Director of Revenue Operations

Position Summary:

We are seeking a strategic, data-driven Director of Revenue Operations to lead and scale our revenue engine. This role is responsible for aligning Sales, Marketing, Operations, and Finance to ensure consistent growth, efficient processes, and reliable forecasting. You’ll serve as a key advisor to leadership, helping drive decisions through actionable insights and operational excellence.

Key Responsibilities:

Strategy & Planning

• Partner with executive leadership to define and manage the revenue strategy and go-to-market planning.
• Lead annual and quarterly planning processes, including territory design, quota planning, and compensation modeling.

Process Optimization

• Design and improve end-to-end revenue processes across Marketing, Sales, and Operations.
• Implement scalable processes for lead management, sales pipeline velocity, and customer lifecycle operations.

Technology & Tools

• Own the revenue tech stack, including CRM (Salesforce), marketing automation, sales enablement, forecasting tools, and business intelligence platforms.
• Ensure systems are integrated and configured for optimal performance and user adoption.

Analytics & Insights

• Create and maintain dashboards and reporting across the revenue funnel—from lead generation to renewal and expansion.
• Deliver actionable insights to support data-driven decision-making across GTM teams.

Enablement & Alignment

• Support Sales and Operations enablement initiatives by aligning data, tools, and training with business goals.
• Facilitate alignment across Marketing, Sales, and Operations through shared metrics, communication rhythms, and standardized reporting.

Revenue Performance

• Monitor and report on revenue KPIs including pipeline generation, win rates, churn, and customer health.
• Identify bottlenecks and recommend improvements to accelerate revenue growth.

Requirements:

• Bachelor’s degree in Business, Finance, Marketing, or related field (MBA or similar advanced degree preferred)
• 8–12 years of experience in Revenue Operations, Sales Ops, or related GTM operations roles
• Deep experience managing CRM systems (e.g., Salesforce), BI tools, and revenue technologies
• Proven success in supporting B2B or SaaS go-to-market teams
• Strong leadership, project management, and cross-functional collaboration skills
• Exceptional analytical, problem-solving, and communication abilities

Preferred Qualifications:

• Experience scaling RevOps in a high-growth technology company
• Expertise in GTM tech stack 
• Familiarity with customer success metrics (e.g., NRR, GRR, CAC:LTV, churn)

Calero is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sexual orientation, gender identity, age, protected veteran status, or status as a qualified individual with a disability.  

The salary range for this position is $140,000-$155,000 annually. It is important to Calero that potential candidates for this position understand that compensation depends on numerous factors including the geographic location where the role will be performed, skills required, experience, complexity, travel, and market rate. Calero aims to reward performance and attract top talent with competitive, fair pay and benefits. Please note that the top of the salary range represents exceptional, and/or senior-level positions, that meets all required qualifications. Actual offers take candidate’s knowledge, skills, abilities, and experience into account. Base Pay is just one component of the total compensation package for employees. Other rewards vary by position and location.