Back to jobs

Senior Director Revenue Operations

San Francisco Bay Area or Greater NYC Area

Senior Director, Revenue Operations

Location: SF Bay Area or NYC metro
Reports To: SVP, Sales

Role Overview

We are seeking an experienced and metrics-driven Senior Director of Revenue Operations to drive significant improvements in conversion rates from initial outreach → qualified pipeline → opportunity. This leader will blend strategic vision with deep operational execution, owning the revenue data infrastructure, process frameworks, tooling stack, and cross-functional alignment across Sales, Marketing, Customer Success, and Product teams.

This role focuses on pipeline and funnel performance end-to-end — ensuring that strategy, systems, and execution are aligned to materially increase new business and expansion conversion rates.

What You’ll Own

Strategy & Revenue Operations Leadership

  • Lead the RevOps vision and company-wide funnel operations by embedding operational excellence, repeatable processes, and data-driven decision-making.
  • Act as a strategic partner to Sales, Marketing, and Customer Success leadership to align on pipeline goals, forecasts, and shared KPIs.
  • Define end-to-end revenue motion strategy, including target metrics, accountability frameworks, predictive dashboards, and performance reporting.

Funnel Optimization & Conversion Performance

  • Drive optimization of the full lead-to-opportunity funnel (lead capture → qualification → opportunity creation) with accountability for improving conversion rates toward ~30%+.
  • Identify bottlenecks across the funnel and implement process improvements, including qualification frameworks, routing logic, engagement strategies, ICP segmentation, and scoring models.
  • Partner closely with Marketing to improve lead quality, define qualification criteria, and align on conversion expectations.
  • Ensure accurate tracking and attribution across lead sources, sales stages, and funnel performance.

Data, Analytics & Tech Stack

  • Architect and govern a RevOps data model that serves as a single source of truth for funnel performance and forecasting.
  • Own analytics and dashboards using CRM (e.g., Salesforce), engagement platforms, and BI tools to measure pipeline velocity, conversion rates, and revenue performance.
  • Recommend, configure, and optimize the RevOps tech stack to support scalable workflows, automation, and reporting insights.

Process, Enablement & Performance

  • Build scalable operational processes that drive consistency and quality across revenue-generating activities (e.g., qualification standards, handoff SLAs, engagement best practices).
  • Partner with People Ops and Enablement to develop training frameworks, scorecards, coaching routines, and performance improvement programs.
  • Define and track KPIs that connect activity → conversion → revenue impact.

Cross-Functional Influence

  • Serve as the connective layer across Sales Operations, Marketing Operations, Enablement, and Customer Success Operations to ensure unified approaches to lead management, segmentation, territories, and forecasting.
  • Communicate insights and recommendations to executive leadership, translating data into strategic decisions that improve growth outcomes.

What Success Looks Like

  • Sustained improvement in funnel conversion rates (e.g., ~20% to 30%+).
  • Predictable, scalable revenue operations and performance measurement systems.
  • Real-time visibility into funnel health, pipeline, and forecasts through a strong data and tooling foundation.
  • Scalable processes and enablement frameworks that support growth and evolving GTM motions.
  • Strong alignment across Marketing → Sales motions with clear SLAs and shared accountability.

Required Qualifications

  • 10+ years of Revenue Operations, Sales Operations, or RevOps leadership experience.
  • Proven track record improving pipeline conversion metrics in high-velocity GTM environments.
  • Deep analytical and technical expertise — CRM mastery, dashboarding/BI fluency, and reporting frameworks.
  • Experience building operational frameworks that unify data, process, and systems.
  • Strong communicator with ability to influence cross-functional executives and drive change.
  • Familiarity with modern RevOps stacks (CRM, engagement tools, workflow automation, forecasting tools).

Nice to Have

  • Experience with forecasting, territory planning, and quota design.
  • Background in SaaS or subscription-based business models.
  • Familiarity with ABM, or Large Enterprise GTM motions.



Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Canopy Works’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.