Director, Revenue Operations – Enterprise
Clio - Cloud-Based Legal Technology
full-time
Posted on:
Location Type: Remote
Location: New York • United States
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Salary
💰 $187,200 - $280,800 per year
Job Level
About the role
- Build and lead the Enterprise Revenue Operations team, covering Sales Operations, CS Operations and Enablement
- Partner with the SVP of Enterprise to design and execute GTM strategies that enable the enterprise segment to scale
- Establish enterprise sales processes, operating cadences, and Rules of Engagement, and build enablement programs that equip GTM teams to execute across the full customer lifecycle
- Own enterprise post-sales operations, ensuring onboarding, adoption, renewal, expansion and professional services processes are built for enterprise complexity and scale
- Ensure enterprise tooling integrates into Clio's core tech stack, partnering with the Director of GTM Applications and SMB Revenue Operations leadership team
- Partner with Product, Product Marketing and Enterprise leadership to operationalize GTM strategies across Clio’s suite including Vincent and Clio Operate
- Ensure pricing, packaging and sales motions support enterprise buyers adopting multiple products across the customer lifecycle
- Develop operational frameworks that support cross-sell and expansion within complex enterprise environments
- Own pipeline and ARR forecasting across the enterprise segment, establishing the methodology and cadences that give leadership visibility into risk and upside
- Lead territory design, segmentation, quota allocation, and capacity planning, translating growth targets into actionable coverage models
- Own incentive compensation design in partnership with the Director of Compensation for the enterprise GTM organization, partnering with Finance and HR to ensure plans drive the right behaviors
- Lead QBRs, MBRs and executive reporting, translating performance data into clear insights and recommendations for senior leadership
- Define how GTM metrics are measured, distributed, and actioned across the enterprise segment; covering pipeline health, conversion, retention, expansion, and efficiency
- Partner with Data & Finance to maintain clean, consistent GTM data infrastructure and support board-level reporting
Requirements
- Bachelor's degree; MBA preferred
- 7+ years as a Senior Manager of RevOps or 3+ years as a Director of RevOps in a B2B SaaS environment
- Experience building or scaling Enterprise GTM operations, ideally in a company moving upmarket
- Management experience required — 3+ direct reports
- Strong analytical skills with the ability to translate complex data into clear recommendations for senior leadership
- Comfortable in a matrix environment — influencing without direct authority across multiple functional teams
- Roll-up-your-sleeves mentality — this is a builder role, not a manager-only role
- Familiarity with core GTM tools including Salesforce, SalesLoft, Gong, CPQ platforms, Professional Services Automation (PSA) and Customer Success platforms
- Ability to travel to or within Canada one week per quarter
Benefits
- Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
- Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.
- Flexible time off policy, with an encouraged 20 days off per year.
- EAP benefits for you and household members, including counseling and online resources
- 401k matching and Child Education Savings
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
GTM strategiesenterprise sales processespipeline forecastingincentive compensation designdata analysisoperational frameworksterritory designquota allocationcapacity planningcustomer lifecycle management
Soft Skills
analytical skillsinfluencing without authoritybuilder mentalityleadershipcommunicationcollaborationproblem-solvingstrategic thinkingadaptabilityteam management
Certifications
Bachelor's degreeMBA