Director, Revenue Operations

Key Responsibilities

Revenue Strategy & Alignment
• Partner with Sales, Marketing, Customer Success, and Finance leadership to align revenue strategy, planning, and execution.
• Drive consistency across the full customer lifecycle—from lead acquisition through expansion and renewal.
• Support annual planning, forecasting and quota setting.


Systems & Tools Ownership
• Serve as the primary owner and architect of the revenue tech stack, including:
• HubSpot (CRM, marketing automation, reporting)
• Gainsight (customer success, renewals, health scoring)
• Zendesk (support operations and customer insights)
• Ensure clean data, scalable integrations and system optimization across platforms.
• Evaluate and implement additional tooling as needed.


Analytics, Forecasting & Reporting
• Build and maintain dashboards and reporting for pipeline health, bookings, retention, expansion, churn and ARR metrics.
• Own forecasting accuracy and establish clear KPI definitions across teams.
• Deliver actionable insights to executive leadership and the board.


Process Optimization
• Design, document and continuously improve revenue processes (lead routing, opportunity management, renewals, upsells, handoffs).
• Identify friction points in the funnel and implement scalable solutions.
• Establish operational rigor while maintaining flexibility for growth.


Enablement & Change Management
• Partner with Sales Enablement to support onboarding, process training and tool adoption.
• Drive operational change through clear communication, documentation and stakeholder buy-in.
• Act as a trusted advisor to GTM leaders.

Required Qualifications

• 5+ years of experience in Revenue Operations, Sales Operations or a related GTM operations role in a B2B SaaS environment.
• Hands-on experience with HubSpot, Gainsight and Zendesk (required).
• Proven track record of building and scaling revenue operations processes and systems.
• Strong analytical skills with the ability to translate data into strategic recommendations.
• Experience partnering with senior GTM and Finance leaders.
• Excellent communication skills and ability to influence without direct authority.

Preferred Qualifications

• Experience in security, observability, DevOps or enterprise software.
• Prior ownership of forecasting and planning processes.
• Experience supporting a multi-segment or global GTM organization.
• Familiarity with subscription and usage-based revenue models.

What Success Looks Like

• Improved forecast accuracy and pipeline visibility.
• Streamlined, scalable revenue processes across teams.
• High adoption and trust in revenue systems and data.
• Strong alignment between Sales, Marketing and Customer Success.

Why Graylog

• Work with a mission-driven team solving real-world security and observability challenges.
• High impact role with visibility across the business.
• Competitive compensation, benefits, and equity.
• Remote-friendly culture with flexible work options.