Director, Revenue Operations

Summary

Join Instabase's RevOps team as the leader of the Presale team, responsible for aligning Sales and Marketing with the global strategy and ensuring successful execution. You will build connections between analytics, process, and strategy across Sales and Marketing, focusing on optimizing value articulation and repeatable revenue generation. This role involves building and managing high-performance teams across regions, owning the full funnel across Sales and Marketing, and interfacing with senior leadership. The position blends aspects of traditional Sales Operations, Deal Desk, and Marketing Operations, aiming to alleviate friction between these functions and enhance customer value delivery. Instabase offers a unique, consumption-based pricing model and a global presence with offices in multiple locations. The company fosters a people-first culture and encourages a fearlessly experimental and customer-obsessed approach.

Requirements

• 7–10+ years in Revenue Operations or Sales Operations, ideally in high-growth B2B SaaS or AI companies
• Deep experience with CRM and RevOps tooling (e.g., Salesforce, Clari, Looker, Snowflake, Marketo)
• Strong analytical mindset; confident in building models and using data to drive decisions
• Demonstrated success driving GTM alignment and improving sales productivity
• Excellent communication and stakeholder management skills
• Comfortable operating in a fast-paced, ambiguous startup environment

Responsibilities

• Own and evolve GTM planning, including territory design, segmentation, and quota setting
• Lead cross-functional initiatives to drive alignment and execution across sales, marketing, CS, and partnerships
• Build and manage end-to-end revenue forecasting and pipeline analytics
• Deliver actionable insights to leadership through dashboards and ad hoc reporting
• Oversee the implementation and optimization of GTM tools (e.g., Salesforce, Gong, Clari, Outreach, HubSpot)
• Partner with IT and Product to ensure data integrity and system integration across platforms
• Identify bottlenecks in the funnel and deploy solutions that increase productivity and conversion
• Design and enforce scalable processes across lead management, sales motions, renewals, and expansion
• Build and lead a high-performing RevOps team; mentor and develop talent within the organization