Director of Revenue Operations (RevOps)

About Our ClientOur client offers the opportunity for companies to upgrade the skills of each of their employees. It has strategic partnerships with 150+ Global2000 companies who rely on their training programs to develop the world’s most productive and admired workforces.
About the RoleThe Director of Revenue Operations is a strategic leader responsible for scaling GTM Operations, Enablement, and Development to support a $100M+ ARR SaaS business growing at 20%+ annually. This role drives alignment, efficiency, and predictability across the revenue organization through data, automation, and best-in-class tools and processes.
A key focus is leveraging AI and large language models (LLMs) to uncover process improvements and scalable growth opportunities. The ideal candidate has deep experience leading RevOps in high-growth SaaS companies and a proven track record of driving predictable revenue and leading GTM transformation globally.
This role oversees the strategy, integration, and optimization of the GTM tech stack—including Salesforce, Gong, HubSpot, ZoomInfo, Highspot, and Looker—to ensure teams have clean data, actionable insights, and tools that drive productivity. (Salesforce administration sits with IT, but this role ensures cross-system effectiveness.)
Performance Objectives:First 30 Days – Orientation & AssessmentEstablish foundational understanding of the GTM ecosystem, tech stack, and team structure.Assess current GTM systems, workflows, and tool adoption (Salesforce, Gong, HubSpot, Highspot, Looker)Audit onboarding and enablement assets in Highspot and GongMeet with key stakeholders across Sales, Marketing, Customer Success, and FinanceEvaluate the current RevOps team structure, roles, and skill gapsAlign on core GTM definitions (e.g., MQL, SQL, SAL) with all functional leaders
By 60 Days – Early Execution & AlignmentBegin implementing operational improvements and building alignment processes across GTM Operations, Enablement, and Cross-functional Alignment.Launch CRM data integrity initiative with a target of >95% accuracyBegin improving forecast reliability toward ±10% accuracyDefine lead handoff SLAs and shared success metrics across GTM teamsEstablish recurring cross-functional cadences for planning, reporting, and performance reviewsDefine roles and development plans for RevOps teamSet onboarding and enablement goals tied to ramp time and tool usage
By 90 Days – Execution & Initial ImpactDeliver tangible wins in system performance, process optimization, and enablement outcomes.Launch a board-ready revenue dashboard with live visibility into pipeline and performanceImplement an improved onboarding experience that reduces ramp time by 15%Roll out workflow enhancements to reduce the average sales cycle by 10%Achieve 100% adoption of enablement assets in Highspot and GongIdentify and resolve SDR process inefficiencies in outbound outreach and lead handoffDrive broader tool adoption and process improvements across all GTM teams for Salesforce, Gong, HubSpot, and HighspotDrive Budgeting process for RevOps and support the Budgeting process with data and insights for the rest of the GTM team
By 180 Days – Scalable Systems & Measurable OutcomesContinuously improve revenue operations, forecasting accuracy, and pipeline performance by strengthening Sales Operations, deepening Cross-functional Alignment, and scaling SDR & Pipeline Growth initiatives.Build, manage, and coach a high-performing team of RevOps analysts and systems specialists to deliver against GTM goalsIncrease conversion of marketing-sourced and partner pipeline by 30%Improve lead-to-close conversion rate by 15%Reduce customer churn by 15% through improved sales-to-success handoffSustain forecast accuracy within ±10% in collaboration with FinanceMaintain CRM and GTM system data integrity >95%Increase outbound SDR response rate by 30%Improve Sales-Accepted Lead (SAL) conversion rate by 15%Ensure pipeline coverage remains at 3x quota across all segments
Ongoing – Optimization & Strategic LeadershipProvide long-term strategic leadership across all RevOps domains, focusing on GTM systems integration, cross-functional planning, and AI-enabled process improvement across all core areas.Optimize integrations and performance of the entire GTM tech stackLeverage AI and LLMs to automate reporting, surface insights, and streamline forecastingAlign GTM functions around shared KPIs and data-driven planning cyclesEnsure high adoption and ROI from tools across the revenue organizationServe as a strategic partner to Sales, Marketing, Customer Success, and Finance for long-term growth initiativesScale go-to-market infrastructure to support sustainable growth, resulting in a 20%+ year-over-year increase in revenue or key GTM performance metrics.
Location: This position can be based anywhere in the US. The hiring company operates as a remote-first company and invests in mandatory all-company meetings several times a year in addition to required team travel as necessary.
Performance Driven: The hiring company is looking for self-starters with a track record of delivering excellent results, but are highly selective about who they hire. They don't focus on typical job requirements; instead, they're interested in specific examples from your past experiences. All positions can be based anywhere in the US and require up to 15 days of travel per year, with senior management and leadership teams requiring up to 35 days.
Compensation: The base salary for this position generally ranges between $185,000 and $195,000, depending on experience, and is bonus eligible. The hiring company offers a comprehensive benefits package to employees upon hire, including professional development, ISOs, health insurance, 401(k) matching, and paid time off.
Note:“We are not the EOR (Employer of Record) for this position. Our role in this specific opportunity is to connect outstanding candidates with a top-tier employer. Swooped helps candidates around the world to discover and stay focused on the jobs they want until they can complete a full application in the hiring company career page/ATS.”