You, as the Senior Director, Revenue Operations, will be responsible for helping the team scale while meeting our productivity and efficiency goals.
The scope includes reporting, analytics, sales process and tools improvements, plus cross-functional initiative support.
Additionally maintaining the data integrity and being responsible for the day to day support and maintenance of SFDC.
Develop standard reports and dashboards for sales activities, pipeline, bookings, commissions, and forecasting
Maintain KPIs around sales productivity and quota attainment
Provide support for annual revenue and territory planning
Market analysis, competitive analysis etc.
Support quarterly business review (QBR) process with analytics, logistics, and presentations
Leverage data science methodologies to analyze pipeline performance, customer behavior, and revenue trends, translating insights into actionable GTM strategies.
Evaluate, implement, and optimize modern GTM tools to enhance pipeline generation and efficiency.
Partner with Sales, Marketing, and RevOps stakeholders to build scalable data models that improve forecasting accuracy, segmentation, and targeting.
Drive experimentation and A/B testing across GTM motions to continuously improve conversion rates and pipeline velocity.
Ensure seamless integration and data flow across GTM systems maintaining high data quality and usability.
Stay current on emerging GTM technologies and AI-driven tools, recommending and implementing solutions that create competitive advantage.
Create and maintain communication platforms for the sales organization with relevant updates and announcements.
Coordinate vendor agreements, contracts, licenses, and renewals for all sales systems and tools.
Centralized help-desk providing support for sales systems including Salesforce, Chatter, etc. for the sales organization.
Primary liaison for the sales team and sales contracts attorney.
Primary responsibility for creating sales quotes, managing discounting process within guidelines for both end users and resellers.
Support and responsibility for RFP responses.
Support customer contracting process including contract reviews, working with outside counsel, managing redline cycles, and obtaining signatures.
Maintain sales operations file repository with appropriate role based access cross-functionally.
Maintain most up to date Company approved document templates to aid accurate sales motion.
Maintain Salesforce.com including support of daily operations, configuration changes, data hygiene and integrity, reporting, training, and troubleshooting.
Ensure all CRM processes enables us to consistently gather high-quality data and provide clear visibility into the sales pipeline at all stages.
Create and maintain documentation on processes, policies, application configuration, business rules and help related materials for users.
Keep up-to-date on new Salesforce.com features and functionality and provide recommendations for process improvements.
Manage the relationship with, and project manage the work of, external Salesforce development resource.
Partner closely with Marketing leadership to align demand generation, pipeline creation, and revenue goals across the full funnel.
Own end-to-end funnel analytics, including lead flow, conversion rates, pipeline velocity, attribution, and ROI reporting across campaigns.
Develop and maintain dashboards and reporting that provide clear visibility into marketing performance, pipeline contribution, and forecast impact for executive leadership.
Ensure strong data governance and process alignment between Marketing Automation platforms and Salesforce.
Define, document, and optimize lead management processes, including lead scoring, routing, SLAs, lifecycle stages, and handoffs between Marketing, SDRs, and Sales.
Drive continuous improvement of marketing operations workflows, tools, and reporting to increase efficiency, scalability, and impact.
Serve as a key operational liaison between Sales, Marketing, and Finance to ensure consistent metrics, shared accountability, and aligned decision-making.
Assist with developing and administering sales incentive compensation plans.
Identify operational challenges and improve sales processes across Enterprise, Government and Business Development segments of the business.
Assist with budgeting planning and activities for RL Sales.
Develop and maintain standard operating procedure manual for all sales processes.
Identify, design, and implement sales process improvements; maintenance of sales policies, business rules, guidelines, and training materials.
Work with the sales team to vet, onboard, train and ready them to be effective members of the sales organization.
Serve as primary liaison between Sales, Marketing and Finance.
Other duties as assigned.
Requirements
10 to 13 years’ experience enhancing sales processes, sales tools, reporting, metrics, and policies
Solid working knowledge of deal desk operations including contract review, quoting, proposal generation and sales order processing
Deep technical understanding of the Salesforce platform and its capabilities
3+ years of Salesforce experience configuring, implementing, and administering Salesforce
Experience applying data science or advanced analytics techniques within Revenue Operations, Sales Operations, or Marketing Operations environments.
Familiarity with modern GTM tooling, including platforms like Clay (or similar enrichment/automation tools), and the ability to operationalize them within the revenue tech stack.
Strong understanding of the GTM tech stack, including CRM (Salesforce), marketing automation, data enrichment, sales engagement, and analytics tools.
Demonstrated ability to connect data insights to practical GTM execution, improving pipeline generation, conversion, and overall revenue performance.
Experience working cross-functionally to evaluate, select, and implement GTM tools that drive efficiency and scalability.
Outstanding performance in a sales operations role is a must
Comfort with large data sets; high proficiency with Excel
Ability to correlate results from data analysis to sales processes and drive continuous improvement in sales productivity
Solid written and verbal communication, interpersonal, and presentation skills
Possess good analytical, problem-solving and decision-making skills
Ability to build relationships and buy-in to drive change effectively in a positive manner
“Hands-on” experience in a high growth software start-up environment
BA/BS required
Tech Stack
SFDC
Benefits
Base Salary: $173,000 – $183,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity so you share in the success you help build.
401(k) with both Traditional and Roth options to support your long-term financial goals
Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings
Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels, significantly reducing out of pocket costs
Health Reimbursement Arrangement (HRA): we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind
100 % Employer-paid dental, vision, disability, and life insurance
Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection
Pet insurance: because family comes in many forms 🐾
Complimentary Calm app membership to support mindfulness, focus, and better sleep
Flexible PTO: take the time you need to recharge and take care of what matters most
Quarterly Wellness Weekends: company-wide 3-day breaks built into the year to truly rest and reboot.
Remote work stipend to help offset internet and cell phone expenses
Volunteer Time Allowance: 8 paid hours annually to support a 501(c)(3) organization you care about
Continuous learning and development with full access to Udemy Business
Clear paths for advancement, internal mobility, and ongoing career development
A collaborative, innovative, and remote-first environment where your work has real impact
ReversingLabs is proud to be recognized as a Best Workplace by Inc. (2025) and a Best Place to Work by Built In (2025 & 2026) across multiple categories.