Director, Revenue Operations

Accountabilities:

• • Translate revenue strategy into clear actions, owners, milestones, KPIs, and operating rhythms, ensuring priorities are consistently executed across the sales organization.
  • Establish and run recurring cadences for pipeline reviews, forecasting, deal progression, account planning, and commercial commitments in close partnership with the CRO.
  • Reinforce revenue KPIs through consistent inspection and follow-through, identifying when performance is off track and helping teams remove obstacles and improve execution.
  • Establish practical standards for account planning and drive adoption across strategic accounts, prospects, brands, regions, and products.
  • Develop repeatable land-and-expand motions and turn white-space analysis into prioritized, measurable expansion opportunities.
  • Build a trusted view of pipeline health, forecast accuracy, conversion, velocity, win/loss trends, productivity, attainment, and expansion performance.
  • Own the revenue KPI framework, ensuring definitions are clear, reporting is reliable, and metrics lead to decisions and action rather than simply generating dashboards.
  • Partner with the CRO on territory design, coverage strategy, capacity planning, and resource allocation based on market opportunity and growth objectives.
  • Collaborate with Finance on quota setting, incentive design, compensation modeling, and commercial planning.
  • Document and implement the sales processes and playbooks that genuinely improve execution, reinforcing adoption through coaching, inspection, and feedback.
  • Work with Salesforce and analytics resources to ensure systems provide the visibility, data quality, and workflows required by the revenue organization without serving as the hands-on Salesforce administrator.
  • Partner cross-functionally with Sales, Marketing, Client Success, Finance, and Product to improve the overall customer and revenue lifecycle.
  • Establish AI-enabled workflows for account planning, prospect research, opportunity management, deal inspection, forecasting, and other areas where automation can improve productivity.
  • Identify process gaps, diagnose root causes, and implement scalable improvements without creating unnecessary bureaucracy.

  Requirements:

  • Meaningful experience in Sales Operations, Revenue Operations, Sales Excellence, or a comparable commercial execution leadership role, ideally within enterprise B2B SaaS.
  • Proven track record of improving sales execution, rather than focusing solely on CRM administration, reporting, or tool management.
  • Hands-on experience with account planning, complex deal inspection, forecasting, pipeline management, and land-and-expand strategies.
  • Strong analytical capabilities with the ability to interpret complex data, identify commercial patterns, and translate insights into clear recommendations and actions.
  • Working fluency with Salesforce and experience using CRM data to improve sales performance, forecasting, pipeline visibility, and process adoption.
  • Demonstrated ability to influence experienced sellers and senior leaders without relying on direct authority.
  • Strong understanding of enterprise SaaS sales motions and the ability to distinguish meaningful commercial signals from activity that does not contribute to revenue outcomes.
  • Excellent written and verbal communication skills, with the ability to communicate effectively with frontline teams, senior executives, and cross-functional stakeholders.
  • Strong leadership and coaching capabilities, with a focus on accountability, clarity, operational excellence, and sustainable team performance.
  • Natural process orientation and comfort creating structure in ambiguous or evolving environments.
  • High level of ownership, persistence, commercial judgment, and entrepreneurial drive.
  • Experience in vertical SaaS, retail technology, specialty retail, or private-equity-backed environments is a plus.
  • Familiarity with AI-enabled sales and revenue operations tools or workflows is desirable.

  Benefits:

  • Compensation: CAD $180,000–$200,000 annual base salary.
  • Performance bonus: 20% annual bonus at target.
  • Remote work: Fully remote position based in Toronto, Ontario, with flexibility in working hours.
  • Health coverage: Employer-paid health benefits, including dental and prescription drug coverage.
  • Health Spending Account: Employer-supported HSA.
  • Retirement benefits: RRSP matching, including support for first-time home buyers, subject to program eligibility.
  • Professional development: Company-paid training and opportunities for continued learning and career development.
  • Time off: Extended long weekends and religious observance days.
  • Recognition: Employee Referral Program and Spotlight Recognition Bonus Program.
  • Wellbeing: Dedicated Employee Assistance Program (EAP).
  • Inclusive workplace: Commitment to diversity, inclusion, equal opportunity, and reasonable accommodations throughout the hiring process.