Director of Revenue Operations

The Director of Revenue Operations is a strategic, hands-on leader who will embed rigor, accountability, and alignment across AMDT’s go-to-market (GTM) engine. You will define and execute global forecasting motions, enforce process discipline, own revenue systems, and drive tight collaboration between marketing, sales, and post-sales. This role requires someone who not only leads but also rolls up their sleeves — you will “do” as much as you direct. 

Your success will be measured by forecast predictability and accuracy, funnel efficiency, cross-functional collaboration, and your ability to deliver scalable systems and processes in parallel with executing on critical initiatives.

Strategic Leadership & Hands-On Execution 

• Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan.
• Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency.
• Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics.
• Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment.
• Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece.
• Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems.

Direct & Channel Business Expertise 

• Deep experience and fluency in both direct sales and channel/partner models is highly preferred — you should understand the nuances of partner incentives, channel conflict, co-selling motions, and partner forecasting.
• Drive alignment across direct and channel GTM motions, ensuring unified forecast methodologies, shared metrics, and transparent handoffs.

Cross-Functional Alignment & Collaboration 

• Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions.
• Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans.
• Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes.
• Lead change management efforts associated with new systems, protocols, or organizational changes.

Analytics & Insights 

• Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators.
• Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility.
• Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation.

Team Building & Enablement 

• Mentor and scale a high-performing operations team (analytics, process, systems).
• Foster a culture of operational excellence, continuous improvement, and accountability.
• Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams.

Systems & Technology Stewardship 

• Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations.
• Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses.
• Establish strong data governance, system configuration practices, and scalability safeguards.

Key Metrics for Success 

• Forecast accuracy (monthly, quarterly)
• Pipeline coverage / health metrics
• Funnel conversion rates, drop-off / leakage points, velocity
• Productivity & efficiency metrics (e.g. revenue per rep, lead response time)
• SLA compliance and handoff efficiency across GTM functions
• Adoption and utilization rates of systems and tools
• Direct vs. channel revenue alignment and predictability
• Reduction in operational friction, duplication, and inefficiency