Senior Director, Revenue Operations

Summary

Join Glassdoor as a RevOps leader to drive the company's next phase of growth. This role involves leading revenue operations functions, including Front-Line Effectiveness, Territory & Quota, Compensation, and Revenue Enablement. You will leverage AI and other technologies to enhance efficiency and effectiveness. As a people-focused leader, you will coach and develop a high-performing team. You will collaborate with stakeholders across Glassdoor and Indeed to optimize partnerships and deliver value. Glassdoor is a remote-first organization with a flexible work policy.

Requirements

• A commitment to add to our culture of DEI
• A team player outlook, with a growth mindset and an impact-driven approach
• 12+ years of progressive sales and/or revenue operations experience
• 6+ years in leadership and people management roles
• Comprehensive understanding of sales processes and methodologies in a scaled sales organization
• Excellent analytical and quantitative skills used to translate data and trends, along with market and customer insight, into the execution of a clear selling strategy

Responsibilities

• Act as a change agent, identifying opportunities for operational enhancements, and galvanizing teams to achieve goals
• Lead Glassdoor’s adoption of AI and other tools and technologies in driving efficiency and effectiveness in our go-to-market operations
• Develop and embed a deep focus on continuous improvement, led by data-driven insights and understanding of our operations
• Deliver year-on-year and quarter-on-quarter improvements in how we work - own your metrics and deliver results tied to OKRs (e.g., lead generation, pipeline coverage, front-line productivity)
• Work with your teams to balance and optimize ongoing ‘run the business’ priorities relative to our change agenda
• Lead a high-performing Revenue Operations team, providing strategic direction, coaching and mentorship while fostering a culture of continuous improvement and innovation
• Build and foster a culture of inclusion and belonging, inspiring your teams to realize their full potential and share their best ideas
• Model our Craft Competencies - Use of Data, Effective Communications, and Focused Execution
• Empower and hold teams accountable for results - both within RevOps and across the GTM organization
• Coach and develop a team that deeply embeds these competencies into how we work
• Lead the teams who drive all aspects of Revenue Operations. Your role as Sr. Director will include process optimization, technology stack, data integrity, and KPI analysis, and building operational efficiencies and guiding change management within our Sales and Customer Success teams
• Front-line Effectiveness: Drive continuous improvement and operational efficiency in sales and customer success. Leverage data-driven insights to design and optimize processes, drive technology adoption (including AI), ensure SFDC data integrity, deliver accurate forecasting, and oversee effective deal desk and reporting processes
• Compensation, Territories, and Quota: Support sales leadership in designing and implementing effective compensation plans, territory strategies, and quota assignments that align with organizational goals and drive desired sales behaviors
• Revenue Enablement: Lead and develop a high-performing Revenue Enablement team, modeling craft competencies and fostering a culture of innovation, while providing coaching, mentorship, and front-line training to equip the sales team for success and drive organizational change
• Work with cross-functional teams to ensure that the Revenue Operations team is meeting the needs of the business and our senior-level stakeholders across Glassdoor and Indeed

Preferred Qualifications

• B2B SaaS experience
• Previous experience growing and scaling a Sales Operations team (including Deal Desk and Sales Compensation) in a hyper-growth environment

Benefits

• Base salary range*: $179,600 - 280,600.00
• Annual bonus target**: 25%
• **Bonuses are paid in 6-month intervals, aligning with bi-annual performance reviews
• Generous Restricted Stock Units (RSU)
• ***Restricted Stock Units (RSU) are awarded at hire and may be refreshed annually. Additionally, as a pay-for-performance company, there are additional RSU grant awards for the very top performers
• Health and wellness: 100% employer-paid premiums for employee medical, dental, vision, life, short and long-term disability and select well-being programs, along with 80% employer-paid premiums for all dependents
• Generous paid time-off programs for birthing and non-birthing parents are provided, along with additional company-sponsored leaves such as paid injury/illness leave, family emergency leave, compassionate leave, and domestic & sexual violence leave
• Coverage begins at the start of employment. After 48 months of continuous employment, 100% of all premiums for you and your dependents can be employer-paid!
• Wellness programs to support mental, physical, and financial health, such as paid career coaching & mental health therapy, financial coaching, subsidized fitness & wellness appointments, HSA, FSA, commuter benefits, fertility & pregnancy support, employee perks and discounts, legal assistance program, gender-affirming care relocation benefit and work-from-home monthly allowance
• Work/life balance : Open Paid Time Off policy, in addition to 15-20 paid company holidays/year
• Investing in your future: 401(k) plan with a company match up to $5,000 per year, subsidized fertility & family planning services and discounted legal assistance services
• Remote work, flexible hours