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Balto · 1 week ago

Director of Revenue Operations

United States

Full-time

Remote

Director/Executive

6+ years exp

Balto is a fast-growing leader in the AI Contact Center focused on delivering exceptional customer experiences. They are seeking a highly experienced Director of Revenue Operations to lead and scale their revenue infrastructure, aligning Sales, Marketing, and Customer Success operations to maximize efficiency and revenue growth.

Artificial Intelligence (AI)Machine LearningSoftwareSpeech Recognition

Responsibilities

Develop and execute a comprehensive RevOps strategy that aligns with the company's annual revenue goals and long-term growth objectives

Lead the annual planning process, including territory planning, quota setting, and compensation plan design across all revenue teams

Establish and maintain robust forecasting methodologies and models to ensure predictable revenue outcomes

Design, document, and continuously improve scalable processes across the entire revenue funnel (lead generation, sales cycle, customer onboarding, retention, and expansion)

Own the revenue technology stack (e.g., Salesforce, Gong, etc.), ensuring optimal configuration, integration, and utilization by all teams

Drive sales and revenue enablement initiatives, including training on new tools, processes, and data governance best practices

Be the steward of revenue data, ensuring accuracy, consistency, and accessibility across all systems

Develop and manage key performance indicators (KPIs) and dashboards for Sales, Marketing, and Customer Success to monitor performance against goals

Provide deep-dive analysis on forecast, pipeline health, conversion rates, sales cycle length, win rates, and customer churn/retention to identify bottlenecks and growth opportunities

Support the development of territory mapping and quota creation

Serve as the primary liaison between the executive team and the revenue teams, translating strategic vision into operational reality

Drive cross-functional alignment and collaboration, ensuring seamless handoffs and shared success metrics between departments

Qualification

Revenue OperationsCRM AdministrationSaaS Business ModelData AnalysisProject ManagementProcess ImprovementCommunication SkillsStrategic Mindset

Required

6+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations, ideally within a B2B SaaS environment

Expert-level proficiency with CRM administration and optimization (preferably Salesforce)

Deep understanding of the SaaS business model, subscription metrics (ARR, MRR, LTV, CAC), and the entire lead-to-cash process

Proven track record of building and scaling RevOps infrastructure from the ground up in a high-growth environment

Exceptional analytical skills with the ability to translate complex data into clear, actionable business strategies

Strong project management skills, capable of managing multiple complex initiatives simultaneously

Excellent communication and presentation skills, with the ability to influence and collaborate effectively with executive leadership and cross-functional teams

Strategic mindset coupled with a hands-on, operational approach

High degree of intellectual curiosity and a passion for continuous process improvement