Director of Revenue Operations

Job description

About the role As Director of Revenue Operations, you will operationalize Athennian's revenue strategy. This is a strategic leadership role for someone who turns data into decisions, drives accountability across GTM teams, and ensures the revenue engine delivers predictable, sustainable growth. While this is not a system-builder role, you should be fluent enough in the underlying systems — from past experience — to step in when needed and hold the technical bar high. Reporting into the VP of Strategic Finance, you will partner directly with senior leadership across Sales, Marketing, Customer Experience, and Product to translate business objectives into operational reality — owning forecasting accuracy, pipeline rigor, and oversight of our CRM ecosystem. You will lead a small RevOps function, including a technical RevOps Analyst who handles hands-on system configuration, freeing you to focus on strategy, alignment, and cross-functional execution. What you'll do 1. Revenue Operationalization Establish a data-driven decision cadence that gives leadership clear visibility into next quarter's revenue — and the levers to influence it in real time. Translate high-level business objectives into precise revenue targets, capacity models, and headcount plans. Identify and prioritize high-leverage opportunities across the funnel — acquisition, conversion, expansion, and net revenue retention. Partner with Product and Finance to align pricing and packaging structures with LTV and market penetration goals. Play an active role in demand generation, collaborating with Marketing/Sales to architect, build, and maintain automation for outbound motions. 2. Strategic Forecasting & Business Intelligence Own the revenue forecasting process in partnership with Finance, with particular focus on closing current gaps in Customer Experience (CX) forecasting. Develop and monitor a comprehensive suite of KPIs and proactively flag risks before they impact the bottom line. 3. Accountability & Cross-Functional Orchestration Act as the accountability layer across GTM. Use conversion metrics to tell leaders precisely what activities — call/email volume, outreach cadence, conversion rates — are required to hit targets. Stand your ground in executive forums. Defend data integrity and the system's outputs when stakeholders push back, and manage senior partners across CX, Sales, Marketing, and Product through influence rather than authority. Take full ownership of quarterly review decks and the data surfaced within them, rather than relying on department heads to assemble them. Standardize definitions, SLAs, and shared accountability frameworks across all GTM functions. Oversee lead qualification processes, deal attribution, SKU management, and pipeline hygiene to ensure a smooth transition through the customer journey. 4. CRM Architecture & AI-Enabled Automation Take ultimate responsibility for our HubSpot ecosystem, ensuring it is best-in-class and scalable for a growing B2B SaaS environment. Set architectural direction and partner with the internal technical lead (and third-party consultants where appropriate) to evaluate whether current systems need targeted improvements or more substantial redesign. Architect the transition toward an AI-enhanced revenue stack — prioritizing tools and workflows that automate CRM hygiene, lead routing, and routine administrative tasks so GTM teams can focus on high-value strategic execution. Establish and maintain rigorous data-quality and hygiene standards — a true single source of truth for revenue reporting. Design and document end-to-end processes that eliminate friction between Sales, Marketing, and Customer Success. 5. Team Leadership & Mentorship Provide direct management, mentorship, and technical guidance to our RevOps Analyst, who currently operates without senior support. Build a high-performing RevOps function with clear ownership, healthy escalation paths, and the discipline to grow with the business. Qualifications Experience: 7+ years in high-growth RevOps, GTM Strategy, or Sales Operations, with prior experience managing a team — this is not a step-up role for a first-time manager. Industry: B2B SaaS experience is essential; you bring pattern recognition for how great CRM architectures work across software companies. Metrics & influence: Expert-level fluency in B2B SaaS metrics (ARR, LTV/CAC, churn dynamics, pipeline velocity, incentive design) with a track record of influencing C-suite and board-level decisions through data-backed insight. AI & automation fluency: Proven ability to architect and pilot AI-driven workflows — agentic automation, predictive lead scoring, AI-assisted CRM hygiene — that measurably increase GTM velocity and team efficiency. Technical literacy: Deeply familiar with the CRM ecosystem (HubSpot strongly preferred) — able to make high-level architectural decisions and evaluate consultant recommendations critically, even without being the primary hands-on builder. Executive presence: Able to stand your ground in executive forums, defend data integrity when senior stakeholders push back on the numbers, and distill complex data into persuasive narratives for non-technical audiences. Mindset — strategic: Outcome-oriented and able to connect operational tasks to broad business outcomes, leading through influence rather than authority. Mindset — pragmatic: Tool-agnostic and comfortable in ambiguity, focused on business outcomes and data integrity — ensuring technology serves the strategy and not the other way around. Location We have embraced a distributed model of working to reach the best talent in the world. While some roles may require proximity to our Toronto, Calgary and Vancouver offices, roles based outside our office locations can be remote in Canada and the US. Please only apply if you are able to live and work full-time in the US and Canada. #LI-Remote Our Culture Our company thrives in a fast-paced startup environment where every team member plays a critical role in driving success. We value ambitious, results-driven individuals who are not only proactive in identifying opportunities but are also committed to going the extra mile. In our culture, collaboration and initiative fuel our growth as we embrace new challenges, learn constantly, and move quickly to seize opportunities. If you're a go-getter who thrives on impact and thrives in a dynamic setting, you'll fit right in. Our values are: Outcome Driven : We focus on setting ambitious goals and achieving measurable results, valuing success by the outcomes we deliver. Wide Responsibility : Our team is empowered to shape success, taking ownership from problem identification to solution implementation. Learning Mindset : We embrace curiosity, rejecting the status quo and encouraging continuous learning and agility. Strategic Speed : We make fast, effective decisions and embrace a bias for action to seize opportunities quickly. Benefits at Athennian We’re a remote-first company built on trust, autonomy, and accountability. Work-Life Balance: Minimum of 3 weeks vacation, 5 sick days, and 6 personal/flex days, plus a company-wide winter holiday shutdown. Comprehensive Coverage: Health, dental, and vision, long-term disability, and a Health Spending Account (HSA). Family Support: Flexible parental leave benefits, including top-ups. Remote Setup: A dedicated work-from-home allowance to get you set up for success. About Athennian Athennian increases trust in business. Our products help legal, finance, and tax teams be transaction and audit-ready by organizing business entity and corporate structure information. Over a million business entities in almost every country are managed on Athennian to automate workflows for ownership, company secretarial, governance, tax, and compliance.