Director, Revenue Operations

About the Role

The Director of Revenue Operations is responsible for designing, scaling, and optimizing the company's end-to-end revenue engine across Sales, Customer Success, Partnerships, and Finance.

This role serves as a strategic business partner to the CRO, CFO, and Sales Leadership team, ensuring predictable revenue growth through data-driven decision-making, operational excellence, process optimization, technology management, and performance analytics.

The Director of Revenue Operations owns forecasting, planning, territory design, compensation administration, pipeline management, GTM systems, and executive reporting while building the infrastructure required to scale a high-growth Saa S business.

• What You'll Own
• Revenue Strategy & Planning
• Partner with CRO, CEO, and CFO to develop annual revenue plans and operating models.
• Build and manage quota models, capacity planning, territory design, and headcount planning.
• Evaluate GTM productivity and recommend improvements to drive growth and efficiency.
• Support board presentations, investor reporting, and executive business reviews.
• Develop KPIs aligned to company growth objectives.
• Forecasting & Analytics
• Own weekly, monthly, quarterly, and annual revenue forecasting processes.
• Establish forecasting methodologies and inspection cadences.
• Analyze pipeline health, conversion rates, sales cycle trends, and win/loss performance.
• Develop predictive analytics and performance insights.
• Provide actionable recommendations to improve attainment and productivity.
• Sales Operations
• Optimize lead-to-opportunity, quote-to-cash, and renewal processes.
• Define stage exit criteria, pipeline governance, and opportunity management standards.
• Drive operational rigor across sales, channel teams.
• Interface with Customer Success Ops on customer retention and expansion planning.
• Establish scalable processes to improve forecast accuracy and execution.

Compensation & Incentive Management

• Lead annual compensation plan design and administration.
• Model compensation scenarios and assess cost of sales impacts.
• Partner with Finance to ensure commission accuracy and compliance.
• Analyze incentive effectiveness and recommend improvements.
• GTM Systems & Technology
• Own Salesforce and the broader revenue technology stack.
• Manage system roadmap, integrations, governance, and enhancements.
• Evaluate and implement tools that improve seller productivity and operational efficiency.
• Ensure data quality and reporting accuracy across all GTM systems.
• Reporting & Business Intelligence
• Develop executive dashboards and reporting frameworks.
• Work with Business Operations to develop company-wide definitions and governance for key metrics.
• Deliver board-level reporting and KPI scorecards for Sales and Channel.
• Create visibility into pipeline, bookings, ARR, renewals and productivity metrics.
• Drive adoption of data-driven decision-making across the organization.
• Team Leadership
• Build and lead a high-performing Revenue Operations team.
• Manage Sales Operations, and Business Intelligence resources.
• Build and develop team revenue capabilities and operational best practices.
• Foster strong cross-functional relationships across the organization.

Who you are

• You bring
• 10+ years of experience in

Revenue Operations, Sales Operations, Finance, Business Operations, or Consulting , with a proven track record of driving operational excellence.

• You have
• 3–5+ years of leadership experience managing Revenue Operations teams within a

B2B Saa S organization.

• You have supported high-growth businesses ranging from

$20M to $200M+ ARR , enabling scalable revenue processes and predictable growth.

• You have partnered closely with executive leadership , providing strategic insights and influencing key business decisions.
• You possess hands‑on experience designing and managing compensation plans, quota programs, and forecasting processes .
• You have a strong understanding of Saa S metrics and recurring revenue models.
• You are highly analytical, with strong financial modeling, data analysis, and problem‑solving skills, enabling data‑driven decision‑making.
• You are an expert in
• Salesforce CRM and have experience with modern revenue technology platforms such as

Clari (or equivalent forecasting tools), Tableau, Power BI, Looker, Gong, Outreach, Salesloft, Hub Spot, or Marketo .

• You excel at communicating complex business insights to executive stakeholders through clear presentations, dashboards, and reporting.
• You have strong project management and change management skills, with the ability to influence cross‑functional stakeholders and drive organizational alignment.
• Good to have experience with commission management tools
• (Xactly, Captivate IQ, Spiff) and modern data warehouse platforms such as

Snowflake or Databricks.

• Why You Will Love It
• Career Growth Opportunities: We believe in promoting from within and provide career progression paths, enabling our employees to advance in their careers
• Work-Life Balance: We understand the importance of a healthy work-life balance, offering flexible hours and remote work options to promote a sustainable lifestyle
• Collaborative Environment: Our company fosters a collaborative and inclusive workplace culture, where employees can collaborate and learn from each other's experiences
• Employee Recognition: We value and recognize the contributions of our team members through awards, employee of the month programs, and other forms of acknowledgment.
• Competitive Compensation: We offer competitive salaries and performance-based bonuses, recognizing and rewarding the hard work and dedication of our team
• Comprehensive

Benefits: Our benefits package includes health insurance for employees and dependents, to support the overall well‑being of our employees.

We encourage learning and skilling, and aid our employees to continuously upskill themselves.

• Diversity and Inclusion: We are committed to diversity and inclusion, striving to create an environment where all employees feel valued, respected, and empowered
• Equal Opportunity

Armor Code is an Equal Opportunity Employer.

We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, or any other legally protected category.

All qualified individuals are encouraged to apply and will receive consideration for employment regardless of their background or characteristics.

We are committed to fostering a diverse and inclusive workplace where everyone is treated with respect and dignity.

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