Director, Revenue Operations

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Revenue Operations based in the United States. This is a senior leadership opportunity to build and lead the Revenue Operations function within a rapidly scaling AI infrastructure business. You will own the systems, data, forecasting, and workflows that connect Sales, Marketing, and Customer Success into a unified revenue engine. The role combines strategic leadership with hands-on execution, with significant influence over GTM scalability and operational efficiency. You will shape forecasting, pipeline management, compensation, territory planning, and executive-level revenue reporting across PLG and enterprise motions. Working closely with executive leadership, Finance, Legal, and GTM teams, you will establish the infrastructure needed to support the next stage of growth. The environment is remote-first, fast-moving, highly autonomous, and focused on using technology and AI to scale operations intelligently. This role is ideal for a revenue operations leader who thrives on ambiguity, builds scalable systems, and wants measurable impact at significant scale. Revenue systems and data infrastructure: Own CRM architecture, data governance, and go-to-market systems across Sales, Marketing, and Customer Success, while building scalable analytics frameworks and maintaining reporting for ARR, MRR, NRR, CAC, LTV, pipeline, retention, expansion, and forecasting. Forecasting and pipeline management: Design and manage forecasting processes across enterprise and product-led growth motions, lead recurring pipeline reviews, establish CRM hygiene standards, and deliver dashboards that provide executive and board-level visibility. Compensation, quota, and territory planning: Partner with Finance and leadership to develop compensation plans, quota frameworks, territory models, headcount forecasts, and scenario analyses, ensuring plans and payouts remain accurate and transparent. Deal Desk and enablement: Provide strategic oversight for Deal Desk and Enablement as these functions grow, supporting CPQ implementation, onboarding infrastructure, and scalable go-to-market playbooks. Cross-functional alignment: Act as the operational bridge between Sales, Marketing, Finance, Legal, and Customer Success, partnering on revenue recognition, ARR reporting, contracting workflows, governance, and broader operational standards. AI-powered operations: Identify and implement AI tools and workflow automation that improve forecasting, pipeline scoring, reporting, and operational efficiency without requiring proportional headcount growth. Operational scalability: Build the processes, systems, and infrastructure required to support rapid revenue growth while maintaining operational rigor, data quality, flexibility, and speed. Strategic leadership: Serve as a trusted operational partner to executive leadership, using data and insights to inform GTM strategy, resource allocation, prioritization, and business decisions. Requirements Revenue operations experience: Bring 8–12 years of experience in Revenue Operations, Sales Operations, GTM strategy, or a closely related discipline, including at least 3 years in a senior or director-level leadership position. High-growth environment: Demonstrated experience building and scaling Revenue Operations infrastructure within a high-growth SaaS, PaaS, cloud, or technology business. CRM expertise: Deep knowledge of CRM architecture and GTM systems, with strong Salesforce experience preferred. Revenue analytics: Strong understanding of forecasting, pipeline management, revenue metrics, GTM analytics, and the operational drivers of growth. Sales motion expertise: Experience supporting both product-led growth and enterprise sales organizations, ideally within technically sophisticated businesses. Planning and compensation: Proven experience designing compensation plans, quota structures, terr