Torchora
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Key Responsibilities and Required Skills for Director of Revenue Operations

💰 $150,000 - $220,000

Revenue OperationsRevOpsSales OperationsGo-to-Market

🎯 Role Definition

We are seeking an experienced Director of Revenue Operations (Director of RevOps) to lead the end-to-end revenue operations function for a high-growth, data-driven organization. This role reports to the Head of GTM or VP of Revenue and is responsible for unifying sales, marketing, and customer success operations through strategy, process optimization, system architecture, analytics, and cross-functional enablement. The ideal candidate combines operational rigor, technical fluency with CRMs and BI tools, and proven leadership of cross-functional programs that increase pipeline velocity, forecasting accuracy, and revenue retention.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Sales Operations Manager
  • Senior Marketing Operations / Marketing Analytics Manager
  • Head of RevOps (SMB) or Revenue Operations Manager

Advancement To:

  • VP of Revenue Operations
  • Head of Go-to-Market Operations / Chief Revenue Officer (with commercial experience)
  • Head of Global Sales Operations

Lateral Moves:

  • Director of Sales Enablement
  • Director of Customer Success Operations
  • Head of GTM Analytics

Core Responsibilities

Primary Functions

  • Build and lead a high-performing revenue operations team (sales ops, marketing ops, customer success ops, analytics) and create clear role definitions, KPIs, hiring plans, and development pathways that scale with ARR growth and headcount expansion.
  • Define and operationalize a unified go-to-market (GTM) operating model that aligns sales, marketing, and customer success processes—lead scoring, territory design, lead routing, account assignment, and handoff rules—to reduce leakage and accelerate time-to-revenue.
  • Own end-to-end CRM strategy and governance (Salesforce, HubSpot, or equivalent), including data model design, object ownership, clean-up programs, change control, release cadence, and admin best practices to ensure a single source of truth.
  • Partner with Sales, Marketing, and CS leadership to design and implement scalable quota setting, territory optimization, and compensation structures that incentivize desired behaviors and support attainment of company revenue goals.
  • Drive pipeline generation and conversion optimization programs by instrumenting funnel analytics, attribution models, and A/B experiments to improve MQL→SQL→Closed-Won conversion and increase pipeline velocity.
  • Lead sales forecasting and operational cadence: define forecast methodology, enforce weekly/monthly/quarterly forecasting rituals, enable forecast pack creation, and improve forecast accuracy through data-driven adjustments and scenario modeling.
  • Implement and maintain revenue analytics and reporting (ARR, MRR, churn, LTV, CAC, win rates, average deal size) using BI platforms (Tableau, Looker, Power BI, or similar) and deliver executive-ready insights for GTM leadership and the Board.
  • Architect an integrated tech stack and automation roadmap (CRM, MAP, CPQ, billing, BI, data warehouse) that eliminates manual processes, reduces duplication of effort, and supports scale—own vendor selection and ROI analysis.
  • Establish and enforce data governance, hygiene, and master data management practices across systems to improve data quality for reporting, segmentation, and AI/ML initiatives.
  • Co-drive pricing, packaging and commercialization initiatives with Product and Finance teams, enabling go-to-market teams with tools, training, and operational support to launch offers successfully and measure impact.
  • Standardize Opportunity and Pipeline management processes (stages, criteria, playbooks), coach field teams on qualification discipline, and implement sales enablement materials to shorten sales cycles and increase close rates.
  • Lead cross-functional projects to reduce churn and increase expansion bookings by identifying at-risk accounts, creating retention playbooks, enabling upsell triggers, and operationalizing customer success metrics.
  • Own SLA definitions and operational KPIs between Sales, Marketing, and CS; implement dashboards and alerts to measure adherence and drive continuous improvement.
  • Partner with Finance and FP&A to translate bookings into revenue recognition flows, support budgeting and planning, manage sales credits, and reconcile revenue-related operational metrics for accurate forecasting.
  • Develop and deliver onboarding, enablement, and continuous training programs for RevOps tools, processes, and reporting to improve adoption and operational discipline across GTM teams.
  • Build and run GTM experiments (lead distribution tests, objection-handling rehearsals, pricing tests) and measure lift using control groups and statistical techniques to make scalable, evidence-based decisions.
  • Lead automation initiatives using APIs, middleware (e.g., Workato, Zapier, MuleSoft), and ETL processes to remove repetitive tasks and improve speed-to-action for revenue teams.
  • Manage vendor relationships for CRM, MAP, CPQ, billing, and BI solutions including contracts, renewals, SLAs, integrations, and cost optimizations to maximize platform value.
  • Provide thought leadership on RevOps best practices, contribute to executive strategy sessions, and represent operational readiness in GTM planning and board-level updates.
  • Monitor and optimize sales productivity metrics (activity levels, meeting conversion, pipeline per rep) and institute performance support, playbooks, and tooling improvements to increase rep effectiveness and scalability.
  • Design and implement segmentation and ICP models to prioritize accounts, align SDR/BDR motions, and optimize account-based go-to-market strategies in collaboration with marketing.
  • Lead privacy, compliance, and security coordination for customer and operational data across CRM and analytics platforms, partnering with Legal and Security teams to mitigate risk.

Secondary Functions

  • Support ad-hoc executive data requests and exploratory analytics to answer urgent GTM questions and influence strategic decisions.
  • Contribute to the company's data and GTM technology roadmap by identifying system gaps, defining business requirements, and prioritizing platform investments.
  • Collaborate with product, engineering, and data teams to translate business needs into technical requirements for integrations, ETL jobs, and reporting pipelines.
  • Participate in sprint planning and agile ceremonies with cross-functional teams to drive timely delivery of RevOps projects and feature releases.
  • Mentor junior operations analysts and managers, establish knowledge sharing, document standard operating procedures, and foster a culture of continuous improvement.
  • Create and maintain a centralized RevOps playbook that documents processes, definitions, KPIs, handoffs, and escalation paths to ensure consistency across global teams.
  • Run quarterly business reviews (QBRs) for GTM functions to surface performance trends, root causes, and prioritized action plans.
  • Support new market or product launches operationally—define intake processes, enablement timelines, and go-live checklists to ensure GTM readiness.

Required Skills & Competencies

Hard Skills (Technical)

  • Deep expertise with CRMs (Salesforce strongly preferred, or HubSpot/Salesloft) including declarative and admin-level configuration, object modeling, security, and release management.
  • Strong SQL skills to query warehouses (Snowflake, BigQuery, Redshift) and support ad-hoc analysis, ETL validation, and data integrity checks.
  • Hands-on experience with marketing automation platforms (Marketo, HubSpot, Eloqua) and integrating MAP data into closed-loop reporting.
  • Proficiency with BI and dashboarding tools (Tableau, Looker, Power BI) to build executive dashboards and self-service reporting for GTM teams.
  • Familiarity with CPQ and quoting tools (Salesforce CPQ, Apttus, Chargebee) to streamline pricing, quoting, and order-to-cash operations.
  • Experience designing forecast methodologies, pipeline hygiene programs, and statistical forecast accuracy improvements.
  • Knowledge of data integration and middleware (Workato, MuleSoft, Fivetran, Stitch) and best practices for reliable syncs between CRM, MAP, billing, and analytics platforms.
  • Hands-on experience with revenue metrics and financial ops concepts (ARR/MRR, churn, net revenue retention, CAC, LTV, revenue recognition basics).
  • Ability to design and execute AB testing and GTM experiments, and to interpret statistical significance and lift.
  • Experience with sales performance tools and conversation intelligence (Gong, Chorus) to inform coaching and convert insights into operations playbooks.
  • Advanced Excel/Google Sheets modeling skills for scenario planning, quota modeling, and compensation simulations.
  • Understanding of identity resolution, data governance, and master data management to ensure accurate attribution and reporting.

Soft Skills

  • Strategic thinker with the ability to translate ambiguous business problems into prioritized, measurable operational programs.
  • Strong cross-functional leader and influencer who can build consensus across Sales, Marketing, CS, Product, Finance, and Engineering.
  • Excellent communicator and storyteller who can convert complex data into simple, executive-level narratives and action plans.
  • Results-oriented, with a track record of driving measurable improvements in funnel conversion, forecasting accuracy, and revenue velocity.
  • Change agent who can manage stakeholder expectations, lead organizational adoption of new processes, and drive behavioral change.
  • High emotional intelligence, coaching mindset, and experience building inclusive teams and scaling operations through others.
  • Detail-oriented operator who balances tactical execution with strategic planning, timelines, and project management.
  • Comfortable operating in ambiguity and fast-paced environments with a bias for experimentation and iterative improvement.
  • Strong problem-solving and critical thinking skills, capable of root cause analysis and defining sustainable process improvements.
  • Customer-centric orientation with the ability to align RevOps priorities to customer lifecycle, retention, and expansion metrics.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's degree in Business, Finance, Computer Science, Engineering, Economics, or related field.

Preferred Education:

  • MBA or relevant advanced degree, or equivalent experience from high-growth B2B SaaS companies.

Relevant Fields of Study:

  • Business Administration
  • Finance / Accounting
  • Computer Science / Information Systems
  • Data Science / Analytics
  • Economics

Experience Requirements

Typical Experience Range:

  • 8–15+ years of progressive experience in revenue operations, sales operations, marketing operations, or GTM analytics.

Preferred:

  • 10+ years with direct leadership experience managing cross-functional RevOps teams and 3–5 years at Director or Senior Manager level.
  • Demonstrated experience in B2B SaaS environments with quota-bearing sales motions and subscription revenue models.
  • Proven track record operating at the intersection of strategy, analytics, and technology—implementing systems and processes that materially improved revenue predictability and scale.
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