Testlio

Director, Revenue Operations

Testlio

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Job Level

Lead

Tech Stack

SQLTableau

About the role

  • Oversee the full sales operations ecosystem, including CRM optimization, pipeline management, forecasting, territory planning, and sales process governance.
  • Partner closely with Marketing to design, maintain, and continuously optimize our attribution model, ensuring clear visibility into channel performance, campaign ROI, and lead-to-revenue contribution.
  • Contribute to, document, and refine the sales compensation strategy, including monitoring commissions, maintaining leaderboards, and defining special incentives.
  • Monitor pipeline health daily—reviewing conversion rates, deal velocity, rep productivity, and forecast accuracy—and provide actionable insights to Sales leadership.
  • Manage and refine the lead lifecycle (MQL → SQL → Opportunity → Closed), ensuring clean handoffs between Marketing and Sales through defined SLAs, workflows, and automation.
  • Own CRM data quality, data governance, and reporting infrastructure; reduce noise, standardize definitions, and maintain a trusted single source of truth.
  • Drive regular sales forecasting rhythms—weekly pipeline reviews, forecast calls, and roll-ups—ensuring consistent methodology and high accuracy.
  • Partner with Sales Enablement to provide insights that inform playbooks, training, and sales process improvements.
  • Collaborate with Marketing Operations on funnel analysis, segmentation, and targeting to support high-quality pipeline creation.
  • Build and maintain dashboards for Sales, Marketing, and Executives, surfacing insights that influence strategy and resource allocation.
  • Lead a small Sales Ops/RevOps team, prioritizing requests, managing project roadmaps, and ensuring a high level of service for the GTM organization.

Requirements

  • 10+ years of experience in Sales Operations or Revenue Operations within a SaaS or technology organization.
  • Deep hands-on expertise with Salesforce, including workflow automation, reporting, dashboards, forecasting tools, data schema, and governance.
  • Strong experience managing or partnering with Marketing Operations, particularly around multi-touch attribution, campaign tracking, and lead lifecycle management.
  • Advanced proficiency in pipeline analysis, forecasting models, capacity planning, and sales performance metrics.
  • Strong understanding of SaaS metrics, including pipeline coverage, ARR/MRR, win rate, velocity, CAC, and MQL to SQL to Opportunity conversion rates.
  • Hands-on experience with marketing automation systems such as HubSpot, Marketo, or Pardot, including CRM integrations.
  • Comfort with data tools such as Snowflake, Looker, Tableau, Power BI, or other BI/analytics systems.
  • Proven ability to diagnose GTM bottlenecks and implement scalable process improvements in a fast-paced, remote-first environment.
  • Experience leading or mentoring a Sales Ops/RevOps team, setting priorities, and balancing tactical support with strategic initiatives.
  • Strong SQL or data manipulation skills (nice-to-have but highly preferred) for deeper analysis and troubleshooting.
Benefits
  • Great Culture: Testlio is a female-founded company, and half of our team identifies as women. We’re proud of our inclusive, purpose-driven culture where people genuinely enjoy collaborating.
  • Remote Work: Our culture is built around remote work. We’ve created systems that enable us to work together asynchronously as a fully remote, globally distributed team. Testlio provides the tools and guidance to help everyone succeed in their careers in a fully remote setting.
  • Investment in You: Your growth and well-being matter to us. You’ll have flexible paid time off—including national holidays, personal days, and sick days—plus stock options so you can grow with Testlio. We also provide a $300 annual learning stipend to support your personal and professional development.
  • Winning Business: Testlio is growing, profitable, and cash-strong. We are leading our industry with exceptional clients who provide us with a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
Sales OperationsRevenue OperationsCRM optimizationpipeline managementforecastingdata governancemulti-touch attributionsales performance metricsSQLdata manipulation
Soft skills
leadershipcollaborationproject managementanalytical thinkingcommunicationstrategic planningproblem-solvingmentoringprioritizationadaptability