WorkWave

Director, Revenue Operations

WorkWave

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $150,000 - $180,000 per year

Job Level

Lead

About the role

  • Lead the annual go-to-market planning process, including quota and territory design, capacity and headcount modeling, and segmentation across global regions.
  • Own the global forecasting cadence, partner with Sales Leaders to drive accuracy, and enforce data governance across the CRM to ensure accurate bookings, revenue, and compensation tracking.
  • Develop and maintain dashboards and KPIs for pipeline health, conversion rates, productivity, and attainment. Translate data into actionable insights for Sales Leaders and executives (including QBR reporting).
  • Act as the primary operational liaison to Sales Leaders, identifying and implementing process improvements that increase sales efficiency and shorten cycle times.
  • Oversee the Salesforce environment and the broader RevTech stack (CRM, CPQ, CLM, BI tools) to ensure scalable, automated, and well-governed sales processes.
  • Drive continuous improvement initiatives across the full revenue lifecycle, from Marketing to Sales to Customer Success hand-offs, to build scalable operational infrastructure.
  • Lead, mentor, and grow a global Sales Operations team, including Analysts and Specialists, driving a culture of accountability and continuous improvement.

Requirements

  • Bachelor’s degree in Business, Finance, or a related field.
  • 10+ years of relevant experience in Revenue Operations, Strategic Finance or FP&A roles, Sales Operations, or related roles within a B2B SaaS or technology company.
  • Proven experience leading annual sales planning, forecasting, and GTM execution processes in a complex environment.
  • Familiarity with CPQ, CLM, and Business Intelligence (BI) tools within the RevTech stack.
  • Proven track record leading annual financial planning (AOP), revenue modeling, and sophisticated forecasting (top-down and bottom-up), and capacity planning in complex, global environments.
  • Advanced expertise in financial modeling and Business Intelligence (BI) tools and board reporting. You don't just pull data; you translate complex datasets into actionable fiscal insights.
  • Strong command of revenue recognition standards and financial principles.
  • Deep understanding of SaaS unit economics (LTV, CAC, Net Retention) and the impact of commercial terms on global GAAP/IFRS standards.
  • Exceptional ability to bridge the gap between Sales and Finance, acting as a "bilingual" leader who can justify GTM strategies through the lens of ROI and EBITDA.
  • Understanding of both enterprise and high velocity deal cycles while maintaining meticulous attention to detail and financial accuracy.
  • Expertise in Salesforce (including reporting, forecasting, and territory management).
  • Strong understanding of SaaS commercial models and global enterprise sales processes.
  • Exceptional analytical, communication, and cross-functional leadership skills, with the ability to influence at all levels of the organization.
  • Demonstrated ability to manage multiple priorities in a fast-paced, high-growth environment.
  • Ability to travel (15%).
Benefits
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Applicant Tracking System Keywords

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

Hard Skills & Tools
financial modelingrevenue modelingforecastingcapacity planningdata governancepipeline healthconversion ratesKPI developmentsales planningrevenue recognition
Soft Skills
analytical skillscommunication skillscross-functional leadershipattention to detailability to influencementoringaccountabilityprocess improvementproblem-solvingtime management
Certifications
Bachelor’s degree in BusinessBachelor’s degree in Finance