Senior Director, Revenue Operations

Overview

Job Description

Responsibilities

• - Partner with Sales leadership to define and implement segmentation, territories, coverage models, quotas, and compensation incentives
• - Connect PLG signals with outbound, inbound, product usage and enterprise sales activity to create a unified GTM strategy
• - Drive cross-functional alignment between Sales, Product, Marketing, and Customer Success to maximize revenue outcomes
• - Partner with Finance to improve forecasting accuracy, ARR predictability, and investment planning
• - Optimize the GTM tech stack (SFDC, Gong, HubSpot, LeanData, LinkedIn, Vitally) for scale and efficiency
• - Establish and own rigorous GTM operating cadences to review targets, unblock deals, assess churn risk, and prioritize experiments
• - Create disciplined systems for SLA tracking, forecast accuracy, churn risk management, pipeline hygiene, and data governance
• - Deliver insights on pipeline health, conversion rates, productivity, and expansion across self-serve, high-velocity, and enterprise segments
• - Build, mentor, and scale a high-performing Revenue Operations team that supports both high-velocity and enterprise sales
• - Translate data into clear, context-rich recommendations that guide executive decision-making
• - Design scalable processes that support both fast-cycle PLG-driven deals and complex enterprise workflows
• - Hold accountability for continuously identifying and removing friction in quote-to-cash, attribution, and sales workflows

Required Skills

• - 10+ years in Revenue Operations, Sales Operations, or GTM Strategy in SaaS
• - Proven success building and scaling RevOps foundations in startup or high-growth environments
• - Familiarity with PLG models and how to operationalize product usage signals into sales engagement
• - High-velocity SaaS sales (inbound, fast-cycle, self-serve to sales handoff)
• - Enterprise SaaS sales (longer cycles, multi-stakeholder, higher ACV)
• - Expertise in Salesforce and modern GTM systems, with the ability to set strategy and ensure execution at scale
• - Strong analytical and financial acumen, including forecasting, productivity modeling, and ARR predictability
• - Track record of instilling operational rigor and disciplined execution across GTM processes
• - Demonstrated success partnering with CCOs and Sales leaders to align strategy and execution
• - Experience building and mentoring high-performing RevOps/Sales Ops teams and developing future leaders
• - Comfort navigating ambiguity while balancing long-term strategy with disciplined execution

Benefits

• - Participation in Netlify’s equity plan
• - Robust benefits package
• - Competitive compensation in the market
• - Fairness and equity in compensation philosophy