Senior Director, Awareness to Revenue

Accountabilities:

• • Own the A2R value stream strategy: Define the improvement strategy, roadmap, priorities, and sequencing of initiatives across demand generation, lead qualification, selling, pricing and packaging, and closed revenue.
  • Optimize end-to-end revenue flow: Establish demand models, stage definitions, conversion points, handoffs, and business data standards while identifying and eliminating structural bottlenecks, leakage, delays, and unnecessary manual work.
  • Lead AI-native transformation: Identify opportunities to redesign workflows using AI agents, automation, orchestration, and human oversight; guide initiatives from proof of concept through enterprise deployment and measure adoption and business value.
  • Manage intake and portfolio governance: Act as the central intake point for cross-functional work entering the value stream, manage the stream backlog, facilitate prioritization forums, and support investment planning and Program Increment (PI) objectives.
  • Establish governance and controls: Integrate appropriate approval gates, risk management, security, and compliance controls into the operating flow, particularly for initiatives influencing spending or pipeline decisions.
  • Own performance measurement: Define and monitor yield metrics including conversion rates, flow time, cost to convert, forecast accuracy, quote-to-cash cycle time, and revenue recognition quality.
  • Drive cross-functional alignment: Build strong collaboration across functional teams while balancing specialized expertise with an integrated end-to-end view of the revenue process.
  • Partner with delivery leadership: Work closely with Solution Train and Release Train leadership to translate strategic priorities into effective execution, while maintaining ownership of the “what” and sequencing.
  • Shape first-year transformation outcomes: Establish a unified intake and prioritization model, standardize funnel taxonomy and attribution, activate executive performance dashboards, and deploy scalable human-agent workflows with measurable efficiency gains.

  Requirements:

  • 15+ years of experience in business strategy, operations, product management, consulting, revenue operations, or a closely related discipline, with substantial experience across go-to-market functions.
  • Deep understanding of how demand generation, qualification, sales, pricing, packaging, and revenue processes connect from initial market interest through recognized revenue.
  • Demonstrated experience owning portfolios, backlogs, or transformation programs at scale, including intake management, prioritization, dependency management, PI planning, business cases, and KPI ownership.
  • Strong understanding of AI-native operating models, including the practical use of agents, automation, orchestration, and human-in-the-loop approaches to improve business processes.
  • Proven success leading complex, enterprise-wide transformation initiatives where established playbooks may not exist, with the ability to create clarity and alignment across business, technology, and operational stakeholders.
  • Executive-level communication, influencing, and stakeholder management skills, with the confidence to make decisions involving competing priorities and cross-functional trade-offs.
  • Strong analytical and systems-thinking capabilities, with the ability to identify performance drivers, define meaningful metrics, and translate data into strategic action.
  • Expertise in SAFe and Lean Portfolio Management, including PI planning, portfolio prioritization, and value-stream governance.
  • Ability to operate effectively in a highly collaborative, fast-moving environment while balancing strategic vision with practical execution.
  • Preferred: Experience within the nonprofit sector, donor-advised funds, gift management, or other mission-driven environments.

  Benefits:

  • Base salary: $176,800–$224,900 USD, with final compensation determined by qualifications, market conditions, and other business considerations.
  • Remote-flexible work environment.
  • Medical, dental, and vision insurance.
  • 401(k) program with employer match.
  • Flexible paid time off.
  • Generous parental leave.
  • Wellness programs.
  • Pet insurance.
  • Legal and identity protection benefits.
  • Tuition reimbursement program.
  • Employee donation-support initiatives.
  • Opportunity to lead high-visibility, enterprise-wide transformation at the intersection of revenue operations, AI, and business strategy.
  • Inclusive workplace committed to equal employment opportunity and a diverse workforce.