Senior Director, Revenue Operations (SaaS)

TL;DR

Senior Director, Revenue Operations (SaaS): Leading and scaling the global B2B go-to-market operational foundation with an accent on revenue planning, forecasting, and GTM infrastructure. Focus on driving operational excellence across SMB, Mid-Market, and Enterprise segments and integrating AI-enabled solutions to improve business performance.

Location: Remote (Must be based in select US locations)

Salary: $237,300 — $361,200 USD (depending on US zone)

Company

A leading global software company specializing in cloud storage, file synchronization, and collaboration tools.

What you will do

• Own and improve the end-to-end revenue operating model, including segmentation, territory design, and cross-functional handoffs.
• Lead annual and quarterly revenue planning, including bookings targets, quota setting, and capacity planning.
• Establish forecasting rigor and pipeline management processes to improve business visibility and predictability.
• Operationalize core GTM KPIs such as ACV, CAC, win rates, and retention to identify and close performance gaps.
• Partner with Finance, Product, and Marketing on pricing operations, discounting frameworks, and incentive design.
• Build and lead a high-performing RevOps team, implementing AI-enabled solutions to boost productivity.

Requirements

• 12+ years of experience in Revenue Operations, Sales Operations, or Finance within scaled SaaS or PLG companies.
• Proven track record leading operations for multi-segment B2B organizations (SMB, Mid-Market, Enterprise).
• Deep expertise in forecasting, territory design, quota management, and incentive compensation.
• Strong cross-functional leadership skills to influence senior stakeholders across Sales, Finance, and Product.
• Advanced analytical and problem-solving capabilities leveraging data for strategic business decisions.
• Must be located in the United States (specific zones).

Nice to have

• Experience implementing AI-enabled revenue solutions with measurable business outcomes.
• Deep expertise in Salesforce and scaling GTM technology ecosystems.

Culture & Benefits

• Remote-first work environment.
• Focus on "Durable Skills" including awareness, judgment, adaptability, and connection.
• Opportunity to work at a scale-up environment within a well-established product company.