Head of RevOps

Job Summary:

The Revenue Operations (RevOps) Director serves as the strategic architect of your B2B revenue engine, orchestrating the alignment of sales, marketing, and customer success functions to create a seamless revenue generation system. This leader breaks down traditional departmental silos, implements integrated processes, and establishes the data infrastructure necessary for revenue optimization. The RevOps Director balances strategic vision with technical execution—designing cohesive customer journeys, implementing supporting technologies, and developing metrics that provide visibility across the entire revenue lifecycle. They translate business objectives into operational frameworks that enable consistent execution across all revenue-generating functions, serving as the critical connective tissue between historically separated teams to ensure the entire revenue process operates as a unified system rather than disconnected parts.

B2B RevOps Director Responsibilities:

Strategic Revenue Systems Architecture:

Develop and implement comprehensive revenue operations strategies that align sales, marketing, and customer success functions with overall business objectives.
Conceptualize and design the entire revenue process as an interconnected ecosystem, identifying bottlenecks, friction points, and opportunities for optimization.
Create closed-loop systems that deliver predictable results across the complete customer journey from awareness through expansion and retention.
Translate high-level business strategies into specific operational improvements that drive measurable revenue outcomes.

Process Design and Optimization:

Map, optimize, and standardize revenue processes across all customer-facing functions to eliminate silos and improve efficiency.
Address handoff friction points between departments and streamline complex workflows to enhance effectiveness.
Implement process improvement methodologies and continuous optimization frameworks across the revenue organization.
Design and document standard operating procedures that enable consistent execution across all revenue-generating teams.

Revenue Analytics and Performance Management:

Establish single sources of truth for revenue data and implement effective data governance frameworks across the organization.
Design comprehensive metrics and KPIs that provide visibility across the entire revenue lifecycle and drive accountability.
Build dashboards and reporting systems that deliver actionable insights to stakeholders across the revenue organization.
Translate complex data into strategic recommendations that inform decision-making and drive business growth.
Conduct advanced revenue analytics to identify trends, forecast performance, and uncover optimization opportunities.

Technology Stack Management:

Architect and optimize the revenue technology stack, including marketing automation, CRM, customer success platforms, and analytics tools.
Evaluate, select, and implement technology solutions that support integrated revenue operations across all functions.
Design and manage integrations between systems to create seamless data flow and eliminate disconnected technology islands.
Drive technology adoption and maximize return on investment through effective implementation management and user enablement.
Maintain expertise in major marketing, sales, and customer success platforms and emerging revenue operations technologies.

Cross-Functional Leadership and Collaboration:

Influence and align stakeholders across sales, marketing, and customer success without direct authority over these functions.
Build consensus around shared objectives and navigate competing departmental priorities diplomatically.
Establish credibility with revenue leaders and serve as a trusted advisor on operational matters.
Bridge the distinct cultures, priorities, and working styles of different revenue-generating teams.
Facilitate cross-functional alignment meetings and ensure ongoing collaboration across historically siloed departments.

Change Management and Organizational Adoption:

Drive organizational adoption of new processes, technologies, and metrics through effective change management strategies.
Develop and execute stakeholder engagement approaches that overcome resistance and accelerate acceptance of operational changes.
Create communication strategies and training programs that support successful implementation of revenue operations initiatives.
Monitor adoption metrics and adjust approaches to ensure sustained behavioral change across revenue teams.

Revenue Operations Team Leadership:

Build, lead, and develop the revenue operations team, providing strategic direction and professional development opportunities.
Set clear goals and priorities for the RevOps function, aligning team activities with organizational revenue objectives.
Foster a culture of continuous improvement, data-driven decision-making, and cross-functional collaboration within the team.
Manage resource allocation and prioritization across competing operational initiatives and stakeholder requests.

Revenue Lifecycle Optimization:

Demonstrate sophisticated understanding of each revenue lifecycle stage from initial awareness through expansion and retention.
Identify how operational improvements in one area impact performance in others and optimize the entire system holistically.
Design cohesive customer experiences that span marketing, sales, and customer success touchpoints.
Monitor and improve conversion rates, velocity, and efficiency at each stage of the customer journey.

Requirements of a B2B RevOps Director:

Bachelor's degree in business, operations, analytics, or related field. MBA or advanced degree is a plus.
Minimum 7-10 years of experience in revenue operations, sales operations, marketing operations, or related functions, with demonstrated success orchestrating cross-functional revenue teams.
Proven track record of creating integrated systems that span the entire customer journey and deliver measurable revenue improvements.
Strong systems thinking capabilities with ability to conceptualize revenue processes as interconnected ecosystems rather than isolated functions.
Advanced proficiency in revenue analytics, metrics design, data governance, and performance visualization.
Deep expertise in revenue technology stacks including CRM platforms (Salesforce, HubSpot), marketing automation, customer success tools, and analytics platforms.
Demonstrated experience in process design, optimization, and standardization across marketing, sales, and customer success functions.
Excellent change management skills with proven ability to drive organizational adoption of new processes and technologies.
Strong cross-functional leadership capabilities with ability to influence without direct authority across multiple departments.
Sophisticated understanding of the complete revenue lifecycle from awareness through expansion and retention.
Strategic thinking abilities with demonstrated capability to connect operational initiatives to organizational business objectives.
Excellent communication, stakeholder management, and consensus-building skills.
Cultural sensitivity and ability to navigate distinct priorities and working styles across revenue-generating organizations.
Experience leading revenue operations teams and developing talent within the function.
Strong project management capabilities with ability to prioritize and execute multiple initiatives simultaneously.

Note:

This job description is intended to convey essential job functions and responsibilities. It is not intended to be an exhaustive list of the position's qualifications, skills, efforts, duties, or responsibilities.