Sr Director 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 PURPOSE OF YOUR ROLE

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.

WHAT YOU WILL BE DOING

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

Requirements

Required

• 7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company, with at least 3 years in a leadership role managing direct reports.
• Demonstrated interest in building AI-enabled selling capability to produce measurable productivity gains.
• Deep Salesforce expertise; comfortable architecting and reviewing the platform.
• Track record of partnering effectively with senior sales leadership (VPs and CRO-level) as a peer.
• Track record of connecting and governing a modern GTM tech stack (Salesforce as source of truth, plus tools such as Outreach, ZoomInfo, 6sense, DocuSign, and proposal tooling) to ensure reliable data flow, intelligent automation, and scalable reporting.
• Experience building executive and board-level dashboards.
• Experience with territory modeling, quota design, and capacity planning using data-backed scenario analysis.
• Strong written and verbal communication, especially when translating between sales, marketing, and finance audiences.
• Direct, accountable, and resilient under change. Receives feedback well and defaults to curiosity.

Preferred

• Vertical SaaS experience (legal tech especially, or other regulated / professional-services verticals).
• Experience with ZoomInfo, DealHub, or comparable category tools.
• Experience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tooling in a production sales environment.
• Experience with NetSuite, Zone Billing, ASC 606 revenue recognition, and Salesforce-to-NetSuite integration via Celigo or comparable middleware.
• Experience with Salesforce Revenue Cloud Advance (RCA) or equivalent CPQ tooling.
• Experience leading a Salesforce or RevOps redesign engagement with an external partner.
• Experience scaling Revenue Operations from approximately $50M to $200M+ revenue.
• Experience supporting cross-sell motions in a multi-product environment.

WHO YOU WILL WORK WITH

Reports To:

VP of Finance with a strong partnership / dotted-line relationship to the CRO

Benefits

We have a fantastic and inspirational working environment!

• Robust medical, dental, vision offerings
• 401K with company match
• Flexible working and PTO
• Take your birthday off
• Frequent team building events
• Fantastic training and development opportunities