Our Opportunity:
We are seeking a seasoned Director of Revenue Operations to own and scale the systems, processes, and insights powering our go-to-market (GTM) engine while leading efforts to drive growth and efficiency across Sales, Marketing, and Customer Success (CS). The ideal candidate will blend strategic vision with hands-on execution to architect our revenue infrastructure and optimize the entire cycle through data analytics. In addition, the candidate will be equally comfortable in the boardroom presenting forecast methodology and in-the-weeds optimizing a Salesforce workflow. We need an effective servant leader that is capable of building scalable processes and high-performing teams while fostering cross-functional communication to ensure a unified approach to revenue generation.
What You'll Do:
Revenue Strategy, Forecasting & Planning
- Own company-wide revenue forecasting — partnering with Sales and CS leadership to build accurate, predictable weekly and quarterly models for bookings and churn
- Define and maintain pipeline health metrics, customer health scores, and forecasting methodologies that reflect real-world business dynamics
- Build scalable models for account planning, territory and segmentation design, quota setting, and compensation design
- Serve as the primary Revenue Operations (RevOps) partner to Finance during the annual planning cycle — aligning revenue targets, headcount assumptions, and GTM investment with financial models and board-level plans
- Own the operational inputs to the Annual Operating Plan (AOP) — including quota rollup, attainment modeling, and revenue bridge construction across new business, expansion, and renewal streams
- Build and maintain dynamic capacity models that inform GTM headcount decisions — factoring in ramp curves, productivity benchmarks, attrition assumptions, and growth targets across Sales, Sales Development Representative (SDR), and CS teams
GTM Performance Reporting & Analytics
- Develop and maintain executive-level dashboards across pipeline, bookings, revenue, retention, and team productivity
- Standardize KPI definitions across Sales, Marketing, and CS — creating a single source of truth across the organization
- Translate complex data into crisp, actionable insights that shape GTM strategy and investment decisions
Sales & CS Enablement Infrastructure
- Partner with Sales, Marketing, and CS leadership to ensure GTM have the tools, content, and data to execute repeatable, scalable selling motions
- Implement and continuously enhance high-impact enablement functions that increase sales productivity and reduce ramp-up times for new hires
- Optimize workflows across the full lead-to-revenue lifecycle: lead management, opportunity management, quoting, contracting, renewals, and expansions
Systems Ownership, Architecture and Engineering
- Architect, implement and manage high-performing enablement technology to deliver tangible value to the business.
- Establish and enforce governance for access, data hygiene, and process compliance across all GTM systems
Team Leadership
- Lead and grow a high-performing RevOps team (e.g.: Admin, Analyst, BDR and Enablement functions today)
- Prioritize the team’s roadmap based on business impact, GTM needs, and organizational goals
- Serve as a strategic thought partner and trusted advisor to the business
GTM & Finance Alignment
- Act as the connective tissue between Marketing, Sales, Customer Success, Finance, and Product — ensuring shared definitions, aligned incentives, and a coherent view of revenue performance across all functions
- Collaborate with Finance to ensure revenue forecasts, pipeline coverage ratios, and bookings pacing are reconciled with financial reporting on a recurring basis
- Lead recurring cross-functional operating cadences — including pipeline reviews, forecast calls, and QBRs — ensuring the right data is in the room and decisions are grounded in a single source of truth
Rules of Engagement
- Own the design, documentation, and enforcement of rules of engagement across the GTM organization — establishing clear, written policies that reduce conflict, protect seller motivation, and ensure a consistent prospect and customer experience
- Define and maintain lead routing and handoff protocols
- Establish account ownership and segmentation policies that address territory overlap, inbound from existing accounts, named account designations, and prospect-to-customer transitions
- Define quota credit and split policies for overlay, specialist, and multi-seller deals — ensuring compensation structures reinforce collaborative selling without creating perverse incentives
- Clearly delineate expansion and upsell ownership between Sales and Customer Success — specifying the thresholds, product lines, or lifecycle stages that determine which team leads the commercial motion
- Build a lightweight dispute resolution process — ensuring ROE conflicts are resolved quickly and consistently, with clear escalation paths that preserve relationships and maintain GTM velocity
What You'll Need:
AI Fluency & Applied Intelligence
- Direct experience with AI-driven technologies that meaningfully improve forecast accuracy, rep productivity, data hygiene or buyer engagement
Stack Innovation & Architecture
- Experience consolidating or rationalizing bloated tech stacks — reducing complexity, cutting costs, and improving data reliability without disrupting GTM velocity
Evolving Team & Organizational Design
- Willingness to challenge conventional RevOps org structures — thinking critically about where human judgment adds irreplaceable value versus where automation and AI can deliver measurable returns.
- A builder’s mindset: able to attract, develop, and retain analytically strong team members who are energized by operating at the intersection of data, process, and emerging technology
Key Competencies
- 7–10+ years in Revenue Operations, Sales Operations, or GTM Strategy roles — ideally in a high-growth Business-To-Business (B2B) environment
- 3+ years leading and developing high-performing revenue operations or systems teams
- Deep expertise in Salesforce, including Configure, Price, Quote (CPQ) and complex reporting; proven ability to own and evolve a modern GTM tech stack
- Strong command of forecasting methodologies, pipeline analytics, and revenue modeling
- Exceptional ability to communicate and influence at the executive level — translating complex data into compelling narratives
- Experience aligning Sales, Marketing, and CS metrics under a unified revenue model
- Bachelor’s degree in related field of study or MBA
What We'll Deliver On:
- Competitive compensation package
- Comprehensive health, dental, and vision insurance
- Generous paid time off (PTO) and holiday schedule
- Opportunities for professional development and career advancement
- Flexible work arrangements to support work-life balance
- Company provided equipment
At Fetch, we are always looking for awesome people to join our growing team. If you think you’re the right fit for this position, apply today. We’d love to hear from you!
Fetch is an equal opportunity employer, all applicants will be considered without discrimination on the basis of race, religion, national origin, age, sex, marital status, disabilities, gender identity or expression, sexual orientation, veteran status or any other characteristics protected by law.
