Senior Director of Revenue Operations jobs in United States
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Shelf · 2 months ago

Senior Director of Revenue Operations

positionNYC Metro Area
timeFull-time
remoteHybrid
seniorityLead/Staff, Director/Executive
money$125K/yr - $160K/yr
date3+ years exp

Shelf is a company focused on enabling AI readiness by solving data issues for enterprises. They are seeking a strategic Senior Director of Revenue Operations to build and scale the operational engine behind their go-to-market teams, driving growth efficiency and predictability across the customer lifecycle.

Information TechnologyInternetKnowledge ManagementSaaS

Responsibilities

Own the GTM Operating System
Implement the Revenue Architecture Methodology by Revenue by Design
Implement and continuously improve full-funnel processes across Marketing, Sales, and Customer Success
Define and enforce lead lifecycle stages, handoff criteria, SLAs, and territory/account structures
Ensure the smooth orchestration of the buyer journey—from lead to closed-won and beyond
Own forecasting methodologies, reporting infrastructure, and KPI frameworks across GTM teams
Deliver executive dashboards that clearly communicate funnel health, stage conversions, sales velocity, CAC, retention, and LTV
Establish attribution and ROI models that inform go-to-market strategy and investment
Manage the GTM tech stack (Salesforce, Pardot, ZoomInfo, Segment/Rudderstack, Optimizely/VWO, etc.)
Drive automation and data integrity across systems
Partner with engineering and analytics to unify data sources and maintain a clean, actionable single source of truth
Analyze the performance of each funnel stage and identify bottlenecks, gaps, and opportunities
Work cross-functionally to improve stage conversion, accelerate time-to-revenue, and reduce customer acquisition costs
Optimize outreach, lead scoring, routing, and account prioritization strategies
Support annual and quarterly revenue planning, including target setting, territory design, and quota modeling
Partner with Sales Enablement and Marketing to equip GTM teams with insights, tools, and processes needed to succeed
Drive operational alignment across departments, ensuring everyone is executing toward shared goals

Qualification

Revenue OperationsB2B SaaSSalesforceData AnalysisGTM StrategyFinancial AcumenStrategic PlanningProcess OptimizationCross-functional Collaboration

Required

3 – 5 years of experience in Revenue Operations, Sales/Marketing Ops, or GTM Strategy
Proven track record in B2B SaaS, preferably with experience in AI, data, or developer-focused platforms
Deep knowledge of Salesforce and adjacent GTM systems (e.g., Pardot, ZoomInfo, Segment/Rudderstack, Optimizely/VWO)
Strong analytical and financial acumen; fluency in CAC, LTV, funnel metrics, and cohort analysis
Comfortable working cross-functionally and influencing executive stakeholders
Thrives in a fast-paced, high-growth environment and excels at balancing strategy with execution
Bachelor's degree required; advanced degree a plus

Benefits

Generous equity grant in the form of company stock options
Open PTO
Comprehensive health and wellness packages

Company

Shelf

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Shelf is an answer automation platform helping distributed workers instantly find the answers they need.
dateFounded in 2015
location
Stamford, Connecticut, USA
people-size51-200 employees
web-link
http://www.shelf.io

Funding

Current Stage
Growth Stage
Total Funding
$60.7M
Key Investors
Insight Partners
2021-08-23Series B· $52.5M
2020-09-09Series A· $6M
2017-06-26Seed· $2.2M

Leadership Team

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Tobias Jaeckel
Founder & CTO
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Colin Kennedy
Founder
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Recent News

Business Insider
AI projects won't deliver results until you fix your data
2025-10-14
Company data provided by crunchbase