Senior Director, Revenue Operations

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⛰️ Colorado – Remote

⛰️ Colorado – Remote

⏰ Full Time

🟠 Senior

💹 Revenue Operations

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Actionstep

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🤝 B2B

💰 Venture Round on 2020-09

SaaS • B2B • Legal Services

Actionstep is a modern, adaptable law firm management platform that provides midsize law firms with tools to transform their practices into top-performing businesses. With features like document automation, client intake, workflow automation, and comprehensive legal accounting, Actionstep helps firms work efficiently, delight clients, manage profitability, grow sustainably, and oversee operations. The platform incorporates AI to streamline legal processes, improve time capture, client intake, filing, and administration, while safeguarding client and firm data. Actionstep supports various areas of law practice such as bankruptcy, family, and litigation law, and integrates with Microsoft Office 365 to enhance productivity across legal operations.

📋 Description

• Own the Salesforce architecture as the source of truth for the GTM engine. Ensure account, contact, opportunity, and product data are clean, structured, and AI-ready. • Own lead management end-to-end: lead routing, qualification gates, hand-offs across SDR / AE / partner motions, and the SFDC plumbing that supports each stage. • Build account and prospect scoring models that improve targeting and prioritization. Lead ICP definition inside Salesforce, in partnership with Marketing. • Own data enrichment, attribution, and the integrations that connect Marketing automation, intent signals, and the rest of the GTM tech stack into Salesforce. • Govern the GTM tech stack (Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and adjacent tools). Drive adoption, ROI, and continuous improvement. • Identify and remove process bottlenecks. Build a scalable foundation that enables growth without proportional increases in headcount or operational complexity. • Lead the build-out of AI-enabled GTM capability across the customer acquisition process: prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision support. • Coordinate sales forecasting, planning, budgeting, and quota-setting processes. Ensure targets are realistic, fair, and aligned with company strategy. • Partner with Marketing on lead management, routing, attribution, and ICP definition. • Manage and develop the Sales Operations Analyst, delegating tactical Salesforce administration and marketing operations work appropriately.

🎯 Requirements

• 7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company, with at least 3 years in a leadership role managing direct reports. • Demonstrated interest in building AI-enabled selling capability to produce measurable productivity gains. • Deep Salesforce expertise; comfortable architecting and reviewing the platform. • Track record of partnering effectively with senior sales leadership (VPs and CRO-level) as a peer. • Track record of connecting and governing a modern GTM tech stack (Salesforce as source of truth, plus tools such as Outreach, ZoomInfo, 6sense, DocuSign, and proposal tooling) to ensure reliable data flow, intelligent automation, and scalable reporting. • Experience building executive and board-level dashboards. • Experience with territory modeling, quota design, and capacity planning using data-backed scenario analysis. • Strong written and verbal communication, especially when translating between sales, marketing, and finance audiences. • Direct, accountable, and resilient under change. Receives feedback well and defaults to curiosity. • Vertical SaaS experience (legal tech especially, or other regulated / professional-services verticals) is preferred. • Experience with ZoomInfo, DealHub, or comparable category tools is preferred. • Experience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tooling in a production sales environment is preferred. • Experience leading a Salesforce or RevOps redesign engagement with an external partner is preferred. • Experience scaling Revenue Operations from approximately $50M to $200M+ revenue is preferred. • Experience supporting cross-sell motions in a multi-product environment is preferred.

🏖️ Benefits

• Robust medical, dental, vision offerings • 401K with company match • Flexible working and PTO • Take your birthday off • Frequent team building events • Fantastic training and development opportunities