The Senior Director, Revenue Operations is a unique blend of analytics, ops, and technical instrumentation. Your primary mission is to lead an Ops Center of Excellence that partners with the Head of Sales, Head of CS, and Head of Marketing with optimizing and executing a unified GTM strategy.
What You'll Do:
Own core ops responsibilities such as territory segmentation, account assignments, ICP definition, health scoring, lead routing, campaign management
Own commission administration across plan and quota issuance as well as payout calculation and visibility
Build and automate weekly, monthly, and quarterly reporting across GTM funnel activities, bookings, customer lifetime value
Analyze data to identify trends, risks, and opportunities for growth and retention metrics improvement.
Manage external GTM Enablement team with defining areas of focus and success criteria
Lead short and long term forecasting of ARR and Churn
Implement and manage GTM tools, including AI orchestration, to reduce friction and amplify productivity
What You'll Bring:
Self-starter mindset: We believe in a self-starter mindset, meaning you proactively identify gaps in business strategy & operations and prioritize what to solve with your team; you are not waiting to be told what to do. Speed of execution is critical.
Excellent communication skills: Deliver messages in a clear, compelling, and concise manner. Actively listens and checks for understanding and can articulate messages in a broadly understandable way.
Rapid experimentation mindset: Must be familiar with setting up experiments, measuring effectiveness, failing fast, and building a scalable process.
Ownership: Takes equal ownership of the successes and failures of achieving operational maturity. Keeps internal customers and goals on track, with extreme ownership of the next steps and timelines.
QUALIFICATIONS
10+ years of Ops or other relevant experience
Work experience in a B2B SaaS company
Demonstrated ability to communicate complex concepts concisely and clearly to all levels of employees, from the Executive level to the employee base.
Excellent written, interpersonal, and presentation communication skills; comfortable and confident presenting new concepts to large audiences.
Systems knowledge - Deep understanding of GTM tooling:
Enrichment: Clay, ZoomInfo; CRM: Salesforce and/or HubSpot;
Engagement: Outreach, Sybill, Gong
Strong understanding of API’s and AI automation
About CloudZero
CloudZero is the AI ROI Company. We built the financial control plane for AI: the system finance, IT, and engineering use to connect every AI dollar to the outcome it produced. Across every provider. In real time.
AI spend is the fastest-growing line on enterprise P&Ls and the least understood. Only 14% of CFOs can prove AI ROI today. CloudZero answers the question no one else can: what did it cost to produce this outcome, for this customer, on this model.
The largest cloud spenders on the planet already run on CloudZero, including Coinbase, Duolingo, DoorDash, and Shutterstock. We processed 14 trillion billing events in the last twelve months. We're the first listed partner on Anthropic's cost and usage API. We've raised over $119 million, including a $56 million Series C backed by leading venture capital firms.
Why Join Our Team?
At CloudZero, you’ll find a collaborative, fast-moving environment where your work makes a direct impact. We’re a team that values ownership, creativity, and curiosity — and we’re tackling some of the most complex challenges in the cloud space. If you’re excited by working with cutting-edge technology, driving meaningful outcomes, and growing with a company that’s scaling fast, we’d love to hear from you!
Skills Required
- 10+ years of operations or other relevant experience
- Work experience in a B2B SaaS company
- Ability to communicate complex concepts clearly and concisely to employees at all levels, including executives
- Excellent written, interpersonal, and presentation communication skills
- Comfort and confidence presenting new concepts to large audiences
- Deep understanding of GTM tooling, including Clay or ZoomInfo, Salesforce or HubSpot, and Outreach, Sybill, or Gong
- Strong understanding of APIs and AI automation
- Self-starter mindset and ability to proactively prioritize business strategy and operations gaps
- Experience setting up experiments, measuring effectiveness, failing fast, and building scalable processes
- Ownership of operational outcomes, internal stakeholders, goals, next steps, and timelines
CloudZero Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about CloudZero and has not been reviewed or approved by CloudZero.
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Healthcare Strength — Healthcare coverage is described as comprehensive, spanning medical, dental, and vision. This breadth is consistently presented as a core part of the total rewards package.
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Leave & Time Off Breadth — Paid time off is presented as flexible and generous, with practices like Focus Fridays supporting balance. Remote-first policies and periodic meetups complement the time-off approach.
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Equity Value & Accessibility — Equity grants are included broadly, giving employees a stake in the company’s success. This equity component is positioned as a meaningful part of total compensation.
CloudZero Insights
What We Do
CloudZero is the only cloud cost intelligence platform that puts engineering in control by connecting technical decisions to business results. CloudZero ingests cost data from AWS and Snowflake, organizes it for analysis, and delivers the insights to engineering teams who can understand how their work is impacting the business. You can answer question like: * Who are my most expensive customers? * Which product, feature, and team is spending the most? * Has the profitability of my product changed quarter over quarter? The outcome is real-time intelligence that helps companies control their cost of goods sold (COGS) and gross margins — aligning engineering and finance teams once and for all.
