Director, Revenue Operations

Overview

DAT Freight & Analytics is an award-winning employer of choice and a next-generation SaaS technology company that has been at the leading edge of freight and logistics innovation for nearly five decades. Founded in 1978, DAT operates the largest freight marketplace in North America, processing 250 million+ load posts annually and maintaining a large repository of freight market data. DAT deploys software solutions, machine learning models, and intelligent automation tools to help brokers, carriers, and shippers price freight accurately, source capacity, reduce risk, and operate more efficiently. With nearly 700 teammates across multiple offices, DAT combines market leadership with ongoing disruption in the industry. For more information, visit www.DAT.com

The Opportunity

DAT is on a path to double revenue in the next five years. Building this revenue engine requires a disciplined, instrumented approach from the rep level to the executive leadership team. We are hiring a Director of Revenue Operations, reporting to the CFO, to architect The One DAT Commercial Operating System (COS)—a scalable commercial infrastructure designed to serve every segment and growth vector across DAT with consistent process, shared data, and unified performance standards.

This is a build role with an agentic mindset. The incoming leader will deploy AI not only as a productivity tool but as a core operating lever across the function. The role requires experience operating at this level in a complex, multi-segment marketplace and the credibility to align a leadership team around building it. The goal is a commercial organization where every seller spends more time selling and every leader is data-driven.

What You\’ll Own: One DAT Commercial Operating System (COS)

• Pipeline & Forecast Management Build and drive a bottom-up forecast process across all selling segments. Embed pipeline health standards into the management rhythm of every segment leader so the business makes resource allocation decisions from data. Partner with Finance to ensure the commercial forecast integrates with the AOP and rolling financial model.
• Sales Compensation Inherit and govern redesigned compensation plans across Broker, Automation, Carrier, Shipper, and Trucker Tools. Own the annual comp cycle end-to-end: design, financial modeling, administration, and oversight. Partner with Finance and HR on benchmarking, modeling, and compliance. Ensure every seller can describe their own plan accurately.
• Sales Enablement Own enablement strategy across all selling segments, including segment-specific playbooks, onboarding programs with defined productivity milestones, and coaching infrastructure. Build cross-sell enablement as a structured motion and deploy AI tools where they create measurable productivity gains.
• Marketing Operations Connect marketing activity to pipeline through campaign attribution, lead scoring, MQL-to-SQL handoff, and funnel reporting. Establish a shared data model between Marketing and Sales with clear definitions and accountability. Lead the DAT Lead Qualification function.
• Customer Success Operations Build the operational framework for retention, expansion, and cross-sell, including CS tooling, health scoring, renewal forecasting, and success playbooks. Tie customer outcomes to revenue outcomes and standardize expansion motions.
• Data, Reporting & BI Partner with Finance to maintain a single source of truth for commercial performance across pipeline, bookings, ARR, retention, and cross-sell. Develop segment- and portfolio-level reporting. Own data governance and CRM hygiene as operational foundations.
• Contract Enablement, Approval Controls & Revenue Recognition Maintain and improve contract processing, order entry, and deal approval workflows. Collaborate with RevOps Technology and Contracts & Legal Operations on integrated contract-to-close workflows. Ensure deal structures and approval controls support ASC 606 revenue recognition.
• Org Design & Scaling Assess the existing team, design the RevOps organization for a $1B DAT, and present the design to the CFO by Q4 2026.

The Skills and Experience You\’ll Bring

Experience & Track Record

• 7-12 years of progressive RevOps, Sales Ops, or GTM Ops experience with 2-3 years leading through managers
• Ability to build a bottom-up forecast process and drive behavioral adoption across a sales organization
• Breadth across RevOps areas: pipeline and forecast, compensation design, sales enablement, marketing operations, and CS operations
• Direct experience with sales compensation redesign in a multi-segment, multi-product environment
• Experience in high-growth B2B SaaS, logistics tech, fintech, or marketplace businesses scaling toward or through $300M+

AI & Technology

• Track record of deploying AI in RevOps contexts, including agentic workflows and automation that reduce manual work and shorten cycle times
• Deep Salesforce fluency; comfortable partnering with a systems team to influence the stack evolution

Leadership & Influence

• Executive presence and the ability to influence without authority; credible with segment leaders and ELT
• Proven ability to evolve organizations and talent
• High motor, critical thinker, self-starter who drives hard problems forward with the team

Financial Acumen

• Fluent in AOP, P&L, capacity modeling, and ASC 606 implications of deal structure; partner with CFOs on finance processes

Why DAT?

DAT is an award-winning employer with a hybrid work environment. We value integrity, mutual respect, open communication, and excellence. We have a strong track record as an employer in the Portland area and have grown rapidly across locations.

• Medical, Dental, Vision, Life, and AD&D insurance
• Parental Leave
• Flexible Time Off
• An additional 10 holidays of paid time off per year
• 401k matching (immediately vested)
• Employee Stock Purchase Plan
• Short- and Long-term disability sick leave
• Flexible Spending Accounts
• Health Savings Accounts
• Employee Assistance Program
• Additional programs: Employee Referral, Internal Recognition, and Wellness
• Free TriMet transit pass (Beaverton Office)
• Competitive salary and benefits package
• Work on impactful projects in a cutting-edge environment
• Collaborative and supportive team culture
• Opportunity to make a real difference in the trucking industry
• Employee Resource Groups

Salary range for Oregon-based candidates (in compliance with Oregon’s Pay Equity and Transparency Act, effective January 2024): 180,537 – 241,180. DAT considers factors such as scope and responsibilities, experience, education, core skills, internal equity, and market conditions when extending offers.

DAT embraces a diverse workforce and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, or veteran status, in accordance with applicable laws.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or discriminate against employees or applicants who inquire about pay; however, employees with access to compensation information must not disclose it to others who do not have access, except as required by law.

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Tagged as: Compensation Design, Data Analysis, Deal Desk, Financial Modeling, Forecasting, Lead Scoring, Pipeline Management, Salesforce, SQL