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Sr Director Revenue Operations

1 month, 1 week ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
NetSuite Salesforce
Apply Now
Actionstep

Actionstep

Actionstep is a comprehensive legal business management platform for midsize law firms, offering a powerful cloud-based legal practice management system that automates routine legal processes, reduces administrative burdens, and provides tools for CRM,...

Internet Software & Services
51-250
Founded 2004
View All Jobs 6

Description

  • Own the Salesforce architecture and maintain it as the source of truth for the GTM engine.
  • Manage end-to-end lead operations, including routing, qualification gates, handoffs, and sales process support.
  • Build account and prospect scoring models to improve targeting and prioritization.
  • Lead ICP definition in Salesforce in partnership with Marketing.
  • Oversee data enrichment, attribution, and integrations across the GTM tech stack.
  • Govern and continuously improve the GTM tools ecosystem, including adoption and ROI.
  • Identify and remove process bottlenecks to create scalable revenue operations.
  • Lead AI-enabled improvements across prospecting, research, enrichment, qualification, forecasting, reporting, and decision support.
  • Build automated research and enrichment workflows that reduce manual effort and improve outbound personalization.
  • Coordinate sales planning, forecasting, budgeting, quota-setting, territory modeling, and capacity planning.
  • Develop executive- and operational-level dashboards for revenue performance, pipeline health, and retention.
  • Partner with Finance, HR, Customer Success, Sales Enablement, and Marketing on compensation, retention, onboarding, attribution, and revenue strategy.
  • Manage and develop the Sales Operations Analyst, including delegation, coaching, and ownership design.

Requirements

  • 7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company.
  • At least 3 years in a leadership role managing direct reports.
  • Deep Salesforce expertise, including platform architecture and review.
  • Demonstrated interest in building AI-enabled selling capability with measurable productivity gains.
  • Experience partnering effectively with VP- and CRO-level sales leaders as a peer.
  • Experience governing a modern GTM tech stack with reliable data flow, automation, and scalable reporting.
  • Experience building executive- and board-level dashboards.
  • Experience with territory modeling, quota design, and capacity planning using scenario analysis.
  • Strong written and verbal communication skills across sales, marketing, and finance audiences.
  • Direct, accountable, resilient under change, and receptive to feedback.
  • Preferred: Vertical SaaS experience, especially legal tech or other regulated/professional-services sectors.
  • Preferred: Experience with ZoomInfo, DealHub, or similar tools.
  • Preferred: Experience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tools in production sales environments.
  • Preferred: Experience with NetSuite, Zone Billing, ASC 606, and Salesforce-to-NetSuite integration via Celigo or similar middleware.
  • Preferred: Experience with Salesforce Revenue Cloud Advance (RCA) or equivalent CPQ tooling.
  • Preferred: Experience leading a Salesforce or RevOps redesign with an external partner.
  • Preferred: Experience scaling Revenue Operations from approximately $50M to $200M+ revenue.
  • Preferred: Experience supporting cross-sell motions in a multi-product environment.

Benefits

  • Robust medical, dental, and vision coverage.
  • 401(k) with company match.
  • Flexible working arrangements.
  • Paid time off.
  • Take your birthday off.
  • Frequent team-building events.
  • Training and development opportunities.

Interested in this position?

Apply directly on the company website

Apply Now

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