Director, Revenue Operations

Role Overview

• Partner with GTM and Finance leadership to define revenue operating cadences (weekly pipeline, monthly forecast, etc.).
• Build scalable funnel and pipeline frameworks (definitions, stage hygiene, SLAs, handoffs) that create clarity from lead → closed won → retained/expanded.
• Own KPI design and reporting (pipeline coverage, conversion, velocity, retention) and drive actions from insights.
• Lead capacity planning and coverage models (segmentation, routing, book design) as the business evolves.
• Build performance “scorecards” for leadership and frontline managers; enable proactive coaching and early risk detection.
• Partner with Legal/Finance to streamline contracting and order forms; define and maintain approval matrices.
• Establish scalable “deal desk” practices (as needed) to improve speed, consistency, and governance.
• Own the RevOps systems roadmap (e.g., CRM, marketing automation, sales engagement, support/CS tooling, BI) and ensure tools are configured to match processes, not the other way around.
• Drive data quality standards and governance (definitions, fields, required inputs, automation, enrichment).
• Partner with Data/Analytics to ensure metric consistency and trusted reporting across teams.
• Ensure playbooks, documentation, and training are in place for key GTM motions and process updates.
• Lead change management: rollouts, communication plans, adoption tracking, feedback loops.
• Act as a trusted advisor to GTM leaders, balancing rigor and velocity in a fast-moving, remote-first environment.
• Lead a high-performing RevOps team, developing talent and setting a culture of customer-centric, high impact operational excellence.

Requirements

• 10+ years of experience in Revenue Operations / Sales Operations / GTM Operations (with meaningful ownership of cross-functional programs).
• 3+ years of people leadership experience (or clear readiness to lead and scale a team).
• Strong SaaS go-to-market understanding across Sales, Marketing, and Customer Success (PLG and/or sales-led experience a plus).
• Deep hands-on experience with CRM administration and GTM tooling; strong command of process design and automation.
• Analytical fluency: comfortable with funnel metrics, cohort thinking, experimentation, and deriving actions from data (SQL and/or BI tooling a plus).
• Proven track record of building operating rhythms that improve forecast accuracy, pipeline health, and execution.
• Excellent communication and stakeholder management skills; able to align teams, simplify complexity, and drive decisions with compassionate candor.

Tech Stack

• SQL

Benefits

• Healthcare coverage for medical, dental, and vision (90% covered by the company, incl. dependents).
• Pets coverage is also available!
• Take-as-much-as-you-need vacation policy & flexible working hours
• One week-long company wide winter slow down
• 3 Volunteer Days Off (VTOs)
• WFH stipend to set up your home office
• Charity donation match up to $100
• Dedicated programs, coaching, tools, and resources for your professional and career growth as well as an individual learning stipend for your personal and focused growth
• Fun team in person time through our Shippos Everywhere program which includes regular team and company off-sites throughout the year as well as local Shippos gatherings.