Director, Revenue Operations

🕒 January 27

🇺🇸 United States – Remote

💵 $150k - $180k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

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WorkWave

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1984

☁️ SaaS

🚗 Transport

🤝 B2B

SaaS • Transport • B2B

WorkWave is a leading provider of field service management software designed to enhance the efficiency of businesses across a wide range of industries. Their software solutions streamline operations, optimize workflows, and improve customer experiences. WorkWave's products encompass CRM & ERP software, field operations management, routing and scheduling, billing and payments, along with fintech and marketing solutions. With tools tailored for industries such as pest control, cleaning, HVAC, lawn care, and delivery, WorkWave aims to support businesses in increasing operational efficiency and customer satisfaction through technology-driven solutions.

📋 Description

• Lead the annual go-to-market planning process, including quota and territory design, capacity and headcount modeling, and segmentation across global regions. • Own the global forecasting cadence, partner with Sales Leaders to drive accuracy, and enforce data governance across the CRM to ensure accurate bookings, revenue, and compensation tracking. • Develop and maintain dashboards and KPIs for pipeline health, conversion rates, productivity, and attainment. Translate data into actionable insights for Sales Leaders and executives (including QBR reporting). • Act as the primary operational liaison to Sales Leaders, identifying and implementing process improvements that increase sales efficiency and shorten cycle times. • Oversee the Salesforce environment and the broader RevTech stack (CRM, CPQ, CLM, BI tools) to ensure scalable, automated, and well-governed sales processes. • Drive continuous improvement initiatives across the full revenue lifecycle, from Marketing to Sales to Customer Success hand-offs, to build scalable operational infrastructure. • Lead, mentor, and grow a global Sales Operations team, including Analysts and Specialists, driving a culture of accountability and continuous improvement.

🎯 Requirements

• Bachelor’s degree in Business, Finance, or a related field. • 10+ years of relevant experience in Revenue Operations, Strategic Finance or FP&A roles, Sales Operations, or related roles within a B2B SaaS or technology company. • Proven experience leading annual sales planning, forecasting, and GTM execution processes in a complex environment. • Familiarity with CPQ, CLM, and Business Intelligence (BI) tools within the RevTech stack. • Proven track record leading annual financial planning (AOP), revenue modeling, and sophisticated forecasting (top-down and bottom-up), and capacity planning in complex, global environments. • Advanced expertise in financial modeling and Business Intelligence (BI) tools and board reporting. You don't just pull data; you translate complex datasets into actionable fiscal insights. • Strong command of revenue recognition standards and financial principles. • Deep understanding of SaaS unit economics (LTV, CAC, Net Retention) and the impact of commercial terms on global GAAP/IFRS standards. • Exceptional ability to bridge the gap between Sales and Finance, acting as a "bilingual" leader who can justify GTM strategies through the lens of ROI and EBITDA. • Understanding of both enterprise and high velocity deal cycles while maintaining meticulous attention to detail and financial accuracy. • Expertise in Salesforce (including reporting, forecasting, and territory management). • Strong understanding of SaaS commercial models and global enterprise sales processes. • Exceptional analytical, communication, and cross-functional leadership skills, with the ability to influence at all levels of the organization. • Demonstrated ability to manage multiple priorities in a fast-paced, high-growth environment. • Ability to travel (15%).

🏖️ Benefits

• Robust benefits package, including health and dental and 401k with company match • Find your perfect work/life balance with our Flexible Time Off policy or generous PTO plan (role dependent) and paid holidays • Up to 4 weeks paid bonding leave • Tuition reimbursement • Robust Employee Assistance Program through TotalCare offering free counseling 24/7/365, plus financial counseling, legal guidance, adoption assistance services and much more! • 24/7 access to virtual medical care with Teladoc • Quarterly awards based on peer nominations • Regional discounts and perks • Opportunities to participate in charitable events and give back to the community