Director, Revenue Operations

SugarCRM

Director of Revenue Operations at SugarAI leading teams in Sales and Client Success operations. Focused on automating processes and improving data quality.

Posted 5/1/2026full-timeRemote • 🇺🇸 United StatesLead💰 $165,000 - $185,000 per yearWebsite

Tech Stack

Tools & technologies

SQL

About the role

Key responsibilities & impact

Lead core Revenue Operations functions across Sales Operations, Client Success Operations, and Deal Desk.
Manage, coach, and develop a small but high-impact team, creating clarity around priorities, roles, service levels, and expected outcomes.
Partner with the VP, Revenue Operations to translate company strategy into scalable operational plans and team execution.
Build a culture of accountability, operational rigor, continuous improvement, and strong internal partnership.
Lead the design, standardization, documentation, and continuous improvement of core go-to-market processes across the lead-to-close, order-to-book, and customer lifecycle management motions.
Identify manual, inconsistent, and low-value workflows across Sales Ops, CS Ops, and Deal Desk, and implement automation to improve efficiency, accuracy, compliance, and user experience.
Establish scalable business rules, governance frameworks, and operating procedures that drive consistency across teams, functions, and geographies.
Partner with business stakeholders and systems teams to translate requirements into durable process improvements and automated solutions.
Optimize end-to-end sales processes to improve productivity, pipeline management, forecasting discipline, and rep execution.
Lead territory design, segmentation, and coverage planning across geographies, segments, and verticals.
Support quota operations, account assignment governance, account holdovers, certification tracking, and operational reporting.
Improve pipeline hygiene, forecasting accuracy, and reporting consistency through better process design, controls, and dashboards.
Support the operational infrastructure for customer lifecycle management, including renewals, expansion support, customer segmentation, success workflows, and performance visibility.
Standardize core Client Success processes, stage definitions, handoffs, and success metrics to improve consistency and scalability.
Oversee Deal Desk operations to ensure efficient management of approvals, pricing, discounting, exception handling, and policy adherence.
Deliver accurate, timely dashboards, executive reporting, and actionable insights across sales performance, customer retention, forecast risk, conversion trends, and productivity.
Own data quality standards and governance across CRM, BI, and related revenue systems.

Requirements

What you’ll need

7+ years of experience in Revenue Operations, Sales Operations, Client Success Operations, Deal Desk, or related go-to-market operations roles, with 2+ years in a leadership role.
Proven experience leading and developing high-performing operations teams across multiple functional areas.
Proven success standardizing and automating tools, workflows, and business processes in a SaaS environment.
Strong experience improving CRM, revenue systems, and operational processes to drive scale, consistency, and productivity.
Demonstrated success supporting sales process optimization, forecasting, territory design, customer lifecycle operations, and commercial governance.
Strong analytical skills, with proficiency in Excel, SQL, or similar data tools.
Experience building dashboards, KPIs, reporting frameworks, and executive insights.
Exceptional cross-functional communication, stakeholder management, and change leadership skills.
High attention to detail with the ability to manage multiple priorities in a fast-paced, evolving environment.

Benefits

Comp & perks

Excellent healthcare package for you and your family
Savings and Investment – 401(k) match
Unlimited Paid Time Off
Paid Parental Leave
Online Legal Services (Rocket Lawyer)
Financial Planning Services (Origin)
Discounted Pet Insurance (Embrace Pet Insurance)
Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
Health and Wellness Reimbursement Program
Travel Discounts
Educational Resources - Career & Personal Development Program
Employee Referral Bonus Program
We are a merit-based company - many opportunities to learn, excel and grow your career!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Revenue OperationsSales OperationsClient Success OperationsDeal DeskSaaSCRMSQLExceldashboardsKPI

Soft Skills

leadershipteam developmentanalytical skillscross-functional communicationstakeholder managementchange leadershipattention to detailprioritizationoperational rigorcontinuous improvement