Director of Revenue Operations

Summary

Join DataGrail as the Director of Revenue Operations and assume a critical leadership role in developing a high-performing, data-driven go-to-market organization. Provide operational support and strategic guidance to Sales, Marketing, and Customer Success teams, ensuring alignment and efficiency across the revenue engine. This leadership position requires deep experience in GTM strategy and revenue planning, connecting territory design, pipeline generation, capacity planning, and forecasting. You will influence the scaling of our revenue engine for future growth. Success demands strong change management skills, a bias for action, and effective business partnerships. You will report to the VP of Operations and lead the development and execution of a scalable RevOps strategy.

Requirements

• Proven ability to lead and execute end-to-end GTM strategy—including territory planning, sales capacity modeling, sales compensation, pipeline and funnel management, and forecasting
• Ability to align GTM plans with company-wide revenue goals and adapt quickly to changing market conditions
• Proactive problem-solving skills: anticipating issues and implementing preventative measures
• Ownership and optimization of the go-to-market (GTM) tool stack (e.g., Salesforce, Outreach, HubSpot, Clay, and LeanData)
• Strategic thinking: aligning RevOps strategies to company objectives and identifying opportunities for improvement
• Comfort with AI and efficiency testing: using AI tools to drive productivity and adopting AI-driven solutions
• Strong analytical skills: analyzing complex data sets and communicating insights clearly
• Cross-functional collaboration skills: working effectively across Sales, Marketing, Finance, and Customer Success
• Excellent communication and presentation skills: crafting compelling narratives and presenting data effectively

Responsibilities

• Lead and execute end-to-end GTM strategy—including territory planning, sales capacity modeling, sales compensation, pipeline and funnel management, and forecasting
• Align GTM plans with company-wide revenue goals and adapt quickly to changing market conditions
• Anticipate issues before they arise and implement preventative measures with well-thought-out solutions aligned to business goals
• Own and optimize the go-to-market (GTM) tool stack (e.g., Salesforce, Outreach, HubSpot, Clay, and LeanData) to drive efficiency and ensure tools align with business needs
• Oversee the systems analyst/admin to ensure strong day-to-day management, data integrity, and continuous tool optimization
• Understand the broader business context and align RevOps strategies to company objectives
• Identify opportunities for improvement and drive high-impact initiatives
• Demonstrate curiosity and comfort with using AI tools to drive productivity
• Regularly test and adopt AI-driven solutions to streamline workflows, enhance automation, and uncover operational efficiencies
• Analyze complex data sets and extract actionable insights
• Communicate data clearly and concisely to stakeholders, balancing analytical rigor with practical business understanding
• Work seamlessly across Sales, Marketing, Finance, and Customer Success to align strategies, drive adoption, and achieve shared goals
• Craft compelling narratives and present data and recommendations effectively to both technical and non-technical audiences
• Evaluate the current GTM strategy—including segmentation, coverage, and pipeline assumptions—and deliver initial insights on key opportunities to improve efficiency, focus, or scalability
• Be a key stakeholder in annual and quarterly GTM revenue planning, aligning sales capacity, pipeline coverage, and revenue targets to support company growth goals
• Conduct 1:1s with leaders from Sales, Marketing, and Customer Success to identify pain points, reporting needs, and efficiency opportunities
• Use these insights to inform and shape the RevOps roadmap
• Create a detailed roadmap for the Revenue Operations function, identifying foundational gaps and prioritizing opportunities for improvement
• Establish a timeline to address these gaps and build a scalable foundation for long-term success
• Evaluate the current tech stack to uncover cost-saving opportunities, such as consolidating tools, reducing unused seats, or renegotiating contracts
• Focus on improving operational efficiency—leveraging AI and other solutions—without compromising functionality
• Reallocate responsibilities to the RevOps Analyst to increase bandwidth for the Director, enabling greater focus on strategic initiatives and high-priority projects
• Partner with Sales, Marketing, and Finance to refine territory, capacity, and funnel strategy based on performance data and evolving business needs
• Ensure full alignment across all GTM functions and support execution with robust systems and reporting
• Fully own and lead GTM revenue planning across annual and quarterly cycles
• Proactively partner with Sales to identify gaps, uncover opportunities, and align revenue targets with sales capacity and pipeline coverage
• Ensure planning is data-driven, cross-functionally informed, and sets the foundation for scalable growth
• Identify all foundational gaps within the Revenue Operations function and establish clear paths forward to address them, even if some require longer-term solutions
• Establish yourself as the recognized leader of the Revenue Operations function
• Be the go-to resource for stakeholders, ensuring the team’s goals and priorities are clearly communicated and aligned across the organization
• Collaborate with Marketing to develop a framework for evaluating ROI on spend
• Identify which areas are driving efficiency and which need improvement, enabling data-driven decisions that optimize resources
• Implement a streamlined forecasting process that enhances accuracy and reliability, ensuring better alignment across teams and improved decision-making
• Build systems and processes that provide revenue leaders with clear, accessible, and actionable data
• Empower teams to proactively identify opportunities and gaps in the revenue org, enabling better decision-making and more effective execution across functions
• Resolve the majority of foundational gaps across systems, processes, and reporting to ensure a strong operational backbone for the business
• Continue to develop and mentor the RevOps Analyst, expanding their scope and responsibilities to enable greater strategic focus at the leadership level
• Ensure the RevOps function is built to scale efficiently, with the right structure, systems, and processes in place to support growth and prepare for IPO or acquisition readiness
• Establish a well-run, streamlined RevOps function that leverages AI and other automation tools to drive efficiency, reduce manual work, and improve decision-making—ensuring the team is optimized to support the business at scale

Benefits

• Equity
• Health, dental & vision insurance plans
• Remote-first working environment
• 401k savings plan
• Parental leave
• Wellness benefits
• Flexible time off
• Paid holidays
• Work from home stipend