Director of Revenue Operations and Enablement (United States)

We are seeking a strategic, data-driven, and highly operational Director of Revenue Operations & Enablement to build and optimize the systems, processes, analytics, and tools that power our revenue organization.

This role sits at the intersection of sales strategy, technology, data, and execution. You will own the infrastructure that enables our revenue teams to operate efficiently, maintain a healthy pipeline, forecast revenue accurately, and consistently achieve their goals. You will serve as the primary Sales administrator and strategic owner of our Attio CRM, ensuring it is configured to support our business model, sales process, reporting needs, and future growth.

The ideal candidate is both a systems thinker and a hands-on operator: someone who can translate business objectives into scalable workflows, turn complex data into actionable insights, and equip sales leaders and client-facing team members with the tools, training, and processes they need to perform at a high level.

This is an opportunity to build and scale the revenue operating system for a company combining high-touch matchmaking services with technology-enabled experiences.

Key Responsibilities

1. Revenue Operations & Strategy

• Design, implement, and continuously improve the operating framework that supports the full revenue lifecycle, from lead acquisition and qualification through conversion, payment, and downstream revenue performance.
• Establish standardized sales processes, operating procedures, performance metrics, and accountability across the revenue organization.
• Partner with sales leadership and executive stakeholders to translate revenue goals into actionable plans, measurable targets, and operational priorities.
• Identify bottlenecks, inefficiencies, and opportunities to improve conversion rates, sales productivity, and overall revenue performance.
• Build scalable revenue operations infrastructure that supports business growth, evolving sales strategies, and new service or technology offerings.
• Serve as the central point of coordination between Sales, Marketing, Finance, Customer Success, and Technology on revenue-related processes and systems.

2. Attio CRM Ownership & Administration

• Serve as the primary Sales administrator and subject-matter expert for Attio CRM, owning its architecture, configuration, data integrity, and ongoing optimization.
• Design and maintain objects, attributes, relationships, lists, views, workflows, automations, permissions, and integrations to support the company’s sales and revenue processes.
• Build and maintain a scalable CRM structure that accurately reflects the customer journey, sales pipeline, matchmaking service offerings, and relevant client lifecycle stages.
• Establish CRM governance, including required fields, data standards, naming conventions, duplicate management, and clear ownership of records and opportunities.
• Develop dashboards, reports, and saved views that provide sales leaders and executive stakeholders with real-time visibility into performance and pipeline health.
• Troubleshoot CRM issues, manage system changes, document configurations, and train team members on best practices.
• Evaluate and implement integrations with marketing platforms, communication tools, billing systems, and other business applications as needed.
• Continuously assess how Attio can better support sales execution, management visibility, and operational efficiency.

3. Revenue Forecasting & Financial Performance

• Own the revenue forecasting process, developing accurate, data-driven projections across weekly, monthly, quarterly, and annual time horizons.
• Build and maintain forecasting models that incorporate pipeline value, stage-based conversion probabilities, historical performance, sales cycle timing, average deal value, and individual and team attainment.
• Establish clear definitions and methodologies for pipeline, bookings, recognized revenue, cash collections, and other relevant financial measures in partnership with Finance.
• Develop best-case, expected-case, and downside scenarios to support strategic planning and resource allocation.
• Analyze forecast accuracy, identify variances between projected and actual results, and continuously refine forecasting methodologies.
• Partner with sales leadership and Finance to establish revenue targets, quotas, capacity plans, and performance expectations.
• Provide executive-ready reporting on revenue performance, risks, opportunities, and progress against targets.

4. Pipeline Management & Data Hygiene

• Establish and enforce clear pipeline management standards, including stage definitions, qualification criteria, required data fields, next steps, and exit criteria.
• Maintain high levels of CRM data accuracy, completeness, and consistency across the revenue organization.
• Monitor pipeline movement, deal velocity, aging opportunities, stalled deals, follow-up activity, and conversion rates.
• Develop systems and automated alerts to identify stale leads, overdue follow-ups, incomplete records, and opportunities at risk.
• Implement regular pipeline reviews and reporting cadences that help managers identify gaps, coach teams, and improve close rates.
• Ensure sales leaders have reliable visibility into lead sources, funnel progression, conversion performance, and forecast risk.
• Build a culture of CRM accountability in which accurate data entry and consistent process adherence are integral to sales performance.

5. Sales Analytics & Performance Management

• Develop a comprehensive revenue reporting framework with dashboards and scorecards for individual contributors, team leaders, and executive stakeholders.
• Track key performance indicators, including:
• Lead-to-consultation and consultation-to-sale conversion rates
• Lead response times and follow-up compliance
• Pipeline coverage, velocity, and aging
• Average deal value and revenue per sale
• Sales cycle length and stage conversion rates
• Individual and team quota attainment
• Forecast accuracy and variance to target
• Lead source performance and customer acquisition efficiency
• Cancellation, refund, and revenue retention trends where applicable
• Analyze performance by sales representative, lead source, service offering, customer segment, and other relevant dimensions.
• Identify trends and root causes behind performance changes, translating analysis into clear recommendations for leadership.
• Create standardized reporting packages for weekly business reviews, monthly performance reviews, and quarterly planning.
• Establish a single source of truth for revenue metrics and ensure consistent definitions across teams.

6. Sales Enablement & Process Excellence

• Develop and maintain the tools, resources, and workflows that help sales teams execute consistently and effectively (to include but not limited to training content, SOPs, and other resource documentation).
• Partner with sales leaders to build onboarding programs, process documentation, playbooks, and ongoing training for client-facing sales professionals.
• Standardize sales stages, qualification frameworks, consultation workflows, follow-up cadences, and handoff processes.
• Ensure teams understand how to use Attio effectively and how their daily activities contribute to pipeline health and revenue outcomes.
• Identify opportunities to automate repetitive administrative tasks so sales teams can spend more time engaging prospective clients.
• Support the rollout of new sales processes, compensation structures, performance initiatives, and technology enhancements.
• Establish feedback loops with frontline teams to identify friction points and continuously improve the sales experience.

7. Systems, Automation & Cross-Functional Collaboration

• Evaluate and implement technology solutions that improve revenue visibility, workflow efficiency, and team productivity.
• Partner with Marketing to improve lead routing, source attribution, funnel reporting, and campaign-to-revenue visibility.
• Collaborate with Finance on forecasting, revenue reporting, compensation calculations, and reconciliation of sales and financial data.
• Work with Client Services and Matchmaking teams to improve the transition from sale to service delivery and ensure accurate client information and handoffs.
• Partner with Product and Engineering, where appropriate, to identify opportunities for internal tooling, data integrations, and technology-enabled operational improvements.
• Document key processes and build scalable systems that reduce manual work, minimize errors, and support organizational growth.

Qualifications

Required Experience

• 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, or a related function, with meaningful ownership of revenue systems and processes.
• Demonstrated experience administering and optimizing a CRM at an advanced level, with Attio experience strongly preferred and hands-on Attio administration expertise required for this role.
• Proven ability to build and maintain revenue forecasts, pipeline models, sales dashboards, and executive reporting.
• Strong understanding of sales funnels, pipeline management, lead conversion, sales cycles, quota attainment, and revenue performance driver
  

  Read by ReLoop.me

  A systems-led revenue operations leader who builds the forecasting, CRM and pipeline discipline the sales team runs on, and coordinates revenue work across functions.

  Level (indicative): Director. Title vs scope: aligned. Requirement inflation: low. Shape of the role: leans build / define; leans generalist.

  Core capabilities: Revenue forecasting and pipeline modeling, attio CRM administration and configuration and sales dashboards and executive reporting.

  Not for you if you want to maintain a stable, existing system, or you need a clearly bounded scope.

  Indicative, AI-generated read, no salary range. Full read and sourcing · ReLoop.me

  Tagged as: Data Analysis, Forecasting, Pipeline Management