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Revenue Operations

• Own company-wide revenue forecasting in partnership with Sales and Finance
• Improve forecast accuracy and consistency across teams
• Identify risks and gaps in pipeline and provide actionable recommendations
• Align CRM forecasting with financial planning models
• Define and enforce lead routing, lead and pipeline stage criteria, and conversion benchmarks
• Analyze funnel performance and identify bottlenecks
• Drive initiatives to improve conversion rates and sales efficiency
• Establish clear pipeline coverage and performance targets
• Design and optimize end-to-end revenue processes across Marketing, Sales, and Customer Success, covering both inbound and outbound processes
• Ensure alignment across teams on definitions, handoffs, and accountability
• Continuously reduce friction and improve rep productivity
• Deliver clear, actionable insights to executive leadership
• Translate data into decisions (not just dashboards)
• Provide visibility into pipeline health, forecast risk, and productivity
• Act as the connective tissue between Sales, Marketing, Customer Success, and Finance
• Drive consistency in metrics, definitions, and reporting
• Facilitate regular revenue reviews and performance discussions
• Lead and develop a RevOps team including systems and Salesforce/billing specialists and a Deal Desk function
• Set priorities and ensure focus on high-impact work
• Balance strategic initiatives with operational excellence
• Own the RevOps tech stack strategy and roadmap
• Ensure systems support business needs without unnecessary complexity
• Evaluate tool ROI and eliminate inefficiencies
• Assist with rep quota modeling and capacity planning
• Support Sales Leadership and Finance with rep comp plan modeling and execution
• Work with Sales Leadership on Account assignment / territory planning

Revenue Operations Director