Director, Revenue Operations - Outbound

The Opportunity

Engine is rebuilding business travel from the ground up — AI-native, high-velocity, and designed for scale. We connect 25,000+ businesses to a global network of 1M+ properties, airlines, and rental car partners. The infrastructure that powers outbound growth lives here.

This is not a reporting role. This is the person who keeps the outbound engine running at full capacity — owning the systems, the pipeline data, and the operational rhythm that lets SMB and Enterprise sellers move fast and close more. You will sit inside the Outbound pod, embedded with the reps who run the highest-volume motion at Engine, and you will make sure nothing slows them down.

If you have built systems that make outbound teams faster, more precise, and harder to outcompete — this is your role.

The Motion You’ll Own

Outbound at Engine is two speeds in one pod: SMB runs at high velocity, transactional, volume-dependent, and acutely sensitive to rep quality and tooling. Enterprise carries longer cycles, more stakeholders, and travel policy and procurement complexity layered on top. The sequencing logic, lead routing, pipeline coverage standards, and quota architecture all have to accommodate both — simultaneously, without sacrificing the speed that makes outbound work.

You will know this pod’s pipeline better than anyone. You will know where deals stall, where reps over-rely on the forecast, and where tooling is creating friction instead of removing it.

What You’ll Own

• Pipeline Velocity & Coverage Management: Own the outbound pipeline layer. Build and maintain the coverage models, stage conversion benchmarks, and velocity metrics that give the pod and VP of RevOps a real-time picture of where the number is coming from — and where it isn’t.
• Rep Productivity & Tooling: Identify and eliminate friction in the outbound motion. Own sequencing tool configuration, lead routing logic, and workflow automation so reps spend time selling, not navigating broken processes.
• Lead Enrichment & Scoring: Build and maintain the enrichment and scoring infrastructure that puts the right accounts in front of the right reps at the right time. If the list is wrong, the motion is wrong.
• SDR/AE Handoff Optimization: Own the handoff process. Define the criteria, build the tracking, and measure the quality of what gets passed — and what doesn’t. A broken handoff is a silent revenue leak.
• CRM Hygiene & Process Enforcement: Set and enforce CRM standards for the outbound pod. Stage definitions, required fields, activity logging — the integrity of the data is your responsibility.
• Quota & Comp Support: Partner with the VP of RevOps and Finance to model attainment, flag comp anomalies, and ensure the outbound incentive structure is driving the behaviors that move the number.
• Territory & Capacity Analysis: Own coverage and capacity modeling for the pod. Surface gaps in territory design before they become gaps in the forecast.

What We’re Looking For

Experience

• 7-10 years in Revenue Operations or Sales Operations — ideally supporting a high-velocity outbound motion in a marketplace, SaaS, or fintech environment
• Hands-on CRM experience (Salesforce preferred) — you build the reports, configure the flows, and fix the data problems yourself
• Direct experience with outbound tooling: sequencing platforms (Outreach, Salesloft), enrichment tools (ZoomInfo, Apollo, Clay), and routing logic
• Demonstrated experience with pipeline analysis and forecast methodology — your models are used in QBRs, not just admired
• Exposure to AI-powered lead scoring or workflow automation — you have deployed something, not just evaluated it

Who You Are

• Velocity-obsessed: you understand that in outbound, speed is a competitive advantage and anything slowing reps down is your problem to solve
• Data-precise: your pipeline data is clean, your conversion benchmarks are defensible, and your stage definitions leave no room for interpretation
• Rep-embedded: you know the outbound motion from the inside, and you build for how reps actually work — not how the playbook says they should
• Builder who moves fast: you treat every manual process as a problem waiting to be solved permanently, and you do not wait for permission to improve something obvious
• Clear communicator: you can turn a pipeline anomaly into a business insight and a rep’s complaint into a process improvement