Director Revenue Operations

Job description

WorkWave is seeking a strategic, results-driven Director of Revenue Operations to serve as the primary operational and commercial support partner to the VP of Revenue Operations, CRO, Finance and global Sales Leadership (US, EMEA, APAC).

This critical leadership role combines strategic sales operations (GTM planning, forecasting, analytics, systems) with hands-on management of sales operational and financial processes to ensure visibility and sales execution excellence across the entire revenue engine. The Director will be accountable for building a high-performing global operations organization that delivers scale, speed, and accuracy.

A successful candidate is analytical, intellectually curious, detail-oriented, and capable of influencing at all levels of the organization.

WHAT YOU’LL DO:

• Strategic GTM Planning: Lead the annual go-to-market planning process, including quota and territory design, capacity and headcount modeling, and segmentation across global regions.
• Forecasting & Pipeline Management: Own the global forecasting cadence, partner with Sales Leaders to drive accuracy, and enforce data governance across the CRM to ensure accurate bookings, revenue, and compensation tracking.
• Sales Performance Analytics: Develop and maintain dashboards and KPIs for pipeline health, conversion rates, productivity, and attainment. Translate data into actionable insights for Sales Leaders and executives (including QBR reporting).
• Operational Excellence & Field Support: Act as the primary operational liaison to Sales Leaders, identifying and implementing process improvements that increase sales efficiency and shorten cycle times.
• GTM Systems & Infrastructure: Oversee the Salesforce environment and the broader RevTech stack (CRM, CPQ, CLM, BI tools) to ensure scalable, automated, and well-governed sales processes.
• Revenue Operations Excellence: Drive continuous improvement initiatives across the full revenue lifecycle, from Marketing to Sales to Customer Success hand-offs, to build scalable operational infrastructure.
• Team Leadership & Management: Lead, mentor, and grow a global Sales Operations team, including Analysts and Specialists, driving a culture of accountability and continuous improvement.

WHAT YOU’LL BRING:

• Bachelor’s degree in Business, Finance, or a related field.
• 10+ years of relevant experience in Revenue Operations, Strategic Finance or FP&A roles, Sales Operations, or related roles within a B2B SaaS or technology company.
• Proven experience leading annual sales planning, forecasting, and GTM execution processes in a complex environment.
• Familiarity with CPQ, CLM, and Business Intelligence (BI) tools within the RevTech stack.
• Proven track record leading annual financial planning (AOP), revenue modeling, and sophisticated forecasting (top-down and bottom-up), and capacity planning in complex, global environments.
• Advanced expertise in financial modeling and Business Intelligence (BI) tools and board reporting. You don’t just pull data; you translate complex datasets into actionable fiscal insights.
• Strong command of revenue recognition standards and financial principles.
• Deep understanding of SaaS unit economics (LTV, CAC, Net Retention) and the impact of commercial terms on global GAAP/IFRS standards.
•  Exceptional ability to bridge the gap between Sales and Finance, acting as a “bilingual” leader who can justify GTM strategies through the lens of ROI and EBITDA.
• Understanding of both enterprise and high velocity deal cycles while maintaining meticulous attention to detail and financial accuracy.
• Expertise in Salesforce (including reporting, forecasting, and territory management).
• Strong understanding of SaaS commercial models and global enterprise sales processes.
• Exceptional analytical, communication, and cross-functional leadership skills, with the ability to influence at all levels of the organization.
• Demonstrated ability to manage multiple priorities in a fast-paced, high-growth environment.
• Ability to travel (15%).

WHAT WOULD ALSO BE AWESOME:

• Experience leading revenue operations for global SaaS sales organizations with complex, multi-product solution offerings at a PE backed company.
• Prior experience managing and developing a direct team.

$150,000 - $180,000 a year

In our dedication to salary transparency, this role is bonus eligible. The final offer will be dependent on various factors, including the candidate’s qualifications, relevant experience, and the organization’s budget. Our Talent Acquisition team will provide more information about the compensation package for this position during the interview process.

WHAT YOU SHOULD KNOW ABOUT US:

• We are laid back but buttoned up. We offer a casual work environment and remote work flexibility and have a passion for developing creative, innovative best in class solutions that directly contribute to the success of our customers

• We care deeply and deliver service and solutions that make a real difference in the lives of our clients and their businesses

• We openly accept others as they are and build strong partnerships based on trust

• Teamwork and collaboration is key to help our colleagues and customers solve their challenges

• Our team is energetic, fun, naturally inquisitive and eager to make an impact, we invite you to join us!

LOVE WHAT YOU DO, NO MATTER WHERE YOU DO IT:

• Join our Remote-First Global Work Community: WorkWave provides an innovative and dynamic remote-first Global Work Community that encourages growth, creativity, and collaboration. No matter what stage of your career or where you live, WorkWave is your place to be part of a global company with a startup feel, where your ideas matter and your growth is a priority.

A GLOBAL COMPANY WITH A LOCAL PRESENCE:

• We know that there are benefits of being in the office and working from home. WorkWave promotes a healthy work/life balance and provides employees with the flexibility of collaborating in the office or the option to work virtually if desired. Our teams are well versed at working collaboratively in a fully virtual environment.

• Our HQ is based at our state of the art home office in the historic Bell Works complex located in Holmdel Township, New Jersey. We keep our offices available to all to use when working remotely isn’t feasible, or to help with cross training, team building and/or brainstorming.

• We have employees in over 30 states, 7 countries and many regional offices - each with their own set of perks and opportunities to give back to the local community.

• Whether you work remotely or take advantage of one of our offices, you’ll find a community of WorkWavers that value diversity, and care deeply about our products, clients, our communities and each other.

RELAX, WE’VE GOT YOU COVERED:

• Employees can expect a robust benefits package, including health and dental and 401k with company match

AND BEYOND…

• Find your perfect work/life balance with our Flexible Time Off policy or generous PTO plan (role dependent) and paid holidays

• Up to 4 weeks paid bonding leave

• Tuition reimbursement

• Robust Employee Assistance Program through TotalCare offering free counseling 24/7/365, plus financial counseling, legal guidance, adoption assistance services and much more!

• ²⁴⁄₇ access to virtual medical care with Teladoc

• Quarterly awards based on peer nominations

• Regional discounts and perks

• Opportunities to participate in charitable events and give back to the community

GROW WITH US:

• We understand the impact of attracting and keeping top talent and reward intellectual curiosity and a thirst for personal and professional growth

• Encouraging our employees that already have an intimate knowledge of and passion for our products to apply for other roles within our walls just makes sense!

• Our employees have access to extensive video libraries for soft skill and role specific training available ²⁴⁄₇ and live trainings are provided throughout the year

JOIN OUR WINNING TEAM!

• 10 Time winner of Best Place to Work in New Jersey by NJBiz!

• WorkWave has been recognized with multiple awards for its outstanding products, growth and culture, including the Inc. 5000, SaaS Award, IT World Awards, Globe Awards, Silver Stevie Award for Employer of the Year, and Best Place to Work Inc. Magazine

• Recently named one of The Software Report’s 3rd annual list of the Top 100 Software Companies of 2022 (worldwide!)

We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, age, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status: Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At WorkWave, we are dedicated to building a diverse, inclusive and authentic workplace, so if you feel like you could make a great impact in this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may just be the right candidate for this or other roles!

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.