Shippo · 10 hours ago
Director, Revenue Operations
United States
Contract
Remote
Director/Executive
$184K/yr - $248K/yr
10+ years expShippo is a company on a mission to make every merchant successful through excellent shipping and logistics technology. As the Director of Revenue Operations, you will build the operating system for predictable and efficient growth by aligning various teams around shared processes and data to drive consistent revenue growth.
B2BE-CommerceLogisticsSoftwareSupply Chain Management
Responsibilities
Partner with GTM and Finance leadership to define revenue operating cadences (weekly pipeline, monthly forecast, etc.)
Build scalable funnel and pipeline frameworks (definitions, stage hygiene, SLAs, handoffs) that create clarity from lead → closed won → retained/expanded
Own KPI design and reporting (pipeline coverage, conversion, velocity, retention) and drive actions from insights
Lead capacity planning and coverage models (segmentation, routing, book design) as the business evolves
Build performance “scorecards” for leadership and frontline managers; enable proactive coaching and early risk detection
Partner with Legal/Finance to streamline contracting and order forms; define and maintain approval matrices
Establish scalable “deal desk” practices (as needed) to improve speed, consistency, and governance
Own the RevOps systems roadmap (e.g., CRM, marketing automation, sales engagement, support/CS tooling, BI) and ensure tools are configured to match processes, not the other way around
Drive data quality standards and governance (definitions, fields, required inputs, automation, enrichment). Partner with Data/Analytics to ensure metric consistency and trusted reporting across teams
Ensure playbooks, documentation, and training are in place for key GTM motions and process updates
Lead change management: rollouts, communication plans, adoption tracking, feedback loops
Act as a trusted advisor to GTM leaders, balancing rigor and velocity in a fast-moving, remote-first environment
Lead a high-performing RevOps team, developing talent and setting a culture of customer-centric, high impact operational excellence
Qualification
Required
10+ years of experience in Revenue Operations / Sales Operations / GTM Operations (with meaningful ownership of cross-functional programs)
3+ years of people leadership experience (or clear readiness to lead and scale a team)
Strong SaaS go-to-market understanding across Sales, Marketing, and Customer Success (PLG and/or sales-led experience a plus)
Deep hands-on experience with CRM administration and GTM tooling; strong command of process design and automation
Analytical fluency: comfortable with funnel metrics, cohort thinking, experimentation, and deriving actions from data (SQL and/or BI tooling a plus)
Proven track record of building operating rhythms that improve forecast accuracy, pipeline health, and execution
Excellent communication and stakeholder management skills; able to align teams, simplify complexity, and drive decisions with compassionate candor
Benefits
Healthcare coverage for medical, dental, and vision (90% covered by the company, incl. dependents). Pets coverage is also available!
Take-as-much-as-you-need vacation policy & flexible working
One week-long company wide winter slow down
3 Volunteer Days Off (VTOs)
WFH stipend to set up your home office
Charity donation match up to $100
Dedicated programs, coaching, tools, and resources for your professional and career growth as well as an individual learning stipend for your personal and focused growth
Fun team in person time through our Shippos Everywhere program which includes regular team and company off-sites throughout the year as well as local Shippos gatherings
Company
Shippo
Shippo is a shipping platform with tools for label creation, tracking, and carrier comparisons, saving time and cost.
201-500 employees
Funding
Current Stage
Late StageTotal Funding
$154.28MKey Investors
Bessemer Venture PartnersD1 Capital PartnersUnion Square Ventures
2021-06-02Series E· $50M
2021-02-23Series D· $45M
2020-04-07Series C· $30M
Leadership Team
Simon Kreuz
Co-Founder
Olivier Adler
CFO
Recent News
Digital Commerce 360
2026-01-17
2026-01-16
2025-12-29
Company data provided by crunchbase