Director of Revenue Operations

Revenue Strategy and Operations Leadership

• Lead and manage the end-to-end revenue operations function, overseeing sales, marketing, and customer engagement teams to drive growth.
• Partner with executive leadership to develop and execute revenue growth strategies.
• Identify opportunities for operational improvements, automation, and efficiency across the entire revenue cycle.

Sales & Marketing Alignment

• Ensure seamless collaboration between Sales, Marketing, and Customer Engagement teams to optimise lead generation, pipeline management, and customer retention.
• Develop and implement processes that ensure efficient lead handoff from Marketing to Sales.
• Oversee the lead-to-cash process, ensuring accurate data and efficient workflows.

Data & Analytics

• Own the development and maintenance of key revenue metrics and KPIs (e.g., CAC, LTV, NRR, Churn Rate, Sales Cycle Length, Quota Attainment).
• Use data to drive business decisions, providing actionable insights to improve sales strategies, marketing campaigns, and customer success initiatives.
• Build and maintain advanced sales forecasting models to improve visibility and ensure alignment with business goals.

Systems & Technology

• Manage and optimise the CRM platform and other revenue-related systems to ensure accurate data capture, reporting, and analytics.
• Work with IT and product teams to ensure integrations between CRM, marketing automation, and other tools used across revenue functions.
• Evaluate, implement, and maintain tools that enhance revenue operations, including sales enablement, forecasting, and analytics platforms.

Process Optimisation & Automation

• Develop, standardise, and document processes across the revenue lifecycle to drive operational excellence and scalability.
• Implement and oversee automation tools to reduce manual work and improve process efficiency.
• Monitor and continuously improve the performance of sales and marketing systems, ensuring they evolve with business needs.

Revenue Forecasting & Reporting

• Lead the development of accurate revenue forecasts, collaborating with sales leadership and other departments.
• Ensure high-quality and timely reporting for the executive team, including performance dashboards, sales performance reviews, and business insights.
• Identify risks and opportunities within the forecast and recommend corrective actions to meet revenue targets.

Team Development & Leadership

• Manage and mentor a team of revenue operations professionals, including analysts, system administrators, and other customer success staff.
• Foster a culture of collaboration, continuous improvement, and data-driven decision-making within the RevOps team.
• Collaborate with HR to define key performance metrics and provide ongoing coaching and feedback to RevOps team members.

About You

Experience:

• 8+ years of experience in revenue operations, sales operations, or related roles in a high-growth SaaS environment.
• Proven track record of driving operational efficiencies and supporting revenue growth at scale in a $100M+ revenue SaaS business.
• Experience leading and managing cross-functional teams, with an ability to collaborate across Sales, Marketing, and Customer Success.
• Strong experience with CRM platforms (e.g., MS Dynamics, Salesforce) and marketing automation tools (e.g., Marketo, HubSpot).
• Demonstrated success in sales forecasting, analytics, and managing revenue KPIs.

Skills and Competencies:

• Strong leadership skills with experience managing cross-functional teams and developing team members.
• Strong change-management and process-adoption capability.
• Commercial judgment around discounting, pipeline, packaging, and renewal levers.
• Expertise in leveraging data and analytics to make informed business decisions.
• Ability to build, optimise, and scale processes that align revenue operations with business goals.
• Deep knowledge of sales and marketing technology stacks, including CRM, reporting tools, and automation platforms.
• Strong business acumen with the ability to think strategically and align revenue operations with overall business objectives.
• Excellent communication skills with the ability to translate complex data and insights into actionable business recommendations.
• Comfortable leading change in a fast-paced, dynamic environment and driving the adoption of new processes and tools.