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Director, Revenue Operations (GTM)

United States

Director, Revenue Operations

Reporting to Guideline’s Senior Director, Growth Strategy, our Director, Revenue Operations will play a crucial role in optimizing and aligning revenue-generating functions across Sales, Marketing, Strategic Partnerships, Enablement, Finance, Product, and Legal & Compliance. The goal is to improve operational efficiency, enhance customer experience, and maximize revenue growth. 

This new role will be responsible for designing, managing, and optimizing the end-to-end processes. This includes overseeing the systems, data, and information that enable the revenue-generating teams to operate efficiently. This role ensures that the organization is aligned on key metrics, workflows, and technology to drive growth and scale effectively. 

The ideal candidate will have worked in fast-paced environments before, ideally at a multi-product SaaS company and with a track record of measurable impact on revenue. You should also be comfortable tackling ambiguous and challenging problems that require broad stakeholder alignment. Scaling our GTM efforts is a high-visibility strategic initiative for the company and this role will help drive that.

WHAT YOU'LL WORK ON

As Guideline’s Director, Revenue Operations you will manage a holistic prospect-to-customer journey facilitated by campaigns via paid, owned and earned marketing channels, prospect scoring, and engagement automation enabled by our stack. 

You will work with internal stakeholders to develop and implement efficient, technology-driven sales automation programs, qualification models, and processes. Underpinning the growth machine is our partner ecosystem, and you’ll work with internal and external stakeholders to design and implement partner engagement models, as well as uncover insights, develop recommendations and drive change management across tooling and operational plans.

What You Will Do

  • Revenue Strategy & Process Optimization 
    • Design and implement scalable processes for sales, marketing, and other GTM functions to maximize revenue growth. 
    • Implement and refine sales processes that enhance lead conversion rates, improve deal velocity, and maximize customer lifetime value.
    • Drive revenue forecasting, capacity modeling, lead routing, resource allocation, and segmentation in collaboration with Finance and GTM leadership.
  • Revenue Analytics & Reporting 
    • Develop and manage key performance metrics (KPIs) to measure revenue growth, pipeline health, customer retention and expansion.
    • Design, enable, and manage reporting, dashboards, and metrics to ensure accurate, timely, actionable insights for the executive team, including bespoke analysis used by Leadership for planning and strategic decision making. 
  • Sales & Marketing Technology Stack 
    • Manage and optimize the tools and platforms (e.g., CRM, marketing automation, BI tools) that enable sales, marketing, and customer success to execute their strategies. 
    • Evaluate new technologies to enhance operational efficiency and revenue growth. 
  • Cross-functional Collaboration 
    • Serve as the liaison between sales, marketing, partnerships, product, finance, legal, compliance and security teams to ensure alignment and execution on shared revenue goals. 
    • Clearly articulate business problems and insights, and recommend and implement solutions to capitalize on opportunities and ameliorate challenges.
  • Revenue Forecasting & Planning 
    • Align with company objectives and stakeholders to define and monitor annual and quarterly departmental goals, and contribute to broader modeling and target setting.
    • Develop monthly and quarterly reports, and conduct ad hoc analyses to pinpoint opportunities and challenges within the business.
    • Help define revenue targets, quotas, and compensation plans based on historical data, market trends, and business goals. 
  • Team Leadership & Development 
    • Foster a collaborative, high-performance culture by working closely with diverse stakeholders and demonstrating leadership values.
    • Manage and mentor a team of revenue operations professionals, fostering an adaptable, data-driven culture. 
    • Provide ongoing coaching and development to ensure team members grow in their roles and deliver value to the organization. 

What We Are Looking For

  • 8+ years of experience in Revenue Operations, Sales Operations, or a related GTM role, preferably in a high-growth B2B SaaS environment
  • 3+ years of experience leading and scaling a revenue operations function
  • Deep understanding of sales, marketing, and ecosystem strategy and operations, especially the interconnections between Go-To-Market teams
  • Demonstrated fluency with SaaS reporting and KPIs, as well as end-to-end revenue management best practices in a SaaS operating model
  • Hands-on experience implementing and managing revenue tech stacks (e.g., outreach tools, revenue intelligence, support platforms)
  • Expertise in using analytics and reporting tools (e.g., Excel, SQL, Looker) to generate insights
  • Proficiency in SalesForce Admin (SalesForce Admin Certification is a plus)
  • Growth mindset and curiosity, with an ability to creatively solve complex problems and deliver tangible results
  • Demonstrated success building strong relationships to align stakeholders in Finance, Legal & Compliance, Product, Enablement as well as Go-To-Market functions 

More About Guideline

Everyone should have a simple, affordable way to save for retirement. At Guideline, our plans are low cost and highly automated. This makes it easy for companies to offer a valuable benefit—and easy for people to invest in their financial future with confidence.

Compensation

At Guideline, we believe compensation should be fair and equitable. We take a data-driven approach to set our compensation bands; the successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, and work location. We are always evaluating our pay zones to be as competitive as possible, so keep in mind these may be subject to change in the future.

Please speak with a recruiter for additional information regarding our tier locations and compensation philosophy

  • Metro+:
    • The base salary range for this position is $181,500-$201,500 annually.
  • Metro:
    • The base salary range for this position is $160,000-$180,000 annually.
  • National:  
    • The base salary range for this position is $160,000-$180,000 annually.

In addition to base salary, this position is eligible for equity in the form of Incentive Stock Options (ISOs). 

At Guideline, base salary is just one component of the overall Total Rewards package offered to employees.  All employees are offered comprehensive benefits and perks to help support you and your family.

Health

  • Medical, dental, and vision insurance — We offer multiple plan options with varying company premium contributions
    • Opt-out credit for waiving coverage
  • Health Savings Account and Flexible Spending Account
  • Company paid disability and life insurance
  • Optional Voluntary life insurance
  • Mental health benefit navigation with Rula for employees and dependents

Parental Leave

  • Paid parental leave for birthing and non-birthing parents

Generous Time Off

401(k) Plan

  • We use our own platform and contribute 100% of employee contributions up to 5%

Other Benefits

  • 1-month paid Sabbatical after 5 years of employment
  • Annual learning and development stipend — We reimburse approved professional development expenses, up to $750 per employee per year

Guideline provides equal employment opportunities to all employees and applicants for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.  Additionally, Guideline participates in the E-Verify program in certain locations, as required by law.

Guideline is an equal opportunity employer. Applicants in need of special assistance or accommodation during the interview process can reach out to peopleops@guideline.com.

Guideline is committed to protecting the privacy and security of the personal information of our applicants. Please refer to Guideline's Privacy Policy for information about our privacy and security practices.

#LI-remote

Expected Salary Range

$160,000 - $201,500 USD

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