Director of Revenue Operations

The Director of Revenue Operations is a strategic and operational leader responsible for architecting a unified, data-driven go-to-market (GTM) engine that drives predictable, efficient, and scalable revenue growth.

This role aligns Sales, Marketing, and Customer Success around shared metrics, optimized processes, and best-in-class systems to unlock commercial performance and enhance the full customer lifecycle, from lead generation to renewal and expansion.

Your responsibilities will include:

Strategic Planning & Execution

• Develop and execute a comprehensive revenue operations strategy aligned with company growth, margin, and retention goals.
• Design and implement scalable, cross-functional GTM processes that enable predictable pipeline generation, conversion, and retention.
• Establish forecasting and planning frameworks that deliver accuracy and visibility across new business, expansion, and renewals.
• Partner with executive leadership to shape GTM design, territory strategy, and commercial efficiency initiatives (CAC payback, Magic Number, LTV/CAC).

Data, Insights & Analytics

• Build a unified revenue intelligence infrastructure that serves as the single source of truth for GTM data.
• Design dashboards and analytics that translate data into actionable insights on pipeline velocity, funnel health, and growth levers.
• Leverage AI and automation to improve forecast accuracy, lead scoring, and revenue attribution.
• Ensure data governance, integrity, and accessibility across all systems.

Systems & Technology

• Own the revenue technology stack (CRM, marketing automation, sales engagement, CS platforms, BI tools).
• Evaluate, implement, and optimize systems to improve seller productivity and GTM alignment.
• Manage integrations between marketing, sales, and CS systems to deliver a seamless flow of data across the customer journey.
• Drive adoption of tools and ensure technology delivers measurable ROI in terms of efficiency and conversion lift.

Leadership & Organizational Enablement

• Build, mentor, and scale a high-performing Revenue Operations team
• Act as a change leader, embedding a culture of data-driven decision-making and continuous improvement.
• Partner with GTM and Finance leaders to translate strategy into operational execution and measurable outcomes

Process Optimization & Commercial Efficiency

• Own and continuously improve the lead-to-cash and customer lifecycle processes.
• With the collaboration of other GTM leaders, optimize territory design, quota setting, incentive structures, and sales capacity planning to drive equitable and efficient performance.
• Identify friction points and deploy automation to streamline workflows and reduce cycle times.
• Ensure operational alignment that maximizes ARR growth, gross retention, and expansion efficiency.

Cross-Functional Partnership

• Align Marketing, Sales, Customer Success, and Finance around shared goals, definitions, and performance metrics.
• Partner with Product and Finance to inform pricing, packaging, and renewals strategies through data insights.
• Serve as the connective tissue of the GTM organization: translating strategy into execution and ensuring continuous feedback loops across teams.

What we’re looking for:

• 7–10+ years of experience in Revenue, Sales, or GTM Operations roles; 3+ years in leadership.
• Proven experience scaling operations within a high-growth SaaS or B2B technology environment.
• Deep expertise with CRM platforms (Salesforce, HubSpot, or equivalent) and GTM automation tools.
• Strong analytical skills and proficiency in data visualization and BI tools (e.g., Looker, Tableau, Power BI).
• Demonstrated success driving improvements in forecast accuracy, pipeline velocity, and sales efficiency.
• Bachelor’s degree in Business, Finance, or a related field.
• MBA or advanced degree. (an asset)
• Hands-on experience managing complex revenue technology ecosystems. (an asset)
• Understanding of revenue recognition principles, financial modeling, and strategic planning. (an asset)

What we offer:

• Join an early-stage, well-financed company
• Advance Novisto’s purpose of contributing to the sustainability of the economy, environment, and society by empowering companies to make better decisions and disclosures through our ESG data management software
• Contribute your knowledge and insights to increase awareness and knowledge of sustainability
• Generous health benefits
• Flexible schedules
• 4 weeks of vacation
• Stock option plan