Director of Revenue Operations

Summary

Join OpenSesame as the Director of Revenue Operations, a strategic leadership role responsible for scaling GTM Operations, Enablement, and Development to support a rapidly growing SaaS business. You will drive alignment, efficiency, and predictability across the revenue organization using data, automation, and best-in-class tools. A key focus is leveraging AI and LLMs to improve processes and identify growth opportunities. You will oversee the GTM tech stack, ensuring teams have access to clean data and actionable insights. The ideal candidate has extensive experience leading RevOps in high-growth SaaS companies and a proven track record of driving predictable revenue and leading global GTM transformation. This role offers the opportunity to make a significant impact on a dynamic and growing company.

Requirements

• Deep experience leading RevOps in high-growth SaaS companies
• Proven track record of driving predictable revenue and leading GTM transformation globally

Responsibilities

• Establish foundational understanding of the GTM ecosystem, tech stack, and team structure
• Assess current GTM systems, workflows, and tool adoption (Salesforce, Gong, HubSpot, Highspot, Looker)
• Audit onboarding and enablement assets in Highspot and Gong
• Meet with key stakeholders across Sales, Marketing, Customer Success, and Finance
• Evaluate the current RevOps team structure, roles, and skill gaps
• Align on core GTM definitions (e.g., MQL, SQL, SAL) with all functional leaders
• Begin implementing operational improvements and building alignment processes across GTM Operations, Enablement, and Cross-functional Alignment
• Launch CRM data integrity initiative with a target of >95% accuracy
• Begin improving forecast reliability toward ±10% accuracy
• Define lead handoff SLAs and shared success metrics across GTM teams
• Establish recurring cross-functional cadences for planning, reporting, and performance reviews
• Define roles and development plans for RevOps team
• Set onboarding and enablement goals tied to ramp time and tool usage
• Deliver tangible wins in system performance, process optimization, and enablement outcomes
• Launch a board-ready revenue dashboard with live visibility into pipeline and performance
• Implement an improved onboarding experience that reduces ramp time by 15%
• Roll out workflow enhancements to reduce the average sales cycle by 10%
• Achieve 100% adoption of enablement assets in Highspot and Gong
• Identify and resolve SDR process inefficiencies in outbound outreach and lead handoff
• Drive broader tool adoption and process improvements across all GTM teams for Salesforce, Gong, HubSpot, and Highspot
• Drive Budgeting process for RevOps and support the Budgeting process with data and insights for the rest of the GTM team
• Continuously improve revenue operations, forecasting accuracy, and pipeline performance by strengthening Sales Operations, deepening Cross-functional Alignment, and scaling SDR & Pipeline Growth initiatives
• Build, manage, and coach a high-performing team of RevOps analysts and systems specialists to deliver against GTM goals
• Increase conversion of marketing-sourced and partner pipeline by 30%
• Improve lead-to-close conversion rate by 15%
• Reduce customer churn by 15% through improved sales-to-success handoff
• Sustain forecast accuracy within ±10% in collaboration with Finance
• Maintain CRM and GTM system data integrity >95%
• Increase outbound SDR response rate by 30%
• Improve Sales-Accepted Lead (SAL) conversion rate by 15%
• Ensure pipeline coverage remains at 3x quota across all segments
• Provide long-term strategic leadership across all RevOps domains, focusing on GTM systems integration, cross-functional planning, and AI-enabled process improvement across all core areas
• Optimize integrations and performance of the entire GTM tech stack
• Leverage AI and LLMs to automate reporting, surface insights, and streamline forecasting
• Align GTM functions around shared KPIs and data-driven planning cycles
• Ensure high adoption and ROI from tools across the revenue organization
• Serve as a strategic partner to Sales, Marketing, Customer Success, and Finance for long-term growth initiatives
• Scale go-to-market infrastructure to support sustainable growth, resulting in a 20%+ year-over-year increase in revenue or key GTM performance metrics

Benefits

• The base salary for this position generally ranges between $185,000 and $195,000, depending on experience, and is bonus eligible
• At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including professional development, ISOs, health insurance, 401(k) matching, and paid time off
• This position can be based anywhere in the US
• We operate as a remote-first company, and invest in mandatory all-company meetings several times a year in addition to required team travel as necessary