Senior Director, Revenue Operations

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DLS Discovery, LLC

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2018

⚖️ Legal

🏢 Enterprise

📋 Compliance

Legal • Enterprise • Compliance

DLS Discovery, LLC is a leading provider of eDiscovery, managed document review, and trial and legal support services. Based in Wilmington, Delaware, the company has built a strong reputation by supporting AM Law100 law firms, Fortune 500 companies, as well as national and local law firms and corporations. Known for its individualized approach, DLS Discovery emphasizes communication and custom-fit technological solutions to enhance the efficiency and effectiveness of its services. The company offers a wide range of services including forensic collections, document hosting, analytics, trial support, litigation support, and more, all while focusing on innovative ways to preserve resources and save clients money.

📋 Description

• Partner with the CRO and commercial leadership on annual and quarterly go-to-market plans, revenue targets, and capacity models • Build and maintain a single source of truth for pipeline, bookings, retention, churn, transaction revenue, MRR, ARR, and NRR • Deliver executive- and board-facing revenue reporting and partner with Finance on rolling forecasts • Design, document, and optimize the end-to-end sales process from lead qualification through contract execution, retention, and renewal • Define pipeline hygiene standards, stage-gate criteria, first-touch SLAs, lead routing rules, recycling logic, and MQL/SQL/SAL definitions • Partner with Sales leadership on territory design, quota setting, and account segmentation • Own Salesforce governance, data integrity, adoption standards, and consolidation of Salesforce instances and HubSpot portals • Govern HubSpot-Salesforce synchronization, third-party data feeds, and the broader revenue technology stack • Stand up sales enablement, including Salesforce certification and training, buyer-type playbooks, onboarding curriculum, and CRM adoption analytics • Partner cross-functionally with Sales, Marketing, Finance, Legal, and Client Success on funnel analytics, campaign ROI, forecasts, comp plans, deal economics, retention, and expansion • Build, lead, and mentor a Revenue Operations team across Pipeline & Forecast, Data & Systems, and Enablement & Adoption • Deliver first-year outcomes including unified reporting and forecasting, Salesforce governance, redesigned sales processes, revenue-cycle improvements, technology-stack assessment, and a staffed RevOps team

🎯 Requirements

• Eight or more years in Revenue Operations or Sales Operations • Meaningful experience leading teams and building or rebuilding a function from the ground up • Experience operating in a CRO-direct or commercial-leadership-direct capacity at a B2B company of meaningful scale • Demonstrated success owning enterprise-level forecast, pipeline, and sales process • eDiscovery, legal technology, or legal services experience strongly preferred • Adjacent professional services or B2B SaaS experience with per-matter, consumption-based, or hybrid pricing models encouraged • Salesforce expertise required, including hands-on governance, administration oversight, and reporting • BI tooling experience required, including Tableau, Power BI, or similar and executive- and board-facing dashboard design • Current or prior Salesforce administrator certification is a plus • HubSpot experience preferred, particularly HubSpot-Salesforce sync architecture • Familiarity with Outreach, Salesloft, Gong, Highspot, CPQ tooling, and modern data warehouse or canonical metrics design is a plus • Data-driven strategy, operational detail, process discipline, cross-functional influence, comfort with ambiguity, and clear executive communication