Director of Revenue Operations

Role Overview

The Director of Revenue Operations is a strategic, hands-on leader who will embed rigor, accountability, and alignment across AMDT’s go-to-market (GTM) engine. You will define and execute global forecasting motions, enforce process discipline, own revenue systems, and drive tight collaboration between marketing, sales, and post-sales. This role requires someone who not only leads but also rolls up their sleeves — you will “do” as much as you direct. 

Your success will be measured by forecast predictability and accuracy, funnel efficiency, cross-functional collaboration, and your ability to deliver scalable systems and processes in parallel with executing on critical initiatives.

Your Tasks

Strategic Leadership & Hands-On Execution 

• Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan.
• Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency.
• Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics.
• Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment.
• Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece.
• Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems.

Direct & Channel Business Expertise 

• Deep experience and fluency in both  direct sales and  channel/partner models is highly preferred — you should understand the nuances of partner incentives, channel conflict, co-selling motions, and partner forecasting.
• Drive alignment across direct and channel GTM motions, ensuring unified forecast methodologies, shared metrics, and transparent handoffs.

Cross-Functional Alignment & Collaboration 

• Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions.
• Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans.
• Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes.
• Lead change management efforts associated with new systems, protocols, or organizational changes.

Analytics & Insights 

• Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators.
• Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility.
• Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation.

Team Building & Enablement  

• Mentor and scale a high-performing operations team (analytics, process, systems).
• Foster a culture of operational excellence, continuous improvement, and accountability.
• Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams.

Systems & Technology Stewardship 

• Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations.
• Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses.
• Establish strong data governance, system configuration practices, and scalability safeguards.

Key Metrics for Success 

• Forecast accuracy (monthly, quarterly)
• Pipeline coverage / health metrics
• Funnel conversion rates, drop-off / leakage points, velocity
• Productivity & efficiency metrics (e.g. revenue per rep, lead response time)
• SLA compliance and handoff efficiency across GTM functions
• Adoption and utilization rates of systems and tools
• Direct vs. channel revenue alignment and predictability
• Reduction in operational friction, duplication, and inefficiency

Your Profile

• Bachelor’s degree required
• 8+ years in revenue operations, sales operations, channel operations, marketing operations, or a related GTM operations role
• Experience in both  direct   and  channel / partner business models (or strong exposure thereof)
• Proven track record improving forecast accuracy, process discipline, GTM alignment, and scalability
• 3+ years of experience leading or scaling operations teams (analytics / systems / process)
• Deep familiarity with CRM systems (Salesforce preferred), marketing automation platforms, CPQ or deal desk tools, and BI / analytics tools
• Strong analytical skills, data modeling, and ability to translate insights into action
• Excellent stakeholder management and influencing skills across senior leadership and functional peers
• Demonstrated ability to lead change and operate in ambiguity while driving adoption
• Outstanding written and verbal communication skills; ability to present to executive audiences

Nice to have

• Prior experience in subscription / recurring revenue models
• Global or multi-region GTM experience
• Experience operating through channel partners, alliances, or indirect revenue models
• Exposure to pricing & packaging, discounting frameworks, margin management
• Proven success scaling from mid-market to enterprise segments
• MBA or advanced studies in business / operations / analytics
• Located in Eastern or Central Time Zone

Reasons to become part of AMDT

• A pivotal leadership role with direct influence on our growth trajectory
• The ability to build and scale a world-class revenue operations function from a foundational stage
• A hands-on, hybrid role where you both design strategy and execute critical initiatives
• Exposure and collaboration with executive leadership and all GTM functions
• Dynamic, entrepreneurial culture with strong ownership, high impact, and merit-based rewards

About us

AMDT is the global market and technology leader for versioning and backup solutions in industrial automation. With its octoplant software platform, the company secures the automation of production processes through strong end-point management, where it consistently records and monitors changes to configurations, programming and project statuses in production. This minimizes downtime, increases efficiency, quality and safety standards, and saves costs as well as resources. As a modular solution, octoplant can be linked to different automation technologies and devices, regardless of the manufacturer.

AMDT was formed in 2022 from the merger of the two established market leaders AUVESY GmbH and MDT Software Inc. The company is headquartered in Landau, Pfalz, Germany, with additional locations in the USA and China. The company works with more than 100 partners on all continents and serves over 3,000 customers worldwide

More information at:   amdt.com  

 

We are an equal opportunity employer and prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. AMDT maintains a drug-free workplace.