Director of Revenue Operations

<p>The <strong>Director of Revenue Operations</strong> is a strategic and operational leader responsible for architecting a unified, data-driven go-to-market (GTM) engine that drives predictable, efficient, and scalable revenue growth.&nbsp;</p> <p>This role aligns Sales, Marketing, and Customer Success around shared metrics, optimized processes, and best-in-class systems to unlock commercial performance and enhance the full customer lifecycle, from lead generation to renewal and expansion.</p> <p><strong>Your responsibilities will include</strong>:</p> <h4><strong>Strategic Planning &amp; Execution</strong></h4> <ul> <li>Develop and execute a comprehensive revenue operations strategy aligned with company growth, margin, and retention goals.</li> <li>Design and implement scalable, cross-functional GTM processes that enable predictable pipeline generation, conversion, and retention.</li> <li>Establish forecasting and planning frameworks that deliver accuracy and visibility across new business, expansion, and renewals.</li> <li>Partner with executive leadership to shape GTM design, territory strategy, and commercial efficiency initiatives (CAC payback, Magic Number, LTV/CAC).</li> </ul> <h4><strong>Data, Insights &amp; Analytics</strong></h4> <ul> <li>Build a unified revenue intelligence infrastructure that serves as the single source of truth for GTM data.</li> <li>Design dashboards and analytics that translate data into actionable insights on pipeline velocity, funnel health, and growth levers.</li> <li>Leverage AI and automation to improve forecast accuracy, lead scoring, and revenue attribution.</li> <li>Ensure data governance, integrity, and accessibility across all systems.</li> </ul> <h4><strong>Systems &amp; Technology</strong></h4> <ul> <li>Own the revenue technology stack (CRM, marketing automation, sales engagement, CS platforms, BI tools).</li> <li>Evaluate, implement, and optimize systems to improve seller productivity and GTM alignment.</li> <li>Manage integrations between marketing, sales, and CS systems to deliver a seamless flow of data across the customer journey.</li> <li>Drive adoption of tools and ensure technology delivers measurable ROI in terms of efficiency and conversion lift.</li> </ul> <h4><strong>Leadership &amp; Organizational Enablement</strong></h4> <ul> <li>Build, mentor, and scale a high-performing Revenue Operations team</li> <li>Act as a change leader, embedding a culture of data-driven decision-making and continuous improvement.</li> <li>Partner with GTM and Finance leaders to translate strategy into operational execution and measurable outcomes</li> </ul> <p><strong>Process Optimization &amp; Commercial Efficiency</strong></p> <ul> <li>Own and continuously improve the <strong>lead-to-cash</strong> and <strong>customer lifecycle</strong> processes.</li> <li>With the collaboration of other GTM leaders, optimize <strong>territory design, quota setting, incentive structures</strong>, and sales capacity planning to drive equitable and efficient performance.</li> <li>Identify friction points and deploy automation to streamline workflows and reduce cycle times.</li> <li>Ensure operational alignment that maximizes <strong>ARR growth, gross retention, and expansion efficiency</strong>.</li> </ul> <h4><strong>Cross-Functional Partnership</strong></h4> <ul> <li>Align Marketing, Sales, Customer Success, and Finance around <strong>shared goals, definitions, and performance metrics</strong>.</li> <li>Partner with Product and Finance to inform pricing, packaging, and renewals strategies through data insights.</li> <li>Serve as the connective tissue of the GTM organization: translating strategy into execution and ensuring continuous feedback loops across teams.</li> </ul> <p><strong>What we’re looking for:</strong></p> <ul> <li>7–10+ years of experience in Revenue, Sales, or GTM Operations roles; 3+ years in leadership.</li> <li>Proven experience scaling operations within a high-growth SaaS or B2B technology environment.</li> <li>Deep expertise with CRM platforms (Salesforce, HubSpot, or equivalent) and GTM automation tools.</li> <li>Strong analytical skills and proficiency in data visualization and BI tools (e.g., Looker, Tableau, Power BI).</li> <li>Demonstrated success driving improvements in forecast accuracy, pipeline velocity, and sales efficiency.</li> <li>Bachelor’s degree in Business, Finance, or a related field.<strong><br></strong></li> <li>MBA or advanced degree. (an asset)&nbsp;</li> <li>Hands-on experience managing complex revenue technology ecosystems. (an asset)&nbsp;</li> <li>Understanding of revenue recognition principles, financial modeling, and strategic planning. (an asset)&nbsp;</li> </ul> <p><strong>What we offer:</strong></p> <ul> <li>Join an early-stage, well-financed company</li> <li>Advance Novisto’s purpose of contributing to the sustainability of the economy, environment, and society by empowering companies to make better decisions and disclosures through our ESG data management software</li> <li>Contribute your knowledge and insights to increase awareness and knowledge of sustainability</li> <li>Generous health benefits&nbsp;</li> <li>Flexible schedules</li> <li>4 weeks of vacation&nbsp;</li> <li>Stock option plan</li> </ul> <p>&nbsp;</p>