Director of Revenue Operations

Role Overview

• Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan
• Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency
• Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics
• Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment
• Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece
• Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems
• Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions
• Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans
• Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes
• Lead change management efforts associated with new systems, protocols, or organizational changes
• Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators
• Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility
• Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation
• Mentor and scale a high-performing operations team (analytics, process, systems)
• Foster a culture of operational excellence, continuous improvement, and accountability
• Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams
• Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations
• Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses
• Establish strong data governance, system configuration practices, and scalability safeguards

Requirements

• Bachelor’s degree required
• 8+ years in revenue operations, sales operations, channel operations, marketing operations, or a related GTM operations role
• Experience in both direct and channel / partner business models (or strong exposure thereof)
• Proven track record improving forecast accuracy, process discipline, GTM alignment, and scalability
• 3+ years of experience leading or scaling operations teams (analytics / systems / process)
• Deep familiarity with CRM systems (Salesforce preferred), marketing automation platforms, CPQ or deal desk tools, and BI / analytics tools
• Strong analytical skills, data modeling, and ability to translate insights into action
• Excellent stakeholder management and influencing skills across senior leadership and functional peers
• Demonstrated ability to lead change and operate in ambiguity while driving adoption
• Outstanding written and verbal communication skills; ability to present to executive audiences
• Nice to have
• Prior experience in subscription / recurring revenue models
• Global or multi-region GTM experience
• Experience operating through channel partners, alliances, or indirect revenue models
• Exposure to pricing & packaging, discounting frameworks, margin management
• Proven success scaling from mid-market to enterprise segments
• MBA or advanced studies in business / operations / analytics

Benefits

• A pivotal leadership role with direct influence on our growth trajectory
• The ability to build and scale a world-class revenue operations function from a foundational stage
• A hands-on, hybrid role where you both design strategy and execute critical initiatives
• Exposure and collaboration with executive leadership and all GTM functions
• Dynamic, entrepreneurial culture with strong ownership, high impact, and merit-based rewards