Senior Director of Revenue Operations

Senior Director of Revenue Operations

The Senior Director of Revenue Operations empowers contractors to become heroes by building the engine that powers every team serving them. Reporting directly to our CRO, you'll lead RevOps strategy and systems across Sales, Marketing, Customer Experience, Expansion, BD & Partnerships, and Fintech Sales. You'll give leadership one trusted operating system for pipeline, forecast, and revenue data. You'll lead a small, high-impact team while staying close enough to the work to build it yourself.

What You'll Be Doing:

• Build one trusted revenue baseline. Reconcile ARR, customers, and churn between HubSpot and Chargebee. Publish a metrics dictionary so churn, pipeline, NRR, and bookings each have one definition.
• Run the forecast. Lead a weekly forecast call with Sales leadership, set commit and best-case definitions, and track accuracy every week until it lands inside a tight range the CRO can take to the board.
• Own the revenue plan. Build the bottoms-up capacity, quota, and territory model by segment with Finance. Roll out quotas, territories, and comp plans before each year and quarter starts, with near-zero payout errors.
• Make HubSpot and Omni the source of truth. Document and enforce stage definitions, handoffs, and SLAs, and hold the field-level data accuracy every metric depends on.
• Measure both halves of the Bowtie. Partner with Customer Experience and Expansion Sales on renewals, NRR, logo retention, and expansion. Turn churn and downsell data into recommendations those teams can act on.
• Sharpen pipeline quality. Improve coverage, win rates, and sales cycle length across SMB and Enterprise using a structured win/loss process. Move marketing attribution from last-touch toward multi-touch.
• Build instead of report. Automate the reports leaders rely on, put Clay enrichment to work, and run a visible request intake process so RevOps is a strategic partner, not an order-taker.
• Lead and grow the team. Coach a RevOps team of analysts and operations specialists, hold explicit career conversations, and shape the headcount plan as the function scales.

What Makes You the Hero for This Job:

• 8+ years in B2B SaaS revenue operations, sales operations, or GTM strategy, including 3+ years leading a RevOps or sales ops team.
• A player-coach who leads people and still builds hands-on in the CRM.
• A track record of taking forecast accuracy, pipeline coverage, and data quality from unreliable to exec-ready.
• Hands-on experience building capacity models, territory plans, quotas, and comp plans for a multi-segment sales org.
• Expert HubSpot administration and architecture, and experience connecting CRM data to billing data (Chargebee or similar) to track the full customer lifecycle.
• Hands-on experience with a modern BI tool (Omni a plus).
• Experience supporting renewal and retention motions and reporting on NRR, logo retention, and expansion.
• A clear, direct communicator who can present to a CRO and senior leadership without hedging.
• Strong prioritization in a fast-paced environment: you know what to say no to

Superpowers:

• Extreme Ownership. You own the numbers behind the numbers. Every metric traces to a named field or source, and you never present an estimate as computed data. When a permission or data blocker stands in your way, you escalate and resolve it rather than working around it indefinitely.
• Urgency. You move fast and bring your team with you. You'd rather automate a recurring report than build it by hand every cycle, and you know leadership can't wait weeks for answers.
• Data-Driven Decision-Making. You let the numbers guide you. You treat pipeline, forecast, comp, and tooling as one connected operating system, and you use data to hold the entire go-to-market org accountable, starting with yourself.
• Team Commitment. Revenue is a team sport. You influence without authority, bringing Sales, Marketing, Customer Experience, and Finance to a shared standard. You follow the Bowtie Model so both halves of the customer journey are measured and optimized.