Director, Revenue Operations

Trustwell is looking for ambitious, energetic problem-solvers who enjoy a fast-paced team environment filled with challenges and career growth opportunities in a rapidly growing tech firm. Trustwell is on a mission to change the food industry. Combining FoodLogiQ’s supply chain management software with Genesis’ nutritional analysis and label development solution, the Trustwell Connect platform creates the food industry’s only full-scale solution connecting product development and regulatory-compliant labeling with supplier compliance, enhanced traceability, and automated recall management. From food and supplement manufacturers to retail grocers and restaurant chains, more than 2,500 food companies around the world use Trustwell software as their trusted source for compliance and quality solutions in the food industry. For more information, visit Role: Director, Revenue Operations FLSA: Full Time | Exempt | Salaried | Remote (US) Reports to: Chief Revenue Officer Scope of Position: The Director of Revenue Operations is responsible for building and optimizing the operating infrastructure that enables Trustwell’s go-to-market organization to scale efficiently and consistently achieve revenue objectives. This leader serves as a strategic partner to the Chief Revenue Officer and Executive Leadership Team, translating business priorities into scalable processes, systems, workflows, and actionable insights. This role extends well beyond reporting and analytics. The Director of Revenue Operations is expected to proactively identify critical gaps and inefficiencies across the revenue lifecycle, diagnose root causes, design improved business processes, build or implement the technical solutions required to support those processes, partner with Revenue Enablement to drive adoption, and establish the reporting required to measure results. The ideal candidate combines strategic business thinking, technical expertise, analytical rigor, and hands‑on execution. This individual must be equally comfortable identifying an organizational problem with executive leadership, designing the future-state process, implementing changes within the revenue technology stack, and translating results into clear executive and Board‑level insights. Working closely with Sales, Account Management, Revenue Enablement, Marketing, Customer Success, Finance, and Product, this leader will establish a scalable and connected revenue operating model across the entire customer lifecycle. Essential Duties & Responsibilities including but limited to: Own Trustwell’s Revenue Operations strategy and function, establishing the processes, systems, data infrastructure, governance, and operating cadence required to support scalable growth. Serve as a strategic partner to the CRO and Executive Leadership Team, proactively identifying revenue performance issues, operational gaps, risks, and opportunities and recommending actions to address them. Evaluate the end-to-end revenue lifecycle - including lead management, opportunity management, pipeline creation, forecasting, territory and account management, customer expansion, and renewals - to identify friction, inefficiencies, and breakdowns. Conduct root‑cause analysis of performance gaps to determine whether issues are driven by process, technology, data, execution, organizational design, or enablement and develop solutions accordingly. Design and implement scalable revenue processes, including clearly defined workflows, ownership, handoffs, SLAs, governance, and success metrics. Translate business requirements into technical solutions and system architecture, with hands‑on involvement in Salesforce and Trustwell’s broader revenue technology ecosystem. Own the integrity, architecture, governance, and continued optimization of Salesforce and related GTM systems, ensuring technology enables the business process rather than dictates it. Identify opportunities for automation and technology‑enabled productivity improvements across the revenue organization and lead implementation, from concept through deployment. Partner closely with Revenue Enablement to translate new processes, systems, and operating expectations into training, documentation, change management, and field adoption programs. Establish reporting after processes and success metrics have been defined, ensuring dashboards measure business outcomes and drive action rather than simply surface activity. Build and maintain executive‑level KPI scorecards, dashboards, funnel analytics, pipeline reporting, forecasting insights, productivity metrics, and business reviews that provide a trusted and consistent view of revenue performance and enable effective decision‑making Own the development of Board of Directors reporting for the revenue organization, partnering with the CRO, CEO, and Finance to build clear, Board‑ready materials communicating revenue performance, pipeline and forecast health, key trends, risks, opportunities, and progress against strategic priorities. Translate complex revenue data into concise executive and Board‑level insights and narratives, clearly articulating what is happening, why it is happening, and what actions the organization is taking. Establish repeatable processes and data governance for Board and executive reporting to ensure accuracy, consistency, and confidence in revenue metrics. Own revenue data integrity and establish clear governance around definitions, stage criteria, attribution, account ownership, opportunity management, forecasting, and other critical revenue data Lead pipeline and forecast analytics, including pipeline coverage, conversion, velocity, sales cycle, win rates, productivity, attainment, and leading indicators of performance. Partner with Sales and Finance on annual planning, quota development, capacity planning, territory design, headcount planning, compensation analysis, and revenue forecasting. Partner with Marketing on lead lifecycle management, routing, attribution, funnel conversion, campaign effectiveness, and Marketing‑to‑Sales handoffs. Partner with Account Management and Customer Success to establish scalable processes, forecasting, and executive visibility around renewals, retention, churn risk, customer health, upsell, cross‑sell, and expansion opportunities. Ensure renewal and expansion pipelines are managed with the same level of rigor, visibility, and accountability as new business pipeline Evaluate and optimize Trustwell’s revenue technology stack, eliminating unnecessary complexity and ensuring investments produce measurable business value. Lead cross‑functional Revenue Operations initiatives from problem identification through process design, technical implementation, enablement and adoption, reporting, and continuous improvement Build a culture within Revenue Operations centered on business partnership, accountability, urgency, data integrity, scalability, and continuous improvement. Other responsibilities as needed Required Skills/Abilities Proven ability to build and scale Revenue Operations functions within high-growth SaaS or recurring revenue organizations. Business‑first orientation with strong technical depth and the ability to understand and diagnose a business problem before determining the system, data, or reporting solution. Exceptional ability to identify operational and performance gaps, conduct root‑cause analysis, and translate findings into executable solutions. Advanced knowledge of Salesforce architecture, administration, workflows, automation, reporting, dashboards, and data management. Strong understanding of modern revenue technology platforms including Salesforce, Clari, Salesloft, ZoomInfo, LinkedIn Sales Navigator, and related GTM technologies. Deep understanding of the complete B2B SaaS revenue lifecycle, including Marketing funnel and attribution, demand generation, new business pipeline, enterprise sales, forecasting, renewals, retention, upsell, cross‑sell, and customer expansion. Advanced analytical capabilities with the ability to move beyond reporting what happened to explaining why it happened and what the organization should do about it. Experience building executive and Board‑level reporting, including the ability to synthesize complex data into concise insights, trends, risks, and recommendations. Experience designing and implementing scalable business processes across multiple revenue functions. Strong understanding of SaaS metrics, including ARR, bookings, pipeline coverage, conversion, velocity, win rate, retention, expansion, productivity, and attainment. Demonstrated experience with forecasting, territory planning, quota setting, capacity modeling, and annual planning. Exceptional executive presence with the ability to communicate with and influence senior executives and cross‑functional leaders. Strong project and change management capabilities with demonstrated ability to take complex initiatives from concept through implementation and adoption. Ability to balance strategic leadership with hands‑on execution; this role requires a leader willing and able to personally solve complex operational and technical problems. Demonstrated ability to lead through influence across Sales, Marketing, Customer Success, Finance, Product, and Revenue Enablement. Demonstrated experience building operational processes and reporting for both new business and existing‑customer revenue, including renewal forecasting, retention, expansion, and churn visibility. Education/Experience 8+ years of progressive experience in Revenue Operations, Sales Operations, Business Operations, GTM Strategy, or related functions. 3+ years of leadership experience within Revenue Operations or Sales Operations. Proven success supporting and scaling B2B SaaS or recurring revenue organizations. Proven success supporting revenue organizations exceeding $50M ARR. Experience integrating and optimizing multiple GTM technologies and data sources. Experience within Food Manufacturing, Food Safety, Compliance, Supply Chain, ERP, WMS, PLM, QMS, or other enterprise software environments preferred. Supervisory Responsibilities: Lead Trustwell’s Revenue Operations function and directly manage Revenue Operations personnel. Establish clear responsibilities, performance expectations, and development plans for the Revenue Operations team. Total Rewards Package: Full healthcare benefits, including medical, dental, and vision. Responsible Time Off (PTO) + Holiday Pay Competitive Compensation + Bonus! Excellent culture, growth opportunities, plus much more... What to expect - the Hiring Process! Interview with Human Resources Interview with Hiring Manager Offer of Employment (Background Screening/References) The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The anticipated salary range for this role is listed below; with most candidates hired in the mid-range. This position is eligible for up to 10% annual bonus, and participation in the companies equity program. To learn more about the culture & employee experience at Trustwell, check out our LinkedIn or GlassDoor ! Trustwell is an equal employment opportunity employer committed to hiring and retaining a diverse workforce. Applicants receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, religion, or other legally protected class. If you need accommodation for any part of the employment process due to a medical condition, or any disability, please contact a member of our human resources team. Acceptable Background and References Required; Upon any conditional offers made by Trustwell. Equal Opportunity Employer/ DFWP/ Aff! #J-18808-Ljbffr Rippling, Inc.