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Karbon · 3 weeks ago

Director of Revenue Operations

United States

Full-time

Remote

Lead/Staff, Director/Executive

$175K/yr - $180K/yr

5+ years exp

Karbon is the global leader in practice management software for growth-minded accounting firms. The Director of Revenue Operations is responsible for optimizing and managing the full lifecycle revenue process across the company to accelerate and sustain predictable growth, ensuring alignment and efficiency of revenue-generating teams including sales, marketing, and customer success.

Information TechnologyProductivity ToolsProject ManagementSaaSTask Management

Growth Opportunities

Responsibilities

Monitor growth and performance targets across the entire customer lifecycle—pipeline creation, sales velocity, conversion rates, retention, and expansion, in conjunction with GTM & Finance leadership

Develop and execute cross-functional growth programs and experiments, using data to prioritize highest-impact opportunities and deploying resources for maximum ROI

Optimize all funnel stages to eliminate inefficiencies and maximize scalability and profitability

Own revenue analytics and reporting infrastructure, creating unified, transparent dashboards and insights accessible to all GTM stakeholders

Leverage advanced analytics and machine learning to identify growth levers, highlight emerging trends, create lead scoring models, forecast risks, and drive revenue predictability

Automate reporting and use AI tools to generate actionable narratives and visualizations for internal and executive communication

Refine attribution frameworks between inbound and outbound pipeline sources, ensuring consistent rules and accurate visibility into ROI, conversion, and channel performance

Ensure all teams use shared KPIs and reporting frameworks for alignment and accountability

Continuously enhance forecast reliability using machine learning models trained on pipeline conversion trends and market dynamics

Design and continuously refine scalable, end-to-end revenue processes—spanning marketing, sales, onboarding, and customer success—to accelerate growth

Use AI-powered process mining and analytics to identify bottlenecks and prioritize automation and improvement

Standardize and automate workflows across GTM teams, ensuring efficiency and consistent customer experience

Own and optimize Salesforce and the GTM data ecosystem, enabling data integrity, governance, and enrichment

Integrate and manage AI-powered tools for CRM, campaign execution, personalization, and insight generation

Establish and enforce data governance protocols for continuous data quality and compliance

Work across Sales, Marketing, Customer Success, and Finance to unify goals, processes, and insights

Mentor and develop RevOps talent, building expertise in growth, analytics, and AI-enabled revenue strategy

Champion a culture of experimentation and intelligent automation, leveraging AI to continuously improve core revenue operations processes

Qualification

Revenue OperationsData AnalyticsSalesforceAI IntegrationProcess ImprovementLeadershipCommunication SkillsProblem-Solving

Required

Bachelor's degree in Business, Finance, Marketing, or a related field

5-7 years of experience in revenue operations, sales operations, or a related field, with at least 2 years in a management role

Proven experience in building a team and People Leadership

Strong analytical and problem-solving skills, with the ability to interpret complex data and provide actionable insights

Proficiency in AI and CRM systems (e.g., Salesforce, HubSpot), marketing automation tools, and data analysis platforms (e.g., Excel, Tableau, Power BI)

Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels

Experience with process improvement methodologies and project management

Strong leadership skills with a track record of building and managing high-performing teams