Procurify - Director, Revenue Operations

• Revenue Strategy & Planning • Partner with executive leadership to refine and execute the company's revenue strategy, ensuring alignment and accountability across sales, marketing, and customer success. • Co-own with FP&A the execution and ongoing optimization of annual and quarterly revenue plans, driving performance across ARR growth, customer acquisition, retention, and expansion. • Own and continuously evolve the company-wide KPI framework (ARR, CAC, LTV, retention, pipeline coverage, sales velocity), ensuring consistent definitions, data integrity, and accountability across GTM teams. • Revenue Operations & Process Optimization • Continuously evaluate and optimize scalable, end-to-end revenue processes across the full customer lifecycle (lead → opportunity → renewal/expansion). • Proactively identify inefficiencies and friction points, implementing data-driven improvements to increase conversion rates, reduce cycle times, and improve customer experience. • Standardize and continuously improve best practices across forecasting, pipeline management, territory planning, and customer segmentation. • Embed AI-powered workflow automation across key revenue processes — including lead routing, opportunity scoring, renewal risk flagging, and rep activity prioritization — to reduce manual work and increase team capacity. • Cross-Functional Collaboration • Act as the central operating partner across GTM functions, driving alignment, accountability, and execution against shared revenue goals. • Partner with sales and marketing leadership to continuously improve funnel performance — including AI-enhanced lead scoring, dynamic routing, conversion optimization, and campaign efficiency. • Collaborate with product and growth teams to align GTM strategies for new product launches, pricing and packaging, and expansion initiatives. • Champion AI literacy across GTM teams, helping leaders and ICs understand how to responsibly integrate AI tools into their day-to-day workflows. • Technology & Tools Management • Own and continuously evolve the revenue technology ecosystem, ensuring it remains scalable, integrated, and aligned to business needs. • Actively evaluate and adopt emerging AI-native tools (e.g., conversational intelligence, predictive analytics, AI-assisted CRM hygiene, generative content tools) that deliver clear ROI and strategic lift. • Lead tool optimization and adoption initiatives, setting clear expectations for usage, ROI measurement, and process integration. • Establish and enforce data governance standards to ensure high data quality, system integrity, and a reliable single source of truth — a prerequisite for effective AI-driven operations. • Data Analytics & Reporting • Build, scale, and maintain self-serve dashboards that provide real-time visibility into pipeline health, revenue performance, and GTM efficiency. • Leverage AI and advanced analytics to analyze funnel and pipeline performance, identify trends, surface risks, and proactively deliver insights to leadership — moving beyond descriptive reporting to predictive and prescriptive analysis. • Translate data into clear, actionable insights that inform strategic decisions and drive measurable revenue impact. • Explore and implement AI-assisted narrative reporting tools that help leadership quickly interpret performance data without manual synthesis. • Forecasting & Performance Management • Own and continuously improve forecasting methodology, cadence, and accuracy to drive high confidence in revenue projections. • Integrate AI-assisted forecasting models to complement judgment-based forecasts, improving signal quality and reducing reliance on manual aggregation. • Monitor and analyze performance across the revenue cycle, identifying key drivers of variance and opportunities to improve efficiency and outcomes. • Lead regular business reviews with GTM leadership, ensuring performance is tracked against targets and corrective actions are clearly defined and executed. • Leadership & Team Development • Build, lead, and scale a high-performing RevOps function across sales, marketing, and customer success operations. • Establish clear operating rhythms, performance expectations, and a culture of accountability, continuous improvement, and curiosity — including a genuine enthusiasm for how AI is reshaping revenue operations. • Model effective AI tool use within the team: set expectations for AI-augmented workflows, create space for experimentation, and build team capability to work alongside AI rather than around it. • Partner with the People team to hire, develop, and retain talent, ensuring the RevOps function evolves in line with business growth, complexity, and the changing nature of operational work.