Director of Revenue Operations

Job Description

About the Company

\n

The Institute for Corporate Productivity (i4cp) is the leading authority on next practices in human resources. Ranked by Inc. Magazine as one of the fastest-growing private companies, i4cp produces more human capital research than any other firm globally and serves a powerful community of senior HR leaders. Our members rely on i4cp to anticipate, adapt, and act on the most critical workforce challenges facing organizations today.

\n

\n

Role Overview

\n

The Director of Revenue Operations is a pivotal, cross-functional role responsible for the systems, data, and processes that power i4cp’s entire revenue engine — from new business acquisition through member renewal and expansion. As i4cp scales toward its next phase of growth, this role exists to bring discipline, automation, and clear ownership to a function that today is fragmented across teams and tools.

\n

\n

The ideal candidate is equally comfortable architecting solutions inside Salesforce & other tools and sitting with sales and member success leaders to diagnose why deals stall or accounts churn. They are both a builder and a translator — someone who turns go-to-market strategy into the workflows, reporting, and tooling that make it executable.

\n

\n

This role reports to the Chief Financial Officer and operates as a neutral, enterprise-wide function. It requires close, ongoing alignment and collaboration with the Marketing & New Business Sales teams and the Member Success team that manages i4cp’s existing book of business, as well as Marketing and Finance. The Director serves both new-logo acquisition and the renewal and expansion of existing members, without favoring any single motion.

\n

\n

Impact You Will Drive

\n

A. Revenue Process, Analytics & Insight

\n

\n
• Map and document how revenue workflows operate today across the new-business and renewal motions and use that understanding to identify inefficiency and drive the process changes needed to support i4cp’s growth over the next four to five years.
\n
• Develop a deep understanding of the new business sales process and the member journey, and use it to pinpoint where the organization wins or loses deals, and retains or churns accounts.
\n
• Translate the customer journey into the data and stages that demonstrate value and de-risk renewals.
\n
• Build reporting and dashboards that give leadership clear visibility into win rates, sales-cycle length, pipeline health, net and gross retention, and forecast accuracy — and go beyond the metrics to explain the why behind pipeline outcomes: the drivers of why deals are won or lost, where the funnel stalls, and what is moving retention.
\n
• Identify operational bottlenecks across the funnel and renewal motion and recommend process improvements that increase win rates and net retention.
\n

\n

\n

B. Salesforce Administration & Automation

\n

\n
• Own the Salesforce administration function and its outcomes — setting standards for and directing the work of existing in-house administrators, delegating routine builds such as reports and dashboards while personally owning the complex configuration, flows, automation, and code that reflect how the business actually sells and renews.
\n
• Maintain Salesforce as the organization’s single source of truth — safeguarding the integrity of data that is pushed downstream to the finance system for billing and to the KPI reporting platform. (This role administers Salesforce; it does not own the finance or KPI systems.)
\n
• Own the Salesforce data model and governance — rationalizing fields, improving data quality, and establishing a single, governed intake process for change requests across teams.
\n
• Reduce manual, repetitive work by automating processes and applying AI-assisted tooling where it improves speed and accuracy.
\n
• Maintain a prioritized Salesforce roadmap, balancing requests from New Business Sales, Member Success, and Marketing against their impact on the broader system.
\n

\n

\n

C. GTM Tech Stack Ownership

\n

\n
• Own i4cp’s go-to-market technology stack — including Salesforce, HubSpot, Outreach, ZoomInfo, and LinkedIn Sales Navigator — ensuring each platform is configured, integrated, and used to its full potential.
\n
• Evaluate the cost, utilization, and ROI of existing systems and assess alternatives (for example, migrating from Outreach to Gong), making clear recommendations on consolidation or replacement.
\n
• Manage vendor selection, implementation, and integration for new or replacement tools — serving as the internal owner that today’s outsourced model lacks.
\n
• Drive enablement and training so Sales, Marketing, and Member Success teams adopt tools quickly and use them consistently.
\n

\n

\n

D. Cross-Functional Alignment & Enablement

\n

\n
• Act as the connective tissue between New Business Sales, Member Success, Marketing, and Finance — ensuring system and process changes are coordinated and their downstream impacts understood before they are made.
\n
• Establish and run a single intake and governance process for revenue-system requests, replacing today’s uncoordinated, three-team approach.
\n
• Partner with the Member Success operations coordinators to align renewal and expansion workflows with the broader revenue system.
\n
• Document processes and build scalable operations that support i4cp’s continued growth.
\n

\n

\n

How You Will Lead

\n

\n
• Ownership: You take full accountability for the revenue systems and processes you manage, treating data integrity and system reliability as a direct reflection of your professional standard.
\n
• Systems Thinking: You see how a change in one team’s process or field ripples across the entire revenue engine — and you design for the whole, not just the request in front of you.
\n
• Collaboration: You build trust quickly across Sales, Member Success, Marketing, and Finance, communicating clearly and translating between technical and commercial audiences.
\n
• Bias for Improvement: You don’t just keep systems running — you continually ask how the funnel, the renewal motion, and the tech stack can work better, faster, and smarter.
\n

\n

\n

Required Skills & Qualifications

\n

\n
• 7+ years in revenue operations, sales operations, or Salesforce administration, ideally spanning both new business and account management / customer success motions.
\n
• Hands-on Salesforce administration experience, including building flows, workflows, validation rules, and reports; Salesforce Administrator certification strongly preferred.
\n
• Demonstrated understanding of the B2B sales process and the customer/member journey, with the ability to connect process and data to revenue and retention outcomes.
\n
• Experience owning and optimizing a GTM tech stack (e.g., HubSpot, Gong, ZoomInfo, LinkedIn Sales Navigator, or comparable tools).
\n
• Track record of evaluating, selecting, implementing, and driving adoption of revenue technology.
\n
• Strong analytical skills and comfort building reporting and dashboards that inform leadership decisions.
\n
• Excellent communication and stakeholder-management skills; able to work independently in a fast-paced, growing environment.
\n

\n

\n

Nice-to-Have / Differentiating Experience

\n

\n
• Experience implementing or migrating revenue platforms (e.g., Gong, Salesforce CPQ, or marketing automation).
\n
• Familiarity with conversation intelligence, forecasting, or renewal-management tooling.
\n
• Experience in a subscription, membership, or recurring-revenue business with meaningful renewal and net-retention goals.
\n
• Exposure to a private equity-backed company and its reporting and growth expectations.
\n
• Hands-on experience applying AI and automation to streamline revenue operations workflows.
\n

\n

\n

Why Join Us?

\n

As Director, Revenue Operations, you’ll take ownership of a function i4cp is building from the ground up — one that an independent go-to-market assessment identified as critical to the company’s next stage of growth. This is not a role where you maintain the status quo; you will define how our revenue systems, data, and processes operate as we scale.

\n

\n

You’ll sit at the center of the commercial organization, working alongside sales, member success, marketing, and finance leaders. Whether you’re automating a process in Salesforce, untangling why accounts churn, or standing up a new tool, your work will be visible, high-leverage, and directly tied to the company’s growth.

\n

\n

In addition to meaningful, impactful work, we offer:

\n

\n
• Competitive compensation commensurate with experience.
\n
• Comprehensive medical, dental, and vision benefits.
\n
• Paid time off and company holidays.
\n
• Opportunities for professional development and career growth.
\n
• A collaborative, technology-forward team culture.
\n

\n

\n

This role offers a base salary range of $130,000–$140,000. Final compensation will be determined based on experience, skills, and qualifications.

\n

\n

i4cp provides equal employment opportunity for all applicants and employees. The Company does not unlawfully discriminate on the basis of sex, sexual orientation, marital or civil partner status, gender reassignment, religion or belief, race (including color, nationality, ethnic or national origin), disability or age, pregnancy or maternity (referred to as “protected characteristics”), or any other basis protected by law.