Director of Revenue Operations

Position Overview 

The reason this position was created is… 

As ID Plans continues to grow, expand its product portfolio, and scale its go-to-market strategy, we are creating a Director of Revenue Operations role to build the infrastructure, processes, systems, and insights that enable predictable, efficient revenue growth. 

This leader will serve as the operational engine behind our Sales, Customer Success, Marketing, and Product organizations—ensuring our revenue teams have the data, technology, processes, and analytics needed to maximize customer acquisition, retention, and expansion. You will lead strategic initiatives that improve forecasting accuracy, optimize the customer lifecycle, streamline deal execution, strengthen pipeline governance, and provide executive visibility into the health of the business. 

The ideal candidate combines strategic thinking with operational excellence. You have experience building and scaling Revenue Operations within a SaaS or subscription-based business and understand how to align people, processes, technology, and data to drive measurable business outcomes. You enjoy solving complex business problems, identifying opportunities for automation and AI, establishing operational discipline, and translating data into actionable insights that improve performance across the revenue organization. 

You will partner closely with Sales, Customer Success, Marketing, Finance, Product, Operations, and IT to create scalable operating rhythms, establish meaningful performance metrics, implement systems and governance that support the company's continued growth, and provide executive leadership with timely business insights. Success in this role requires strong analytical capabilities, exceptional cross-functional leadership, and a passion for building a high-performing, data-driven revenue organization. 

Position Summary 

The most important ways for this person to spend their time each day is…  

  Lead the Revenue Operations function by aligning Sales, Customer Success, Marketing, Finance, Product, and Operations around a scalable, data-driven revenue strategy.  

  Design, implement, and continuously improve the processes, systems, and workflows that support the entire customer lifecycle—from lead generation through renewal and expansion.  

  Develop and maintain accurate revenue forecasting, pipeline governance, opportunity management, and executive reporting that provide visibility into business performance and opportunities.  

  Establish governance around pipeline health, opportunity progression, qualification standards, forecasting methodology, and revenue reporting.  

  Partner with cross-functional leaders to optimize lead management, opportunity progression, pricing, quoting, contracting, implementation, customer handoffs, and renewal processes to improve efficiency and customer experience.  

  Own the revenue technology ecosystem (CRM and supporting platforms), ensuring data integrity, user adoption, process governance, system integrations, and continuous optimization.  

  Build and monitor key performance indicators (KPIs) and dashboards that measure pipeline health, sales productivity, customer retention, customer lifetime value, revenue growth, forecasting accuracy, and operational effectiveness.  

  Identify opportunities for automation, process improvement, and AI-enabled workflows that reduce manual effort and improve scalability across the revenue organization.  

  Support strategic initiatives including territory planning, capacity planning, sales compensation administration, and go-to-market execution.  

  Drive operational readiness for new product launches, pricing changes, and go-to-market initiatives in partnership with Product and Marketing.  

  Lead cross-functional projects that improve revenue performance, customer experience, operational efficiency, and business scalability.  

  Develop executive- and board-ready reporting that provides leadership with meaningful insights into revenue performance, customer trends, and operational health.  

  Establish operating rhythms, governance, and accountability across the revenue organization through regular pipeline reviews, forecasting meetings, quarterly business reviews, and continuous improvement initiatives. 

Position Responsibilities 

The most important tasks and responsibilities for this role are… 

A “day in the life” will consist of the following tasks and responsibilities: 

  Partner cross-functionally to optimize the end-to-end revenue process across Sales, Marketing, Customer Success, Finance, Product, and Operations.  

  Own Revenue Operations systems, processes, data governance, CRM administration, and revenue technology to ensure scalability, automation, and data integrity.  

  Maintain CRM standards including data quality, lifecycle management, reporting structures, workflows, integrations, and user adoption.  

  Develop executive dashboards, KPI reporting, forecasting, pipeline analytics, and board-ready reporting to support strategic business decisions.  

  Lead revenue operating rhythms including pipeline reviews, forecast reviews, quarterly business reviews, and performance scorecards.  

  Analyze customer acquisition, retention, expansion, churn, pipeline conversion, and revenue trends to identify opportunities for business improvement.  

  Identify and implement process improvements, automation, AI-enabled solutions, and operational efficiencies that increase productivity and revenue performance.  

  Drive strategic initiatives including lead management, territory planning, pricing, quoting, contracting, customer lifecycle optimization, and implementation handoffs.  

  Evaluate and optimize the revenue technology stack to ensure tools are fully utilized and continue to support business growth.  

  Establish standardized processes, governance, and operational best practices that support scalable growth.  

  Provide data-driven insights and recommendations to executive leadership to improve revenue growth, customer retention, forecasting accuracy, and operational performance. 

Knowledge, Skills, and Abilities 

The most important character traits, qualifications, and experience needed to be successful in this position are… 

  5+ years of progressive experience in Revenue Operations, Sales Operations, Business Operations, or a related leadership role within a SaaS or subscription-based business.  

  Demonstrated success building scalable revenue processes, systems, reporting, operational infrastructure, and governance that drive business growth.  

  Strong analytical and financial acumen with the ability to translate complex data into actionable business insights and executive recommendations.  

  Experience administering CRM and revenue technology platforms (e.g., Salesforce, HubSpot, Microsoft Dynamics) while improving data quality, automation, integrations, and user adoption.  

  Experience developing forecasting models, pipeline management processes, KPI dashboards, and executive reporting.  

  Experience with business intelligence and reporting tools (Power BI, Tableau, Looker, or similar).  

  Proven ability to lead cross-functional initiatives and influence stakeholders across Sales, Marketing, Customer Success, Finance, Product, Operations, and IT.  

  Exceptional project management, organizational, and problem-solving skills with the ability to manage multiple priorities in a fast-paced environment.  

  Excellent written and verbal communication skills, including executive-level presentations and board-quality reporting.  

  Strategic, collaborative, highly accountable, and comfortable operating as both a strategic leader and hands-on problem solver with a continuous improvement mindset.  

  Advanced proficiency with Microsoft Excel, Microsoft Office applications, and modern analytics and reporting tools. 

Success Measures 

The simplest, easiest way to prove this job is being done well is… 

  Improve revenue growth through scalable processes, systems, governance, and operational efficiencies.  

  Increase forecast accuracy and executive visibility into pipeline health and revenue performance.  

  Improve pipeline discipline, opportunity conversion rates, and sales productivity.  

  Improve key revenue metrics, including pipeline conversion, sales cycle length, customer retention, expansion revenue, and customer lifetime value.  

  Drive CRM data integrity, user adoption, system optimization, and automation across the revenue organization.  

  Successfully implement strategic Revenue Operations initiatives that improve productivity, customer experience, and operational scalability.  

  Deliver meaningful KPI dashboards, executive reporting, and business insights that enable faster, data-driven decision-making.  

  Establish standardized revenue operating rhythms that improve accountability and execution across Sales, Marketing, Customer Success, and Product.  

  Achieve quarterly strategic objectives and measurable business outcomes. 

Additional Benefits: 

• Full-time 

• Work remotely 

• Health, Dental, and Vision Insurance 

• Paid time off 

• Being part of growing and impacting something new 

PHYSICAL REQUIREMENTS (with or without reasonable accommodation) 

• Remaining in stationary positions, often standing, or sitting for prolonged periods (up to 4 hours) 

• Communicating with others to exchange information.  

• Repetitive motions that may include the wrists, hands and/or fingers (e.g., typing) 

• Adjusting or moving objects up to twenty pounds in all directions (e.g., stacks of project paperwork) 

• Assessing the accuracy, neatness and thoroughness of work assigned 

• Ability to use common office equipment, such as telephones, printers, pens, staplers, computer monitors and keyboard.