Senior Director, Revenue Operations

Role Overview

• 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.