Director, Revenue Operations

Summary

Join HopSkipDrive's Revenue Operations team as Director of Revenue Operations and lead a team in optimizing go-to-market strategies and processes. Partner with leadership to develop and align strategies focusing on acquisition, utilization, retention, and growth. Lead and optimize go-to-market processes and systems architecture across various teams. Identify and collaborate with cross-functional teams to drive revenue success. Drive revenue insights and performance visibility through robust reporting and analytics. Oversee and optimize the revenue technology stack, ensuring data integrity and effectiveness. Define and manage the revenue forecasting process. Manage and mentor direct reports, fostering a high-performing team. Assist in annual and quarterly GTM planning cycles.

Requirements

• 3+ years of RevOps experience required, 2+ years of management consulting experience preferred
• A strong background in building and scaling processes, systems, and teams, with the ability to break down complex problems into individual components, formulate hypotheses, and utilize data to drive solutions
• Demonstrated ability to define key metrics, develop dashboards, and lead data analysis to provide actionable insights
• Proven experience leading high-performing teams, fostering collaboration, and influencing across complex organizational structures
• Deep understanding of go-to-market motions, strong familiarity with revenue teams (go-to-market ops, rev ops, sales ops), and experience in developing and aligning GTM strategies including sales, customer success, and marketing operations
• Experience supporting sales teams, including building territories, quotas, and compensation plans, and forecasting for different roles
• Strong technical understanding of CRM systems (e.g., Salesforce) and related tools (e.g., Clari, CPQ, ETL) for optimizing the revenue technology stack

Responsibilities

• Partner with leadership to develop and align go-to-market strategies, focusing on acquisition, utilization, retention, and growth
• Lead and optimize go-to-market processes and systems architecture across Sales, Sales Development, Customer Success, and Marketing
• Identify and work cross-functionally with the teams and subject matter experts who influence revenue success – championing structured problem solving through informed hypotheses, data and effectiveness analyses, and tactical solutioning
• Drive revenue insights, and performance visibility through robust reporting, ad hoc analytics, and KPI frameworks
• Oversee and optimize the revenue technology stack, inclusive of Salesforce, ensuring data integrity and effectiveness across all commercial systems (CRM, CSM platforms, support solutions, etc.)
• Define and manage the revenue forecasting process through pipeline management, revenue attribution, process adoption, managing deal reviews, and enforcing data quality
• Manage and mentor direct reports, including Salesforce Administration, Sales Operations, and Contract Management, fostering a high-performing team
• Assist in annual and quarterly GTM planning cycles, including headcount planning, comp design, quota setting, and territory creation

Benefits

• Flexible vacation
• Medical, dental, vision and life insurance
• 401(k)
• FSA
• Equity