Director, Revenue Operations

🕒 May 7

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Fetch 📦

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2016

🏠 Real Estate

🤝 B2B

👥 B2C

Real Estate • B2B • B2C

Fetch 📦 is a provider of resident amenities for multifamily communities, offering package management (offsite receipt and doorstep delivery), nightly valet trash collection, fully stocked on-site markets, and on-demand offsite storage with pickup and delivery. Fetch partners with property owners, managers, and developers to reduce staff workload, improve resident experience, and generate new revenue streams across hundreds of apartment communities nationwide.

📋 Description

• Own company-wide revenue forecasting — partnering with Sales and CS leadership to build accurate, predictable weekly and quarterly models for bookings and churn • Define and maintain pipeline health metrics, customer health scores, and forecasting methodologies that reflect real-world business dynamics • Build scalable models for account planning, territory and segmentation design, quota setting, and compensation design • Serve as the primary Revenue Operations (RevOps) partner to Finance during the annual planning cycle — aligning revenue targets, headcount assumptions, and GTM investment with financial models and board-level plans • Own the operational inputs to the Annual Operating Plan (AOP) — including quota rollup, attainment modeling, and revenue bridge construction across new business, expansion, and renewal streams • Build and maintain dynamic capacity models that inform GTM headcount decisions — factoring in ramp curves, productivity benchmarks, attrition assumptions, and growth targets across Sales, Sales Development Representative (SDR), and CS teams • Develop and maintain executive-level dashboards across pipeline, bookings, revenue, retention, and team productivity • Standardize KPI definitions across Sales, Marketing, and CS — creating a single source of truth across the organization • Translate complex data into crisp, actionable insights that shape GTM strategy and investment decisions • Partner with Sales, Marketing, and CS leadership to ensure GTM have the tools, content, and data to execute repeatable, scalable selling motions • Implement and continuously enhance high-impact enablement functions that increase sales productivity and reduce ramp-up times for new hires • Optimize workflows across the full lead-to-revenue lifecycle: lead management, opportunity management, quoting, contracting, renewals, and expansions • Architect, implement and manage high-performing enablement technology to deliver tangible value to the business. • Establish and enforce governance for access, data hygiene, and process compliance across all GTM systems • Lead and grow a high-performing RevOps team (e.g.: Admin, Analyst, BDR and Enablement functions today) • Prioritize the team’s roadmap based on business impact, GTM needs, and organizational goals • Act as the connective tissue between Marketing, Sales, Customer Success, Finance, and Product — ensuring shared definitions, aligned incentives, and a coherent view of revenue performance across all functions • Collaborate with Finance to ensure revenue forecasts, pipeline coverage ratios, and bookings pacing are reconciled with financial reporting on a recurring basis • Lead recurring cross-functional operating cadences — including pipeline reviews, forecast calls, and QBRs — ensuring the right data is in the room and decisions are grounded in a single source of truth • Own the design, documentation, and enforcement of rules of engagement across the GTM organization — establishing clear, written policies that reduce conflict, protect seller motivation, and ensure a consistent prospect and customer experience • Define and maintain lead routing and handoff protocols • Establish account ownership and segmentation policies that address territory overlap, inbound from existing accounts, named account designations, and prospect-to-customer transitions • Define quota credit and split policies for overlay, specialist, and multi-seller deals — ensuring compensation structures reinforce collaborative selling without creating perverse incentives • Clearly delineate expansion and upsell ownership between Sales and Customer Success — specifying the thresholds, product lines, or lifecycle stages that determine which team leads the commercial motion • Build a lightweight dispute resolution process — ensuring ROE conflicts are resolved quickly and consistently, with clear escalation paths that preserve relationships and maintain GTM velocity

🎯 Requirements

• 7–10+ years in Revenue Operations, Sales Operations, or GTM Strategy roles — ideally in a high-growth Business-To-Business (B2B) environment • 3+ years leading and developing high-performing revenue operations or systems teams • Deep expertise in Salesforce, including Configure, Price, Quote (CPQ) and complex reporting; proven ability to own and evolve a modern GTM tech stack • Strong command of forecasting methodologies, pipeline analytics, and revenue modeling • Exceptional ability to communicate and influence at the executive level — translating complex data into compelling narratives • Experience aligning Sales, Marketing, and CS metrics under a unified revenue model • Bachelor’s degree in related field of study or MBA.

🏖️ Benefits

• Competitive compensation package • Comprehensive health, dental, and vision insurance • Generous paid time off (PTO) and holiday schedule • Opportunities for professional development and career advancement • Flexible work arrangements to support work-life balance