Netomi - Sr. Director of Revenue Operations
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Requirements
• 7–12+ years in Revenue Ops, Sales Ops, or GTM Ops • Strong experience supporting complex enterprise sales cycles • Deep understanding of multi-motion GTM (direct + partner + technical) • Hands-on experience with CRM systems (e.g., Salesforce) and analytics tools • Proven ability to influence senior leadership across functions • Deep expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations • Proven track record in forecasting, pipeline analytics, territory and quota planning, and GTM performance management • Strong analytical and financial modeling skills, with the ability to turn data into clear business recommendations • Experience building scalable processes in high-growth, cross-functional environments • Experience in AI, SaaS, or enterprise technology companies • Familiarity with marketplace, co-sell, and SI partner motions • Experience building RevOps functions in high-growth environments • Exposure to POC-driven sales models • A systems thinker who can connect multiple GTM motions into one cohesive engine • A builder and operator who thrives in ambiguity and moves quickly • Highly analytical with a strong bias toward action and outcomes • Comfortable influencing executives while driving execution • Commercially minded—you understand how pipeline converts to revenue • Disclaimer: For all United States-based applicants, please note that Netomi participates in E-Verify for the purpose of work authorization. More information on E-verify can be found here and here.
Responsibilities
• Forecasting and Revenue Planning • Lead the end-to-end forecasting process across bookings, renewals, and retention in partnership with Sales, Finance, Customer Success, Services, and Marketing leadership • Build and maintain clear forecasting methodologies, reporting standards, and inspection processes that improve predictability and decisionmaking • Deliver executive level insights on forecast risk, upside, key trends, and performance drivers • Support annual planning, capacity modeling, and scenario analysis to inform growth and investment decisions • Territory, Quota, and Coverage Design • Partner with GTM leadership to design territory and coverage models aligned to market opportunity, customer segments, and business priorities • Lead annual quota-setting and in-year quota management processes • Monitor attainment trends and recommend adjustments to improve performance, fairness, and coverage efficiency • Pipeline Management and GTM Analytics • Own pipeline reporting and health analytics across regions, segments, and stages • Build dashboards and KPIs that give leadership clear visibility into funnel performance, conversion rates, sales cycle trends, renewals, expansion, and rep productivity • Partner with Sales and Marketing leadership to drive disciplined weekly, monthly, and quarterly pipeline review cadences • Translate data into actionable recommendations that improve pipeline generation, conversion, and overall GTM execution • Customer Lifecycle and Retention Insights • Partner with Customer Success, Delivery and Services leaders to improve visibility into renewals, customer health, churn risk, and expansion opportunity • Help define and operationalize metrics that connect implementation quality, time-to-value, and service delivery performance with long-term retention outcomes • Support consistent lifecycle reporting and analysis that informs retention strategy and customer growth planning • Systems, Process, and Data Governance • Serve as a senior business owner for CRM and the broader GTM systems ecosystem, including tooling that supports forecasting, pipeline management, customer success, and reporting • Improve data quality, process design, workflow automation, and system governance across the revenue organization • Partner with IT, Finance, and business stakeholders to ensure systems support scalable, efficient, and well documented operating processes • Drive standardization across core GTM workflows, from opportunity management to renewals reporting and services coordination • Leadership and Cross-Functional Partnership • Lead and develop a high performing RevOps team across analytics, process, systems, and planning • Act as a trusted partner to GTM and company leadership, helping translate strategy into measurable operating plans • Build strong cross-functional alignment and establish operating rhythms that improve accountability and execution • Support executive reporting, board preparation, and key strategic initiatives related to revenue performance and GTM effectiveness
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