer Success, and Finance; driving operational excellence across cross-functional teams.
- Enable shared definitions, seamless handoffs, and clear service level agreements (SLAs).
- Drive adoption of new tools and processes through training, enablement, and effective change management.
- Design and implement scalable programs, processes, and policies that improve productivity across the entire GTM organization, not just within individual teams.
- Establish frameworks that allow other leaders to make better decisions faster, creating multiplicative impact beyond your direct team.
- Interpret functional objectives to develop and implement a comprehensive talent strategy for the Revenue Operations department.
- Foster a growth culture by establishing regular review processes for developmental plans and progress.
- Empower your team to innovate and drive results through their own leadership approaches while providing consistent guidance and support.
Requirements
- 8+ years of experience in a Revenue Operations leadership role within a high-growth B2B organization.
- 4+ years people management experience.
- Deep understanding of B2B revenue models and the operational needs of Sales, Marketing, and Customer Success teams.
- Demonstrated ownership of GTM systems architecture with hands-on expertise in Salesforce and HubSpot.
- Proven track record in leading complex system implementations and large-scale process improvement initiatives.
- Demonstrated ability to create and implement programs that anticipate and adapt to multiple future scenarios.
- Track record of developing talent and building high-performing teams.
- Experience leading strategic conversations and driving consensus across senior stakeholders.
- Ability to translate industry trends into actionable strategies with company-wide impact.
- Excellent communication, leadership, and cross-functional collaboration skills.
- Strong problem-solving capabilities and an analytical mindset.
Nice-to-haves
- Demonstrated success in experimenting and driving value using AI tools.
- Background in healthcare revenue operations.
- Salesforce Administrator certification or equivalent hands-on technical proficiency.
Benefits
- Base salary range of $138,600-$200,000.
- Stock awards.
- Comprehensive healthcare coverage.
- Monthly wellness stipend.
- Retirement savings match.
- Lifetime Headspace membership.
- Generous parental leave.
- Paid performance incentives.
