Sr Director Revenue Operations

Senior Director Of Revenue Operations

Actionstep is a pioneer in the development and sale of software-as-a-service (SaaS) products, specializing in the delivery of Legal Practice Management software. We are a fast growing, dynamic business with a global customer base of more than 50,000 users and a team of over 220+ in the USA, Australia, UK, Canada and New Zealand.

The Senior Director of Revenue Operations is responsible for building the operating system that powers Actionstep's GTM engine across Sales and Marketing, and for putting AI to work in how that engine runs day to day. The role owns the full revenue lifecycle — from lead routing and outbound motion through renewal and expansion — and is the strategic partner to the CRO, Sales, Marketing, Customer Success, Sales Enablement, and Finance orgs. This is not a maintenance role, but it is also not a blank-canvas build: you will inherit a working stack and one analyst, and your job is to take the GTM engine from functional to exceptional.

Optimize the GTM Operating System

• Own the Salesforce architecture as the source of truth for the GTM engine. Ensure account, contact, opportunity, and product data are clean, structured, and AI-ready.
• Own lead management end-to-end: lead routing, qualification gates, hand-offs across SDR / AE / partner motions, and the SFDC plumbing that supports each stage.
• Build account and prospect scoring models that improve targeting and prioritization. Lead ICP definition inside Salesforce, in partnership with Marketing.
• Own data enrichment, attribution, and the integrations that connect Marketing automation, intent signals, and the rest of the GTM tech stack into Salesforce.
• Govern the GTM tech stack (Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and adjacent tools). Drive adoption, ROI, and continuous improvement.
• Identify and remove process bottlenecks. Build a scalable foundation that enables growth without proportional increases in headcount or operational complexity.
• Partner with the in-flight Q2C redesign engagement on order form, cross-sell amendment workflow, and Salesforce-to-NetSuite integration improvements.

Drive AI-Enabled Revenue Execution

• Lead the build-out of AI-enabled GTM capability across the customer acquisition process: prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision support.
• Embed AI into the daily workflows of Account Executives and SDRs via Outreach, Agentforce, Claude, and new tools as they arrive. Drive measurable improvements in ramp time, attainment, win rates, and bookings per rep.
• Build automated research and enrichment workflows that reduce manual prospecting effort while increasing personalization quality across outbound campaigns.
• Integrate AI-driven insights into the sales process to strengthen messaging, qualification, and opportunity strategy, with appropriate human review and control.

Sales Planning, Forecasting, and Analytics

• Coordinate sales forecasting, planning, budgeting, and quota-setting processes. Ensure targets are realistic, fair, and aligned with company strategy.
• Lead territory modeling, quota design, and capacity planning using data-backed scenario analysis.
• Build and maintain dashboards for both executive and operational audiences — covering ARR growth, pipeline health, territory performance, forecast accuracy, and retention for leadership and the board, and pipeline movement, attainment, deal age, win rates, source, size, and cross-sell vs. standalone for sales leadership.
• Partner with Finance and HR on sales compensation plan design and administration; drive desired behaviors while maintaining fairness and clarity.
• Define and track measurable KPIs for the revenue function.

Cross-Functional Partnership

• Operate as a trusted strategic partner to all Sales VPs, the CRO, and Marketing leadership across regions. Become the first call for strategic revenue operations questions.
• Partner with Marketing on lead management, routing, attribution, and ICP definition.
• Partner with Customer Success on retention and expansion data, process, and tooling to drive NRR. Ensure the post-sale side of the engine is as well-built as the new-business side.
• Partner with Sales Enablement on enablement program design and rollout, AE onboarding, and tool adoption.
• Partner with Finance and Accounting on forecasting, quote-to-cash, and revenue recognition.
• Represent Revenue Operations in ELT-level conversations that shape revenue strategy. Lead or co-lead cross-functional revenue initiatives (pricing and packaging, cross-sell amendment build, M&A integration on the GTM side).

People Leadership

• Manage and develop the Sales Operations Analyst, delegating tactical Salesforce administration and marketing operations work appropriately.
• Set clear expectations, deliver consistent structured coaching and feedback, and define ownership boundaries that free your capacity for strategic work.
• Build the function's bench over time as the company scales.
• Undertaking any other reasonable duties as required