Sr. Director, Revenue Systems & Data Architecture

About the Role

We are seeking a Sr. Director of Revenue Systems & Data Architecture to serve as the product leader for our revenue systems platform. This role sits at the intersection of technical depth and business strategy  meaning you'll own the vision, architecture, and roadmap for the systems that power how we sell, renew, and expand across a multi-product B2B SaaS portfolio. Reporting directly to the COO, you will partner with Sales, Marketing, Customer Success, Finance, Product, and Executive Leadership to ensure our Salesforce ecosystem and connected GTM platforms accurately reflect how the business operates and scale with the company over time. This is both a strategy role and an architecture role. You will own the revenue systems roadmap end to end: making prioritization tradeoffs across stakeholder needs, technical debt, and scalability, while maintaining hands-on technical fluency.

Key Responsibilities

Revenue Systems Strategy & Roadmap

• Revenue Systems Strategy: You will own the product vision and roadmap for revenue systems, balancing new capabilities, stakeholder requests, technical debt, and scalability. You will prioritize ruthlessly, managing the backlog with the same rigor as a product leader manages a feature roadmap.
• Translate business strategy into systems architecture decisions. When the business changes its packaging, pricing, or go-to-market motion, you're the person who determines what that means for the underlying systems.
• Key Business and Technical Partner: You will partner with Sales, Marketing, Customer Success, Finance, Product, and Executive Leadership to ensure systems support how teams actually work, not just how metrics are reported. Balance competing priorities and make thoughtful tradeoffs in the service of the company as a whole.

Technical Architecture & Execution

• Own the Salesforce strategy (Sales Cloud, CPQ, Conga): including metadata lifecycle management, sandboxes, deployment pipelines, and version control. You don't need to write every Flow or Apex trigger, but you need the fluency to review them, spot architectural risks, and make build-vs-configure decisions.
• Design and maintain a robust revenue data model. You are responsible for the integrity of custom objects, lookups, and master-detail relationships that define our Single Source of Truth for ARR, Churn, and NRR.
• Transition from legacy to high performance: Oversee the transition from legacy workflows/process builders to high-performance Flow architecture.Deep-Dive in CPQ - Understand product bundles, pricing rules, quote templates, and Twin Mapping to automate complex renewal and expansion logic. You'll need to understand how CPQ interacts with Billing and ERP at the architecture level.

Integrations & Data Governance

• Middleware & ERP Sync: Architect seamless integrations between Salesforce and downstream systems (e.g., NetSuite, Stripe, Snowflake) using REST/SOAP APIs or ETL tools.  Ensure data flows cleanly across the revenue lifecycle from quote to cash to reporting.
• Governance Frameworks: Establish guardrails, validation rules, duplicate management, and security protocols that maintain data integrity without slowing teams down. Identify and resolve root-cause issues when data or processes break.
• Technical Documentation: Maintain the "Source of Truth" documentation for system architecture, ERDs (Entity Relationship Diagrams), and logic flows for audit and investor readiness.

Cross-Functional Partnership & BI

• Partner closely with the Head of Revenue Strategy & Operations to ensure the underlying data architecture supports real-time forecasting, cohort analysis, and GAAP-compliant financial reporting. You own the systems and data structure; they own the strategic insights and executive deliverables.
• Reporting Architecture: Partner with Finance on reconciliation to billing and financial systems, maintaining operational integrity across a multi-entity environment (Chartbeat, Tubular Labs, FatTail, Lineup Systems).  Ensure company-wide definitions for ARR, pipeline, renewals, expansion, and churn are consistently reflected in revenue systems. Design dashboards and reporting frameworks that give leadership clear visibility into performance, risk, and opportunity.  

Lead & Develop the Team

• Lead and develop a team covering Business Intelligence and Salesforce Administration.
• Set clear ownership boundaries and expectations across analytics, systems, and operations.
• Ensure the team delivers both day-to-day reliability and long-term improvement.

Qualifications

• 10+ years in Revenue Operations, GTM Systems, or Revenue Systems Architecture roles in B2B SaaS, with direct experience navigating recurring revenue models and multi-product complexity.
• Deep hands-on experience with the Salesforce ecosystem (Sales Cloud, CPQ, Conga). You should be fluent in CPQ configuration (Price Rules, Product Rules, Twin Mapping), Flow vs. Apex tradeoffs, Governor Limits, and Large Data Volume optimization.
• Demonstrated ability to operate as a "product leader" for systems: owning a roadmap, making tradeoff decisions grounded in both technical constraints and business impact, and communicating those tradeoffs to non-technical executives.
• Proven ability to work effectively across Sales, Marketing, Customer Success, Finance, Product, and Executive Leadership. Comfort operating in fast-moving, high-expectation environments where competing stakeholder demands are constant.
• Experience leading and developing a team spanning Business Intelligence and Salesforce Administration.
• Experience in a private-equity-backed SaaS environment strongly preferred. Familiarity with M&A system integration and multi-entity complexity is a meaningful differentiator.
• Tech stack familiarity: NetSuite, Outreach/Salesloft, Marketo/Pardot, BI tools (Tableau/Sigma), and CI/CD tooling (Copado, Gearset, or GitHub).
• Salesforce certifications (Application/System Architect, CPQ Specialist, Platform Developer II) are a plus but secondary to demonstrated judgment and ownership.

Benefits

• Comprehensive Health, Dental, and Vision Insurance
• 401K with company match (100% of the first 3% and 50% of the next 2%)                    
• Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents
• Phone and internet stipend
• Wellness, learning, and coworking reimbursements
• Flexible work hours
• Unlimited PTO
• 11 paid holidays and December holiday closure
• Annual In-Person Event
• The compensation range for this position is $160,000-$190,000