Director, Revenue Operations

🕒 April 30

🇺🇸 United States – Remote

💵 $165k - $185k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

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SugarCRM

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2004

☁️ SaaS

🏢 Enterprise

🤝 B2B

💰 Private Equity Round on 2018-08

SaaS • Enterprise • B2B

SugarCRM is a leading provider of customer relationship management (CRM) software that caters to B2B manufacturers and other industries. The company offers solutions designed to streamline complex sales cycles and improve customer service through advanced automation and AI-powered insights. SugarCRM provides a unified view of customer data, helping businesses enhance their decision-making processes and predict sales performance. Their platform supports integrations with modern and legacy systems, accommodating various business needs. SugarCRM also delivers services in marketing automation and revenue intelligence, making it a comprehensive CRM choice for businesses seeking to improve productivity and customer engagement.

📋 Description

• Lead core Revenue Operations functions across Sales Operations, Client Success Operations, and Deal Desk. • Manage, coach, and develop a small but high-impact team, creating clarity around priorities, roles, service levels, and expected outcomes. • Partner with the VP, Revenue Operations to translate company strategy into scalable operational plans and team execution. • Build a culture of accountability, operational rigor, continuous improvement, and strong internal partnership. • Lead the design, standardization, documentation, and continuous improvement of core go-to-market processes across the lead-to-close, order-to-book, and customer lifecycle management motions. • Identify manual, inconsistent, and low-value workflows across Sales Ops, CS Ops, and Deal Desk, and implement automation to improve efficiency, accuracy, compliance, and user experience. • Establish scalable business rules, governance frameworks, and operating procedures that drive consistency across teams, functions, and geographies. • Partner with business stakeholders and systems teams to translate requirements into durable process improvements and automated solutions. • Optimize end-to-end sales processes to improve productivity, pipeline management, forecasting discipline, and rep execution. • Lead territory design, segmentation, and coverage planning across geographies, segments, and verticals. • Support quota operations, account assignment governance, account holdovers, certification tracking, and operational reporting. • Improve pipeline hygiene, forecasting accuracy, and reporting consistency through better process design, controls, and dashboards. • Support the operational infrastructure for customer lifecycle management, including renewals, expansion support, customer segmentation, success workflows, and performance visibility. • Standardize core Client Success processes, stage definitions, handoffs, and success metrics to improve consistency and scalability. • Oversee Deal Desk operations to ensure efficient management of approvals, pricing, discounting, exception handling, and policy adherence. • Deliver accurate, timely dashboards, executive reporting, and actionable insights across sales performance, customer retention, forecast risk, conversion trends, and productivity. • Own data quality standards and governance across CRM, BI, and related revenue systems.

🎯 Requirements

• 7+ years of experience in Revenue Operations, Sales Operations, Client Success Operations, Deal Desk, or related go-to-market operations roles, with 2+ years in a leadership role. • Proven experience leading and developing high-performing operations teams across multiple functional areas. • Proven success standardizing and automating tools, workflows, and business processes in a SaaS environment. • Strong experience improving CRM, revenue systems, and operational processes to drive scale, consistency, and productivity. • Demonstrated success supporting sales process optimization, forecasting, territory design, customer lifecycle operations, and commercial governance. • Strong analytical skills, with proficiency in Excel, SQL, or similar data tools. • Experience building dashboards, KPIs, reporting frameworks, and executive insights. • Exceptional cross-functional communication, stakeholder management, and change leadership skills. • High attention to detail with the ability to manage multiple priorities in a fast-paced, evolving environment.

🏖️ Benefits

• Excellent healthcare package for you and your family • Savings and Investment – 401(k) match • Unlimited Paid Time Off • Paid Parental Leave • Online Legal Services (Rocket Lawyer) • Financial Planning Services (Origin) • Discounted Pet Insurance (Embrace Pet Insurance) • Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public • Health and Wellness Reimbursement Program • Travel Discounts • Educational Resources - Career & Personal Development Program • Employee Referral Bonus Program • We are a merit-based company - many opportunities to learn, excel and grow your career!