Director Strategic Revenue Operations

Located in Austin, Texas (Hybrid 3 days a week). Context & Impact As Lansweeper continues to mature its Revenue Operations function, this position takes on broader strategic ownership across forecasting, GTM planning, deal operations, commissions, and AI-native transformation of the RevOps engine. As Director Strategic Revenue Operations, you are the person who tells leadership whether we are on track, explains why when we are not, and turns that into recommendations they can act on. Reporting to the COO and working closely with the CRO and CCO, you own the full funnel view from lead to closed won — and you help define what an AI-native revenue organization looks like at Lansweeper. Your near-term goals: establish a forecast process leadership can plan against, build one version of the truth across Marketing, Sales and Customer Success, and progressively rebuild how RevOps works when agents and automation are available. Challenge The main challenges you'll face are: Forecast predictability. Leadership needs a forecast it can plan against, with accuracy measured and improving cycle over cycle across segments, regions and categories. One version of the truth. Marketing, Sales and Customer Success each have their own view. You build the single funnel view all of them recognize as theirs — and you own the definitions that make it add up. An AI-native RevOps function. Not bolting AI onto today's processes, but asking what forecasting, analysis, planning and deal operations look like when agents do much of the work — and holding the business case from hypothesis to realized value. Authority without a reporting line. The systems, data and AI teams you depend on do not report to you. You get there with a business case and standards people accept. Key Responsibilities Forecasting Set the forecast process, methodology, stage and category definitions and the tooling behind them — Sales leadership runs the forecast calls; you build the machine that makes their call reliable. Measure forecast accuracy every cycle by segment, region and category, report it alongside actuals, and drive it up. Challenge the roll-up, surface the risk and upside the number is hiding, and flag early where coverage does not support the commit. Performance & Insight — Lead to Closed Won Own the golden set of sales and marketing reports reaching the CRO, CEO and board, and the definitions that make the full funnel add up: lead and MQL criteria, stage conversion, attribution and handoffs between Marketing, Sales and Customer Success. Partner with Marketing on spend, pipeline contribution, funnel velocity and conversion by source and segment. Set the operating rhythm: forecast, pipeline, monthly business and quarterly GTM reviews, with clear decisions, owners and follow-up. Annual Planning Drive the annual GTM planning cycle with the CRO, CCO, COO, Finance and the data team, translating the growth ambition into segment, territory, quota and capacity models. Set the pipeline, coverage and marketing investment assumptions behind the plan, and run the quarterly re-forecast and in-year reallocation. Sales Operations, Deal Desk & Pricing Run GTM sales operations as a service to the sales teams: deal structuring, data quality, account and lead assignment, territory and quota administration. Build and operate a real deal desk with standards, approval paths and turnaround commitments — quality enforced up front rather than corrected afterwards. Set pricing operations: discount governance, approval thresholds, price book maintenance and rollout of pricing and packaging changes. Commissions Own commission plan design with the CRO, CCO and Finance, and the system behind it: mechanics, quota logic, accelerators, payout rules, and the accuracy and auditability of the payout cycle. Run rollout, seller queries and disputes against clear service levels. GTM Data & Systems Establish GTM data quality and master data as a permanent capability, not a clean-up project, and enforce the data contract with the teams that own the systems. Translate GTM needs into a prioritized, business-cased demand list for GTM Apps, CRM, Data and Quote-to-Cash leaders. AI Rebuild how Strategic RevOps works when agents and automation are available: forecasting and pipeline inspection, revenue and root-cause analysis, planning and scenario modelling, deal operations, data quality monitoring and recurring reporting. Identify where AI moves a number — and say plainly where it does not. Set the business priorities for GTM AI Labs and hold the business case from hypothesis to realized value. Leadership Lead and grow the Strategic RevOps team (2 direct reports, 9 indirect); operate as a trusted counterpart to the leadership team with the standing to challenge the plan and the numbers. Lead through influence across the systems, data and AI teams your outcomes depend on. Job requirements Hard Skills 5+ years in Revenue Operations, including several years as Senior Director level in a fast-paced B2B SaaS scale-up. Built a forecast process, methodology and tooling for a multi-segment, multi-region organisation, with demonstrable improvement in accuracy. Owned annual GTM planning, territory, quota and capacity modelling at the same scale. Led a sales operations function including sales process design, deal desk, pricing operations and GTM data governance. Fluent in full-funnel analytics: conversion, attribution, velocity and marketing spend efficiency — able to hold that conversation with a Marketing leader. Hands‑on with commission plan design and a commission system (Xactly, CaptivateIQ, Spiff, Everstage or similar); deep experience in CRM (Salesforce preferred) and BI tooling. Demonstrated, hands‑on AI experience in a RevOps or GTM setting: concrete examples of AI‑powered workflows, analyses or agents you have led or embedded, ideally with measurable impact. You don't need to have engineered them yourself, but you do need to have made them stick. Soft Skills Equally credible in a leadership debate and inside a dataset — able to hold a strategic conversation with a CRO, CFO and a data engineer on the same day. Able to drive outcomes through teams that do not report to you — influence, business case, standards. Clear, direct communicator who can translate complex analysis into decisions and follow‑up. AI Specific Skills Lansweeper is an AI‑native company. AI fluency is a hard requirement in this role — on three levels at once. Personal. AI is part of your daily work for analysis, modelling, research and communication, and you evaluate what it produces critically. Functional. You make Strategic RevOps progressively AI‑native, redesigning workflows and building the team's ability to work alongside agents — from forecasting and pipeline inspection to deal operations and recurring reporting. Business. You prioritise GTM AI opportunities on measurable commercial impact, work with GTM AI Labs, Data and Systems to scale the strongest, and hold the business case from hypothesis to realised value. We believe AI multiplies strong Revenue Operations expertise. It does not substitute for it. Team Info You’ll join the RevOps team, working closely with the CRO, CCO, COO, Finance, GTM AI Labs, Data and GTM Apps leadership. Team size: 2 direct reports, 9 indirect, based across Belgium and the United States. This role reports to the COO. About Lansweeper Lansweeper is the AI Cyber Asset Intelligence platform helping IT and Security teams gain full visibility, reduce cyber risk, and scale automation with confidence. In today's complex IT, OT, cloud, and IoT environments, fragmented asset data slows decisions and increases risk. We transform raw asset data into a continuously validated, trusted source of truth — so teams can move faster and act with certainty. With Lansweeper, Organizations Can See – Truly complete visibility across hybrid environments Know – Enriched asset intelligence with lifecycle and risk context Act – Automate workflows, coordinate remediation, and enforce policy at scale From universal asset discovery to AI-powered intelligence, we provide the shared foundation modern IT Operations, Cybersecurity, and Digital Transformation teams rely on. Our Culture One Team – United across boundaries We Care – Customers and people at the center We Grow – Learning, sharing, improving We Deliver – Focusing on what truly matters Pay Transparency At Lansweeper, every role is assigned to a level defined by three things: the expertise it requires, the complexity it involves, and the scope of impact it carries. Each level maps to a salary band based on salary benchmarks from the Software/SaaS industry of your country, so your pay reflects what the market pays for comparable roles. Where you land within that range depends on the expertise you bring, the complexity you have navigated, the scope of impact you have owned, and your track record of delivering results in comparable roles — the same criteria applied consistently to every candidate. We welcome applicants of all backgrounds, regardless of gender, religion, ethnic origin, age, sexual orientation, or disability. AI Usage During Hiring Process We use AI to support and not replace during the hiring process. HR decisions are made by our talent acquisition team. You can request more info at any time via [email protected] Diversity Statement It is Lansweeper's policy to provide equal employment opportunity to all applicants and employees. Lansweeper disapproves of, and will not tolerate, unlawful discrimination against any applicant or employee because of race, color, national origin or ancestry, gender (including pregnancy, childbirth, or related medical conditions), gender identity, age, religion, disability, family care status, veteran status, marital status, sexual orientation, or any other basis protected by local, state, or federal laws. #J-18808-Ljbffr Lansweeper