Director of Revenue Operations

📋 Description

• • Own and evolve the end-to-end Revenue Operations strategy for Influ2, architecting a single source of truth that tracks every dollar from first touch to renewal and expansion. You will design and maintain a unified data model that stitches together outbound, inbound, referral, partner, and customer-success motions so that every stakeholder can see how their effort contributes to ARR.
• • Build and continuously refine a multi-touch attribution engine that fairly credits Marketing, Sales, and Customer Success for pipeline influence. Your model will power board-level forecasts, quarterly business reviews, and day-to-day rep coaching, ensuring that budget and headcount are allocated to the highest-impact activities.
• • Drive ruthless operational efficiency by mapping every GTM process, identifying friction, and eliminating manual work through automation and AI. Examples include auto-enriching leads, triggering next-best-actions in Salesforce, and surfacing real-time alerts when a customer health score drops—freeing reps to focus on selling and CSMs to focus on adoption.
• • Lead, mentor, and scale a high-performing RevOps team of three analysts and systems specialists. You will set quarterly OKRs, run weekly stand-ups, and create a culture of experimentation where hypotheses are tested quickly and learnings are shared openly across Sales, Marketing, and CS.
• • Serve as the strategic data partner to the executive team. You will translate complex datasets into crisp narratives, build executive dashboards in Tableau or Looker, and present findings that directly influence pricing, packaging, ICP definition, and territory design.
• • Own the GTM tech stack roadmap—Salesforce, HubSpot, Outreach, Gong, Chili Piper, data warehouse, and emerging AI tools—ensuring seamless integrations, data hygiene, and governance. You will negotiate vendor contracts, manage release cycles, and champion user adoption through enablement sessions and documentation.
• • Champion a culture of experimentation and continuous improvement. You will design A/B tests for email sequences, landing pages, and pricing pages; instrument success metrics; and socialize results so that the entire GTM org learns faster than the market evolves.
• • Partner with Finance to build rolling revenue forecasts that incorporate pipeline coverage, win-rate trends, and churn risk. Your models will feed board decks, investor updates, and scenario planning for international expansion and new product launches.
• • Establish and monitor a revenue operations SLA framework—e.g., lead-to-oppty conversion within 48 hours, opp-to-close plan within 5 days, and renewal risk identified 120 days in advance—holding every team accountable to shared metrics.
• • Act as the connective tissue between Product, Marketing, Sales, and Customer Success to ensure feedback loops are closed. You will surface feature-request trends from win/loss calls, quantify the revenue impact of roadmap items, and advocate for customer needs in quarterly planning sessions.