• Own pipeline health, stage discipline, and forecast accuracy • Leverage AI to identify deal risk, slippage, and forecast gaps • Lead weekly pipeline and forecast reviews with data-driven insights • Design and optimize the sales process across new business and expansion • Implement and enforce CRM stage definitions, entry, and exit criteria • Use AI to streamline workflows, reduce manual updates, and improve compliance • Drive operating cadence (weekly metrics, monthly reviews) • Support deal structuring, approvals, and contract workflows (deal desk) • Own Salesforce architecture, data model, and governance end-to-end • Evaluate and deploy AI-enabled GTM tools (forecasting, enrichment, call intelligence, workflow automation) • Automate reporting, data capture, and repetitive tasks • Ensure clean data flow across Sales, Marketing, CS, and Finance systems • Define and track key funnel metrics (conversion, velocity, pipeline coverage) • Use AI and advanced analytics to identify patterns, performance drivers, and opportunities • Translate insights into clear actions for GTM teams • Support annual planning, territory design, and quota setting • Model pipeline coverage, hiring needs, and productivity scenarios • Partner with Sales leadership on onboarding and ongoing enablement • Equip reps with AI tools and workflows that increase selling time • Reduce friction in the day-to-day sales motion.

Role Description The Senior Director of Revenue Operations is a critical leadership role responsible for building and scaling a high-performing, data-driven revenue operating model. This individual will drive execution discipline, pipeline integrity, and forecast accuracy across the sales organization while enabling consistent, scalable growth. This role sits at the center of Sales, Services, Finance, and Marketing—ensuring alignment across teams and translating strategy into measurable outcomes. The ideal candidate is a hands-on operator who brings structure, insight, and accountability to the revenue engine. Essential Duties & Responsibilities - Revenue Operations & Sales Execution - Own and lead the revenue operating cadence, including pipeline reviews, forecast calls, and performance inspections. - Drive pipeline integrity by ensuring accurate qualification, stage progression, and data hygiene across all opportunities. - Establish and maintain bottoms-up forecasting discipline, improving predictability and visibility into revenue performance. - Identify pipeline gaps and develop actionable plans to improve coverage, conversion, and overall sales productivity. - Build executive-level reporting and dashboards that provide clear, actionable insights into performance. - Data Quality & Pipeline Governance - Implement and enforce consistent deal qualification frameworks (e.g., MEDDPICC/BANT) across the sales organization. - Partner with Sales and Services to ensure deal structures are aligned, commercially sound, and executable. - Lead deal inspection processes to improve win rates, reduce cycle times, and increase forecast accuracy. - Ensure all opportunities are appropriately qualified with clear next steps, risk identification, and realistic close expectations. - Sales Enablement & Productivity - Lead sales enablement efforts with a focus on improving seller productivity and effectiveness. - Design and deliver targeted enablement programs based on pipeline insights, performance trends, and strategic priorities. - Accelerate onboarding and ramp for new sellers through structured programs and tools. - Drive adoption of sales methodologies, tools, and best practices across the organization. - Go-to-Market (GTM) Alignment - Partner with Sales and Marketing leadership to define and operationalize GTM strategies, including segmentation, coverage models, and prioritization. - Align portfolio positioning with sales execution to drive growth across core and expansion offerings. - Support account planning rigor and ensure focus on high-value opportunities and target accounts. - Cross-Functional Leadership - Serve as a key partner to Services, Finance, and Marketing to ensure alignment on deal execution, capacity planning, and revenue expectations. - Collaborate with Finance on forecast alignment and performance tracking. - Work with Services leadership to ensure delivery considerations are incorporated into deal shaping and pipeline planning. Success Measures - Improved forecast accuracy and predictability - Increased pipeline coverage and quality - Higher win rates and deal conversion - Measurable gains in seller productivity and quota attainment - Consistent execution of sales operating cadence and discipline Qualifications - 10+ years of experience in revenue operations, sales operations, or sales leadership roles. - Proven ability to build and scale revenue operating models in growth-oriented environments. - Strong expertise in forecasting, pipeline management, CRM systems, and sales analytics. - Experience driving sales enablement and improving seller productivity. - Ability to influence and align senior stakeholders across multiple functions. - Analytical mindset with strong business judgment and operational execution skills. Desired Profile - Hands-on operator with a strong bias for action - Brings structure, clarity, and accountability to complex environments. - Comfortable working across functions and influencing without direct authority. - Balances data-driven decision making with practical business insight. - Focused on outcomes, not just activity. Physical and Mental Demands - Physical Demands - Regularly required to sit; talk or hear, in person and by multi-media; use hands to finger, handle, feel or operate standard office equipment; and reach with hands and arms. - Frequently required to walk, stand and move about to accomplish tasks, particularly for long distances or moving from one work site to another. - Must have ability to ascend and descend stairs. - Specific vision abilities required include close vision and the ability to adjust focus. - Mental Demands - Regularly required to effectively use written and oral communication skills; read and interpret data, information and documents; analyze and solve problems; use math and mathematical reasoning; learn and apply new skills and information; perform highly detailed work on multiple, concurrent tasks; and interact with employees, clients, and vendors. - Must maintain composure in a fast-paced, high-quality environment where personal and team accountabilities are the defining factors. - General Office Environment - Work is generally sedentary in nature but may require standing and walking for up to 10% of the time. - Work is generally performed within an office environment, with standard office equipment available.

• Own and orchestrate the holistic revenue operations function, bridging marketing, sales, and customer success to build a unified growth engine. • Act as a primary strategic advisor to the CGO, converting high-level business goals into actionable operational frameworks, KPIs, and tech investments. • Lead, mentor, and scale a high-performing team of operations experts specialized in data, systems, and process optimization. • Design and govern a world-class revenue technology roadmap, integrating CRM, marketing automation, and cutting-edge AI tools. • Establish and maintain a robust data architecture, ensuring high standards for data taxonomy, hygiene, and cross-platform governance. • Champion AI-driven innovation across the GTM org, embedding intelligent automation into forecasting, lead scoring, and personalizing the church experience. • Drive cross-functional alignment on critical processes, from lead management and handoff SLAs to complex attribution models. • Manage the forecasting infrastructure and partner closely with Finance on strategic revenue planning and budget reconciliation. • Build and socialise executive dashboards that provide the CGO and Board with the actionable insights needed to drive the mission forward. • Orchestrate the annual GTM planning cycle, ensuring headcount, pipeline targets, and budgets are aligned with our growth trajectory. • Lead change management efforts for new tech rollouts and process redesigns, ensuring smooth adoption across the revenue team. • Manage strategic vendor relationships and procurement, collaborating with Finance and IT to optimize our operational footprint.

• Own company-wide revenue forecasting in partnership with Sales and Finance • Improve forecast accuracy and consistency across teams • Identify risks and gaps in pipeline and provide actionable recommendations • Align CRM forecasting with financial planning models • Define and enforce lead routing, lead and pipeline stage criteria, and conversion benchmarks • Analyze funnel performance and identify bottlenecks • Drive initiatives to improve conversion rates and sales efficiency • Establish clear pipeline coverage and performance targets • Design and optimize end-to-end revenue processes across Marketing, Sales, and Customer Success, covering both inbound and outbound processes • Ensure alignment across teams on definitions, handoffs, and accountability • Continuously reduce friction and improve rep productivity • Deliver clear, actionable insights to executive leadership • Translate data into decisions (not just dashboards) • Provide visibility into pipeline health, forecast risk, and productivity • Act as the connective tissue between Sales, Marketing, Customer Success, and Finance • Drive consistency in metrics, definitions, and reporting • Facilitate regular revenue reviews and performance discussions • Lead and develop a RevOps team including systems and Salesforce/billing specialists and a Deal Desk function • Set priorities and ensure focus on high-impact work • Balance strategic initiatives with operational excellence • Own the RevOps tech stack strategy and roadmap • Ensure systems support business needs without unnecessary complexity • Evaluate tool ROI and eliminate inefficiencies • Assist with rep quota modeling and capacity planning • Support Sales Leadership and Finance with rep comp plan modeling and execution • Work with Sales Leadership on Account assignment / territory planning