Hybrid Sales and Revenue Operations Director

at HSI

• Job title: Sales and Revenue Operations Director
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: Tableau
• Location requirements: Hybrid, United States

About the role

• Director of Sales and Revenue Operations in a fast-growing SaaS company optimizing revenue processes and strategies. Collaborating across departments to enhance growth and operational efficiency.

Responsibilities

• Develop and implement strategic initiatives to optimize the entire revenue lifecycle.
• Align business goals with revenue strategies across departments.
• Deliver data-driven insights to support planning and improve sales performance.
• Work with Marketing to align campaigns and automation strategies with revenue objectives.
• Evaluate and enhance marketing automation tools to improve lead generation and conversion rates.
• Partner with Customer Success to strengthen retention strategies and identify upsell and cross-sell opportunities.
• Leverage analytics to drive improvements in multi-line product conversions.
• Ensure the integrity, quality, and usability of customer and prospect data, building on current initiatives.
• Provide actionable insights through data analysis to support decision-making and continuous improvement.
• Design and maintain accurate sales and revenue forecasting models in collaboration with Finance.
• Monitor variances between projected and actual revenue and adjust strategies accordingly.
• Foster alignment and open communication across Sales, Marketing, Customer Success, and Finance.
• Act as a strategic liaison to ensure a cohesive and unified approach to revenue generation.
• Oversee evaluation, integration, and management of RevOps tools and platforms.
• Ensure seamless interoperability between technologies to maintain a streamlined tech stack.
• Identify, implement, and refine processes that enhance operational efficiency and drive scalability.
• Continuously evaluate processes using performance data and KPIs.
• Lead training initiatives on new tools, processes, and best practices.
• Promote a culture of continuous improvement and professional development within the revenue operations team.
• Define, track, and report on key performance indicators that measure the effectiveness of revenue operations.
• Deliver performance reporting and actionable insights to executive leadership on a regular basis.
• Leads and directs the work of other employees and has responsibility for personnel actions, including hiring, performance management, and termination.
• Contributes to strategic planning, direction, and goal setting for the department or function in collaboration with senior management.
• Establishes departmental policies, practices, and procedures that have a significant impact on the organization.
• Oversees existing applications related to sales force operations or automation. Develops quote-to-order processes meant to improve efficiency and increase customer satisfaction.
• Creates reports detailing pipelines, forecasts, productivity, quota attainment, or other sales metrics.
• Assists in territory planning by analyzing territory potential.
• May assist with sales incentive development, administration and interface with the broader organization.
• Other duties as assigned.

Requirements

• Bachelor's degree in Business, Analytics, Marketing, or a related field (Master’s degree preferred).
• 7+ years of progressive experience in Revenue Operations, Sales Operations, or a related function within a SaaS organization.
• 5+ years in a leadership or management role, with direct responsibility for hiring, performance management, and team development.
• Demonstrated success in developing and executing cross-functional revenue strategies.
• Strong working knowledge of CRM systems (e.g., Salesforce), marketing automation platforms (e.g., HubSpot or Marketo), and BI tools (e.g., Tableau, Power BI).
• Exposure and knowledge of building out Data Warehouse for reporting across SFA/CRM Applications (e.g. Salesforce) and Production Systems for Account Health reporting, Risk Assessment and Leading Indicators for Churn/Downnsell and Upsell/Cross-Sell.
• Proven ability to design and manage forecasting models, lead process optimization initiatives, and align departmental goals with business strategy.
• Experience establishing departmental policies, practices, and procedures with measurable organizational impact.
• Excellent project management, communication, and interpersonal skills.

Benefits

• Be part of an established SaaS organization entering an exciting phase of accelerated growth and market expansion.
• Lead the evolution of HSI’s alliances strategy, building enterprise partnerships that complement our existing partner ecosystem and accelerate market reach.
• Work directly with the CRO and senior leadership team to define and execute high-impact partnership and go-to-market strategies.
• Grow into a leadership role with future responsibility for a dedicated partnerships and channel team as the department scales.
• Enjoy a competitive compensation structure, including commission tied to partnership performance and comprehensive employee benefits.
• Join a collaborative culture where innovation, accountability, and entrepreneurial thinking are encouraged at every level.