The Director of Revenue Operations is a strategic and operational leader responsible for architecting a unified, data-driven go-to-market (GTM) engine that drives predictable, efficient, and scalable revenue growth. This role aligns Sales, Marketing, and Customer Success around shared metrics, optimized processes, and best-in-class systems to unlock commercial performance and enhance the full customer lifecycle, from lead generation to renewal and expansion.Your responsibilities will include:Strategic Planning &amp; Execution<ul><li>Develop and execute a comprehensive revenue operations strategy aligned with company growth, margin, and retention goals.</li><li>Design and implement scalable, cross-functional GTM processes that enable predictable pipeline generation, conversion, and retention.</li><li>Establish forecasting and planning frameworks that deliver accuracy and visibility across new business, expansion, and renewals.</li><li>Partner with executive leadership to shape GTM design, territory strategy, and commercial efficiency initiatives (CAC payback, Magic Number, LTV/CAC).</li></ul>Data, Insights &amp; Analytics<ul><li>Build a unified revenue intelligence infrastructure that serves as the single source of truth for GTM data.</li><li>Design dashboards and analytics that translate data into actionable insights on pipeline velocity, funnel health, and growth levers.</li><li>Leverage AI and automation to improve forecast accuracy, lead scoring, and revenue attribution.</li><li>Ensure data governance, integrity, and accessibility across all systems.</li></ul>Systems &amp; Technology<ul><li>Own the revenue technology stack (CRM, marketing automation, sales engagement, CS platforms, BI tools).</li><li>Evaluate, implement, and optimize systems to improve seller productivity and GTM alignment.</li><li>Manage integrations between marketing, sales, and CS systems to deliver a seamless flow of data across the customer journey.</li><li>Drive adoption of tools and ensure technology delivers measurable ROI in terms of efficiency and conversion lift.</li></ul>Leadership &amp; Organizational Enablement<ul><li>Build, mentor, and scale a high-performing Revenue Operations team</li><li>Act as a change leader, embedding a culture of data-driven decision-making and continuous improvement.</li><li>Partner with GTM and Finance leaders to translate strategy into operational execution and measurable outcomes</li></ul>Process Optimization &amp; Commercial Efficiency<ul><li>Own and continuously improve the lead-to-cash and customer lifecycle processes.</li><li>With the collaboration of other GTM leaders, optimize territory design, quota setting, incentive structures, and sales capacity planning to drive equitable and efficient performance.</li><li>Identify friction points and deploy automation to streamline workflows and reduce cycle times.</li><li>Ensure operational alignment that maximizes ARR growth, gross retention, and expansion efficiency.</li></ul>Cross-Functional Partnership<ul><li>Align Marketing, Sales, Customer Success, and Finance around shared goals, definitions, and performance metrics.</li><li>Partner with Product and Finance to inform pricing, packaging, and renewals strategies through data insights.</li><li>Serve as the connective tissue of the GTM organization: translating strategy into execution and ensuring continuous feedback loops across teams.</li></ul>What we’re looking for:<ul><li>7–10+ years of experience in Revenue, Sales, or GTM Operations roles; 3+ years in leadership.</li><li>Proven experience scaling operations within a high-growth SaaS or B2B technology environment.</li><li>Deep expertise with CRM platforms (Salesforce, HubSpot, or equivalent) and GTM automation tools.</li><li>Strong analytical skills and proficiency in data visualization and BI tools (e.g., Looker, Tableau, Power BI).</li><li>Demonstrated success driving improvements in forecast accuracy, pipeline velocity, and sales efficiency.</li><li>Bachelor’s degree in Business, Finance, or a related field. </li><li>MBA or advanced degree. (an asset) </li><li>Hands-on experience managing complex revenue technology ecosystems. (an asset) </li><li>Understanding of revenue recognition principles, financial modeling, and strategic planning. (an asset) </li></ul>What we offer:<ul><li>Join an early-stage, well-financed company</li><li>Advance Novisto’s purpose of contributing to the sustainability of the economy, environment, and society by empowering companies to make better decisions and disclosures through our ESG data management software</li><li>Contribute your knowledge and insights to increase awareness and knowledge of sustainability</li><li>Generous health benefits </li><li>Flexible schedules</li><li>4 weeks of vacation </li><li>Stock option plan</li></ul>

Novisto is end-to-end enterprise software for smarter sustainability management, empowering companies to create value from their ESG data and reporting.&nbsp;

Director of Revenue Operations 

The Director of Revenue Operations is a strategic and operational leader responsible for architecting a unified, data-driven go-to-market (GTM) engine that drives predictable, efficient, and scalable revenue growth. This role aligns Sales, Marketing, and Customer Success around shared metrics, optimized processes, and best-in-class systems to unlock commercial performance and enhance the full customer lifecycle, from lead generation to renewal and expansion.Your responsibilities will include:Strategic Planning &amp; Execution<ul><li>Develop and execute a comprehensive revenue operations strategy aligned with company growth, margin, and retention goals.</li><li>Design and implement scalable, cross-functional GTM processes that enable predictable pipeline generation, conversion, and retention.</li><li>Establish forecasting and planning frameworks that deliver accuracy and visibility across new business, expansion, and renewals.</li><li>Partner with executive leadership to shape GTM design, territory strategy, and commercial efficiency initiatives (CAC payback, Magic Number, LTV/CAC).</li></ul>Data, Insights &amp; Analytics<ul><li>Build a unified revenue intelligence infrastructure that serves as the single source of truth for GTM data.</li><li>Design dashboards and analytics that translate data into actionable insights on pipeline velocity, funnel health, and growth levers.</li><li>Leverage AI and automation to improve forecast accuracy, lead scoring, and revenue attribution.</li><li>Ensure data governance, integrity, and accessibility across all systems.</li></ul>Systems &amp; Technology<ul><li>Own the revenue technology stack (CRM, marketing automation, sales engagement, CS platforms, BI tools).</li><li>Evaluate, implement, and optimize systems to improve seller productivity and GTM alignment.</li><li>Manage integrations between marketing, sales, and CS systems to deliver a seamless flow of data across the customer journey.</li><li>Drive adoption of tools and ensure technology delivers measurable ROI in terms of efficiency and conversion lift.</li></ul>Leadership &amp; Organizational Enablement<ul><li>Build, mentor, and scale a high-performing Revenue Operations team</li><li>Act as a change leader, embedding a culture of data-driven decision-making and continuous improvement.</li><li>Partner with GTM and Finance leaders to translate strategy into operational execution and measurable outcomes</li></ul>Process Optimization &amp; Commercial Efficiency<ul><li>Own and continuously improve the lead-to-cash and customer lifecycle processes.</li><li>With the collaboration of other GTM leaders, optimize territory design, quota setting, incentive structures, and sales capacity planning to drive equitable and efficient performance.</li><li>Identify friction points and deploy automation to streamline workflows and reduce cycle times.</li><li>Ensure operational alignment that maximizes ARR growth, gross retention, and expansion efficiency.</li></ul>Cross-Functional Partnership<ul><li>Align Marketing, Sales, Customer Success, and Finance around shared goals, definitions, and performance metrics.</li><li>Partner with Product and Finance to inform pricing, packaging, and renewals strategies through data insights.</li><li>Serve as the connective tissue of the GTM organization: translating strategy into execution and ensuring continuous feedback loops across teams.</li></ul>What we’re looking for:<ul><li>7–10+ years of experience in Revenue, Sales, or GTM Operations roles; 3+ years in leadership.</li><li>Proven experience scaling operations within a high-growth SaaS or B2B technology environment.</li><li>Deep expertise with CRM platforms (Salesforce, HubSpot, or equivalent) and GTM automation tools.</li><li>Strong analytical skills and proficiency in data visualization and BI tools (e.g., Looker, Tableau, Power BI).</li><li>Demonstrated success driving improvements in forecast accuracy, pipeline velocity, and sales efficiency.</li><li>Bachelor’s degree in Business, Finance, or a related field. </li><li>MBA or advanced degree. (an asset) </li><li>Hands-on experience managing complex revenue technology ecosystems. (an asset) </li><li>Understanding of revenue recognition principles, financial modeling, and strategic planning. (an asset) </li></ul>What we offer:<ul><li>Join an early-stage, well-financed company</li><li>Advance Novisto’s purpose of contributing to the sustainability of the economy, environment, and society by empowering companies to make better decisions and disclosures through our ESG data management software</li><li>Contribute your knowledge and insights to increase awareness and knowledge of sustainability</li><li>Generous health benefits </li><li>Flexible schedules</li><li>4 weeks of vacation </li><li>Stock option plan</li></ul>

Director of Revenue Operations

About the Job

About the Company

Novisto

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