The Role
Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results.
The Director of Revenue Operations will be a driving force behind the company’s revenue performance, aligning strategy, systems, and execution across Sales and Marketing. This role will play a pivotal part in accelerating growth, improving operational efficiency, and supporting value creation initiatives tied to organizational milestones and KPIs.You will lead a data-driven approach to forecasting, pipeline management, and go-to-market optimization—ensuring that every revenue-generating team operates from a single source of truth. The ideal candidate is both strategic and hands-on, with the ability to bridge business strategy, analytics, and technology to drive sustainable, predictable growth.
What You Will Do!
- Strategic Leadership
- Partner closely with the CRO, CFO, and cross-functional stakeholders to design and execute a scalable revenue operations strategy that aligns with the company’s growth objectives and investment thesis.
- Build a unified go-to-market operating framework that integrates Sales, Marketing, and Partnerships.
- Serve as a trusted advisor to executive leadership on revenue performance, pipeline trends, and operational efficiency.
- Lead the design and continuous improvement of revenue processes across the entire customer journey—from lead generation to renewal and expansion.
- Establish clear KPIs and handoff processes within Marketing and Sales to enhance conversion rates and reduce friction.
- Implement and maintain robust lead scoring, territory management, and pipeline governance standards.
- Own the annual design, rollout, and administration of the company’s sales commission plans to ensure alignment with revenue goals and accurate, timely payout execution.
- Own company-wide revenue reporting and analytics—delivering clear visibility into ARR growth, bookings, and pipeline health.
- Partner with Finance to improve forecasting accuracy and revenue predictability.
- Deliver board- and investor-level insights through regular reporting packages and dashboards.
- Oversee the go-to-market tech stack (Salesforce, HubSpot/Marketo, Outreach, Gong, etc.), ensuring seamless integrations and data accuracy.
- Evaluate and deploy new tools that support automation, scalability, and data-driven decision-making.
- Champion data hygiene, governance, and compliance across all revenue systems.
- Collaborate with Product and Customer Success to create data-backed feedback loops that inform pricing, packaging, and customer lifecycle initiatives.
- Drive coordination across sales enablement, demand generation, and customer retention programs to optimize full-funnel performance.
- Build and mentor a high-performing Revenue Operations team, fostering a culture of collaboration, accountability, and continuous improvement.
- Establish best practices for operational excellence that can scale with the company’s growth trajectory and future exit strategy.
Process Optimization
Data, Insights, & Forecasting
Technology & Systems Management
Cross-Functional Alignment
Team Leadership
What We Are Looking For:
- Bachelor’s degree in Business, Finance, Marketing, or related field (MBA preferred)
- 8+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations within a B2B SaaS environment
- 3+ years of leadership experience managing multi-disciplinary RevOps or GTM Ops teams
- Experience in a private equity–backed company strongly preferred, ideally during a scale-up or transformation phase
- Background in travel, expense, or financial workflow software is desirable
- Deep expertise in Salesforce CRM, marketing automation platforms, and BI/reporting tools (e.g., Looker, Tableau, Power BI)
- Strong analytical and modeling capabilities, with experience building executive-level dashboards and revenue forecasts
- Proven ability to integrate technology ecosystems to improve process efficiency and data accuracy
- Exceptional communication and executive presence; comfortable presenting to senior executives and board members
- Strategic thinker who can translate data into actionable insights and scalable operational plans
- Highly collaborative, with the ability to influence across departments and build trust at all organizational levels
- Results-oriented mindset with a focus on measurable impact, continuous improvement, and accountability
Education & Experience
Technical Skills
Leadership & Soft Skills
Why Emburse?
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize
their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-
world challenges.
• A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that
supports your success.
• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making
for businesses everywhere.
Shape your future & find what’s next at Emburse.
Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.
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The Company
What We Do
Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.
