Director, Revenue Operations - Strategy & Planning

We are looking for a Director to lead the planning discipline across the GTM funnel. This is a senior leadership role on the Revenue Operations team, with broad scope spanning GTM architecture, territory design, pipeline modeling, capacity and quota planning, comp design, conversion and retention analysis, and controllership.

Reporting to the VP, Revenue Operations, you will partner closely with the CRO, the CFO, and the VP of Product & Marketing. You will lead the Strategy & Planning team and serve as the connective tissue between Marketing, Sales, Solutions Architecture, Partner, and Finance. This is one of the highest-leverage seats in the GTM organization.

• Own GTM architecture: markets, segments, roles, coverage model, and the planning logic that turns business strategy into a deployable revenue system.
• Lead annual planning end-to-end: capacity modeling, territory design, quota allocation, and the headcount and expense plan that funds it.
• Design the operating cadence with sales leadership: forecast roll-ups, pipeline reviews, QBR and MBR support, and the analytical work that drives decisions inside those forums.
• Partner with FP&A on controllership: headcount and expense management, comp plan modeling, forecast accuracy, and variance analysis.
• Build the experimentation and measurement frameworks that turn GTM system outputs into the next version of the system: what is working, what is not, and what to change.
• Hire and develop the Strategy & Planning team. Design the infrastructure that lets a small team deliver compounding leverage to the GTM organization as it scales.

• 10+ years in revenue operations, sales strategy, GTM finance, or strategy consulting, with at least five years leading a team.
• Owner-operator mindset. You treat the planning function as a system you own end-to-end: you build it, you run it, you fix it when it breaks, and you measure it by what it produces, not by activity.
• Credible partner and challenger to field leadership. You bring data, a point of view, and the willingness to disagree well. You earn trust by being right, not by being agreeable, and you advocate for the field to the rest of the business when the case is sound.
• Deep fluency with the planning toolkit: capacity models, territory design, quota allocation, comp modeling, and forecast methodology.
• Experience working across the full funnel, including marketing operations and post-sale motions, not just sales.
• Strong analytical and modeling skills. Comfortable building driver-based models from scratch and pressure-testing assumptions.
• SQL fluency required; Python a strong plus. Hands-on familiarity with ClickHouse, dbt, or a comparable modern analytics stack expected. Comfort building in a notebook environment, working with version-controlled analytical code, and shipping repeatable pipelines rather than one-off spreadsheets.
• Exposure to consumption-based or usage-based business models is strongly preferred.
• Track record of partnering effectively with Finance and translating between GTM and financial logic.
• Excellent written and verbal communication. Comfortable presenting to executives.
• Bachelor's degree in a quantitative field, MBA or equivalent post-graduate education preferred.