Revenue Operations

• Own and continuously improve Dropbox's end-to-end revenue operating model, including segmentation, account coverage, territory design, role clarity, and cross-functional handoffs across Sales, Marketing, Customer Success, and Support
• Lead annual and quarterly revenue planning processes, including bookings targets, quota setting, capacity planning, territory design, and ramp assumptions
• Establish forecasting rigor, pipeline management processes, inspection cadences, and performance management standards that improve visibility and predictability across the business
• Define, track, and operationalize core revenue and GTM KPIs (e.g., pipeline coverage, win rates, ACV, sales cycle, productivity, CAC, velocity, retention, and expansion), identifying performance gaps and driving operational improvements
• Lead revenue operations across the customer lifecycle, from lead routing and opportunity management through renewal and expansion, ensuring scalable processes, governance, and execution excellence
• Partner with Data Science on analytical support and insights, experimentation and cadence for biz performance updates
• Partner with Finance on revenue planning, pricing operations, discounting frameworks, deal governance, sales compensation, and incentive design to support growth and operational discipline
• Partner with Customer Success and Support leadership to improve retention, renewal, and expansion outcomes through operational insights, reporting, and process optimization
• Enable GTM readiness and operational execution for new product launches, packaging changes, pricing updates, and growth initiatives
• Deliver executive-level reporting, business reviews, and performance insights that support decision-making across revenue leadership
• Build, lead, and develop a high-performing Revenue Operations organization, driving operational excellence, scalable processes, and the adoption of AI-enabled solutions that improve productivity and business performance.

Senior Director, Revenue Operations

• Build and maintain renewal and retention reporting: churn cohort analysis, renewal pipeline health, and at-risk account identification, with root-cause analysis on where and why retention breaks down.
• Build and maintain the forecast accuracy tracking model, capturing submitted forecast vs. actual closed-won by segment, product, rep cohort, and period, producing regular accuracy reports with root-cause and historical pattern analysis.
• Build and maintain the forecasting input quality dashboard: tracking forecast submission completeness, required field adherence, and category distribution (commit / upside / pipeline) by segment and rep.
• Support sales productivity reporting: quota attainment by segment and rep tenure, ramp curves, win rates by segment and deal size, average sales cycle, average contract value, and pipeline-to-close conversion by stage.
• Support capacity and coverage model maintenance, providing headcount, ramp, and productivity data inputs that the Director of Revenue Operations uses for AOP planning and in-year reforecasting.
• Partner with RevOps systems and data teams to identify and escalate data quality issues, broken CRM workflows, and reporting discrepancies; support data reconciliation between Salesforce, CS platforms, and Finance on a defined cadence; maintain clear documentation of report definitions, metric logic, and data sources.
• Support board and executive reporting packages by assembling data, building supporting analyses (churn cohort, win/loss, discounting patterns, segment whitespace, pipeline source), and creating clean exhibits that feed the executive narrative.
• Support annual planning and quota-setting with historical performance data and segment-level analysis; build ad-hoc analyses for Sales, CS, and Finance leadership with fast turnaround and honest assessment of data limitations; proactively bring recommendations for reporting improvements to the Director of Revenue Operations.

Analyst, Revenue Operations

• Design and enforce the operating model for the go-to-market organization
• Present regularly to the board
• Build and lead a Revenue Operations team
• Write and socialize the Rules of Engagement across stakeholders
• Define territory and account ownership
• Set lead routing and BDR handoff standards
• Design partner co-sell and channel conflict policy
• Close ramp gaps and build the function for Sales Enablement
• Structure onboarding tracks for GTM roles
• Own sales methodology and playbook
• Build the forecasting process for the CRO
• Own critical metrics related to pipeline and rep productivity
• Evaluate and integrate AI-native stack
• Enforce data governance in CRM with strong authority
• Present to the board and hold credibility through data
• Manage cross-functional interests in GTM operations

VP, Revenue Operations

• Partner with Revenue leadership to develop and execute the Revenue Operations roadmap aligned with company objectives.
• Identify operational bottlenecks and recommend scalable solutions that improve efficiency, forecasting accuracy, and revenue performance.
• Act as a trusted advisor to Sales, Customer Success, Marketing, and Finance leaders.
• Design, optimize, and continuously improve end-to-end GTM processes across lead management, sales, customer onboarding, renewals, and expansion.
• Standardize workflows while balancing automation with an exceptional customer and employee experience.
• Lead cross-functional process improvement initiatives that increase productivity and reduce manual effort.
• Serve as the primary owner of the Revenue technology ecosystem, including HubSpot, Gong, Aircall, Sakari, Stripe, Guru, Hippo Video, etc.
• Responsibilities include System administration, Workflow automation, Pipeline architecture, Integrations, User permissions, Data governance, Adoption strategy, and vendor relationship management.
• Continuously evaluate new technologies and AI capabilities to improve team efficiency and scalability.
• Develop executive dashboards and KPI reporting that provide actionable business insights.
• Monitor and improve key GTM metrics including pipeline health, conversion rates, forecast accuracy, sales velocity, customer retention, and productivity.
• Ensure data integrity across integrated systems and drive ongoing improvements in reporting accuracy.
• Create scalable operational documentation and playbooks.
• Lead, coach, and develop a high-performing Revenue Operations team, fostering accountability, growth, and operational excellence.
• Partner with Revenue Enablement to ensure successful adoption of new systems and processes.
• Collaborate with Finance on forecasting, planning, and revenue reporting.
• Work closely with Marketing Operations and Customer Success Operations to optimize the customer lifecycle.
• Lead cross-functional operational projects from discovery through implementation and change management.

Senior Manager, Revenue Operations

• Partner with sales, marketing, and product leaders to define and prioritize go-to-market (GTM) revenue operations business intelligence (BI) needs, including AI-enabled KPIs and performance metrics across the full funnel.
• Analyze CRM and marketing automation data accuracy and integrity, partnering with sales and marketing teams to maintain and continually improve data quality, hygiene, and governance.
• Formulate and institute revenue, sales, and marketing KPIs and dashboards, leveraging AI and predictive analytics, to monitor and improve pipeline health, funnel conversion, and overall go-to-market performance.
• Analyze lead-to-revenue data by dimension (market segment, product line, territory, channel) to assess sales velocity, pipeline mix, marketing-sourced and -influenced contribution, and conversion rates, informing planning and improving forecast accuracy.
• Build and maintain AI-powered sales forecast and deal-scoring models (e.g., Salesforce Einstein, Clari, or comparable predictive tools) to support pipeline progression, sales velocity, and recurring subscription and renewal forecasting.
• Analyze direct and indirect transactional and marketing attribution data to determine optimal channel mix and ROI across sales and marketing investments.
• Study sales and marketing funnel trends by segment and solution set to inform territory planning, pipeline coverage, and seller/marketer capacity needs.
• Evaluate, pilot, and help scale emerging AI tools, including generative AI for conversation intelligence, sales engagement, lead scoring, and marketing automation, to improve rep and marketer productivity.
• Design and implement compelling visualizations, dashboards, and reports that translate AI-generated insights into clear KPI narratives for sales, marketing, and executive stakeholders.
• Analyze market, customer, and competitive trends, incorporating AI-assisted research tools where useful, to support evidence-based decisions and track market and account share on an ongoing basis.
• Collaborate across sales, marketing, customer success, and finance to understand workflows, troubleshoot process issues, and continually improve quote-to-order and lead-to-revenue processes.
• Train sales and marketing teams on systems, AI tools, and processes to improve adoption, efficiency, and data quality.
• Drill down on team, seller, and campaign performance using AI-driven analytics, enabling managers to proactively address performance and process gaps.
• Consult with internal stakeholders to identify, analyze, refine, and document business processes and functional requirements for revenue operations systems and automation.
• Gather requirements for sales operations projects, test and evaluate new and existing technologies, and work closely with internal stakeholders to manage and execute projects.
• Contribute to the development of strategic, operating, quarterly and monthly sales plans and forecasts.
• Be proficient in identifying problems and presenting scalable, AI-enabled solutions to resolve them.

Revenue Operations Analyst

• Analyze customer retention, churn, and expansion trends across ARR, cohorts, segments, and lifecycle stages to surface risks, opportunities, and actionable insights for leadership.
• Partner closely with Customer Success leaders and Managers to support QBRs, renewals, and account planning through data-driven insights, forecasts, and customer health analysis
• Own and maintain ARR-related reporting (renewals, upsell, downsell, churn, GRR, NRR), ensuring accuracy, consistency, and executive-ready outputs.
• Develop and maintain comprehensive documentation of revenue operations processes, guidelines, and policies
• Uphold governance processes to ensure the integrity and accuracy of data across all systems
• Support the month-end ARR close process by ensuring accurate processing, reconciliation, and alignment of customer revenue data.
• Lead the selection and implementation of novel technologies and tools aligned with revenue operations objectives
• Facilitate cross-functional projects and initiatives aimed at enhancing overall operational efficiency and fueling revenue growth
• Maintain open communication channels with stakeholders from Finance, Customer success, Sales, Marketing, and other departments, fostering a cohesive feedback loop
• Monitor system activity to ensure adherence to prescribed processes by all users
• Maintain a holistic perspective of all business processes and user interactions within the system(s), discerning cross-functional impacts and recommending optimizations
• Provide technical expertise and develop innovative solutions to address business challenges, conducting detailed analysis of technical and business requirements
• Support ad hoc analysis and strategic initiatives across

• Architect and operate the systems, processes, and analytics that drive revenue growth.
• Partner with the VP Growth and GTM leaders to translate growth strategy into operating plans.
• Own bookings, GMV, take-rate, ARR and pipeline forecasting for new sales opportunities.
• Own CRM strategy and administration, including design and build of scalable workflows.
• Act as the connective tissue between Sales, Marketing, Customer Success, Product, Engineering and Finance.
• Define and execute the roadmap for Revenue Operations at Busbud.

Director of Revenue Operations

• Strategic Program Development: Design and deliver comprehensive enablement programs, including onboarding for new hires and ongoing training for the entire Professional Services team.
• Proactive Planning and Execution: Utilize a backward-planning approach to anticipate future enablement needs and ensure training is ready well in advance of product launches or process changes.
• Cross-Functional Liaison: Serve as a primary point of contact between the Professional Services team and other departments, including Product, Marketing, and Revenue Operations.
• Content and Resource Management: Collaborate with subject matter experts (SMEs) to transform their knowledge into structured, digestible training materials.
• Facilitation and Communication: Act as an exceptional facilitator, leading training sessions and workshops with passion and clarity.

Revenue Enablement Lead, Professional Services

• Support Trader’s Revenue Operations function by driving strategic initiatives across the sales organization
• Partner closely with sales, marketing, and leadership teams to optimize processes, improve data visibility, and enhance overall operational efficiency
• Contribute to the planning, execution, and analysis of revenue-focused programs, identifying opportunities for growth, streamlining workflows, and aligning cross-functional efforts
• Support the development and analysis of sales campaigns by identifying trends, gaps, and opportunities using tools such as Salesforce, Power BI, and SQL queries
• Maintain and update data within Salesforce to ensure accuracy, consistency, and overall data integrity
• Research, compile, and manage sales and business data to support Go-To-Market revenue initiatives
• Conduct website research and build targeted contact lists to support outreach and campaign execution
• Monitor and evaluate sales team performance to identify high-impact strategies and uncover new revenue opportunities

• Analyze pipeline health, conversion metrics, and sales performance to identify opportunities to improve revenue outcomes
• Build and maintain dashboards and reporting that provide visibility into key revenue metrics such as pipeline coverage, funnel conversion, and forecast accuracy
• Partner with Sales and Marketing leadership to develop actionable insights that improve go-to-market performance
• Support forecasting processes and help improve predictability of revenue performance
• Identify operational inefficiencies across the revenue lifecycle and design scalable solutions
• Improve core revenue processes including lead management, pipeline management, forecasting, and handoffs between teams
• Standardize workflows and documentation to improve operational consistency across teams
• Help drive adoption of best practices across the revenue organization
• Collaborate with Sales, Marketing, Customer Success, Finance, and Product teams to align on go-to-market processes
• Support planning initiatives such as territory design, pipeline generation strategies, and sales productivity improvements
• Assist with leadership reporting and preparation of materials for business reviews

Revenue Operations jobs in Canada

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Senior Director, Revenue Operations

Analyst, Revenue Operations

VP, Revenue Operations

Senior Manager, Revenue Operations

Revenue Operations Analyst

Revenue Operations Analyst

Director of Revenue Operations

Revenue Enablement Lead, Professional Services

Revenue Operations Analyst

Senior Revenue Operations Manager