Director of Revenue Operations

Consensus

. Partner with Finance for annual and quarterly GTM planning processes including quota design, territory modeling, capacity planning, and goal-setting across Sales, Marketing, and Customer Success.

Posted 4/22/2026full-timeRemote • 🇺🇸 United StatesLead💰 $160,000 - $180,000 per yearWebsite

Tech Stack

Tools & technologies

SQL

About the role

Key responsibilities & impact

Partner with Finance for annual and quarterly GTM planning processes including quota design, territory modeling, capacity planning, and goal-setting across Sales, Marketing, and Customer Success.
Partner tightly with Finance on scenario modeling, revenue forecasting, and attainment tracking, ensuring the financial plan is grounded in operational reality, not just assumptions.
Make sure business objectives don't stop at the leadership level — operationalizing them across Sales, Marketing, and CS so strategy becomes action.
Lead a high-impact RevOps team as a true player-coach — equally comfortable directing the work and doing it.
Develop and grow the team with intention — building clear ownership, accountability, and career paths that attract and retain operators who are as analytical as they are action-oriented.
Build a high-performing, cross-functional team culture rooted in data, collaboration, and continuous improvement.
Serve as the strategic thought partner for the company and GTM leadership, bringing a RevOps perspective to the table before you're asked and answering hard questions with insights backed by data.
Own the company’s revenue forecast cadence end to end in partnership with the CRO and VP of Sales.
Build and own predictive models including customer health scores, deal momentum scores, and expansion propensity signals that shift the team from reporting what happened to surfacing where to act.
Deliver forward-looking analysis on velocity, conversion health, and risk — giving leadership a clear view of where the number is going, not just where it stands today.
Establish forecast accuracy as an organizational discipline — setting standards, driving adoption, and holding the GTM org accountable to a shared methodology.
Accelerate the RevOps function shift from a data delivery operation into a strategic insight engine — shifting the org from looking at what happened to knowing where to act next.
Design executive and board-level reporting that tells a story, not just a scoreboard — connecting pipeline health, funnel performance, and revenue signals into a narrative that drives decisions.
Ensure Marketing, Sales, and CS metrics are consistently defined and measured so attribution, ROI, and campaign-to-close analysis reflect a single source of truth across the revenue org.
Serve as the executive owner of the GTM tech stack, including Consensus, HubSpot CRM and MAP, Gong, PandaDoc, Trumpet, and other enrichment platforms.
Ensure data integrity, process adoption, and cross-system integration across Sales, Marketing, and CS tools.
Evaluate and make build/buy/integrate decisions to scale the revenue infrastructure.
Leverage AI and automation tools to streamline revenue operations workflows, improve forecasting accuracy, and surface insights that drive strategic decision-making across the GTM organization.
Own the end-to-end revenue process from lead routing to closed-won to renewal — driving consistency and compliance through automation and smart process design so the machine runs the same way every time, at every stage.
Partner with Sales Enablement to track rep ramp times, activity SLAs, and performance benchmarks and use that data to identify where better process and tooling can unlock rep performance.
Build the playbooks, training materials, and scalable processes that make operational excellence repeatable.
Operate as the connective tissue between Marketing, Sales, Partnerships, and Customer Success — ensuring business strategies are aligned across every team that touches revenue, not siloed within each one.
Show up at the executive table not just as a RevOps representative, but as a strategic voice — bringing data-backed insights that shape how the business makes decisions, not just reports on them.

Requirements

What you’ll need

10+ years of experience in Revenue Operations, Sales Operations, or a similar GTM operations function at a high-growth B2B SaaS company.
5-6+ years in a people management role, with a track record of building and developing high-performing ops teams.
Deep expertise in CRM systems (HubSpot strongly preferred), marketing automation, and the broader GTM tech stack.
Proven ability to own revenue forecasting, pipeline management, and executive-level reporting.
Strong analytical foundation with proficiency in Excel/Google Sheets; SQL experience highly desired.
Experience partnering with Finance and executive leadership on planning, modeling, and goal attainment.
Exceptional communication skills with the ability to translate complex data into clear, actionable insights for senior audiences.
A systems thinker who thrives in ambiguity and can balance strategic priorities with day-to-day operational demands.
You’re known as a builder, a collaborator, and a joy to work with!

Benefits

Comp & perks

Benefit from a generous employer contribution towards health insurance, with a variety of plans that include dental and vision coverage.
Enjoy employer contributions to your HSA, and take advantage of HSA/FSA programs to maximize your tax savings.
Secure your future with our 401(k) plan featuring company-matching contributions.
We offer paid parental leave, so you can prioritize what matters most—your family.
Enjoy unlimited PTO and 12 company holidays to recharge and refresh.
Celebrate your birthday with a day off, and enjoy Flex Fridays, where every third Friday of the month is yours to unwind.
Work in a flexible, remote environment that suits your lifestyle, with a top-tier WFH setup provided when you join.
Participate in our professional development program to expand your skills and advance your career.
Make a difference in your community with two paid volunteer days each year at a charity of your choice.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

revenue operationssales operationspipeline managementrevenue forecastingdata analysisExcelGoogle SheetsSQLpredictive modelinggoal attainment

Soft Skills

communicationcollaborationleadershipanalytical thinkingstrategic thinkingteam developmentoperational excellenceproblem-solvingadaptabilityrelationship building