Director of Revenue Operations
$200,000–$220,000 year
RemoteToronto, Ontario, Canada
Job Summary
Own the integrated GTM plan, quota models, and annual budgeting process in close partnership with the VP, Finance. Build and maintain board-level forecasting for Subscription, Payments, and Add-On products, tying marketing pipeline and churn drivers to ARR. Audit the full revenue tech stack (HubSpot, marketing-automation, payments platform, product analytics, BI) and maintain a rolling optimization roadmap. Automate lead-to-cash, renewal, and expansion workflows; own data cleanliness, attribution logic, and compensation engines. Map and instrument the PLG → sales-assist → expansion funnel; create common definitions, SLAs, and stage-conversion dashboards. Stand up and maintain PQL scoring models, routing highest-intent signals to SDRs with a PQL → SDR SLA of under 5 minutes. Drive MQL → SQL and SQL → Closed-Won conversion rate improvements of ≥3 percentage points each year. Partner with Marketing on pricing and packaging tests, with Product on usage-to-revenue insights, and with Payments on take-rate optimization. Roll out self-serve dashboards across GTM functions, targeting >80% weekly active usage by GTM leaders. Define OKRs, reporting cadences, and playbooks so Growth, Marketing, and CX operate from a single source of truth.
Required Qualifications
- 5–8+ years in Revenue Operations roles at SaaS companies currently operating between $30–100M ARR
- experience scaling through this stage
- experience at companies with 250–300 employees or fewer
- Direct, hands-on experience running RevOps in a PLG / self-serve-to-paid motion
- Mastery of modern GTM stacks: HubSpot, marketing-automation, product-led analytics, BI, CPQ, and subscription billing
- Experience in a PLG or product-assisted sales motion
- Proven track record of turning noisy data into board-quality forecasts and unlocking double-digit efficiency gains across funnel stages
- Experience supporting pricing and packaging migrations and new revenue streams (embedded payments, usage-based, or add-ons)
- Strong communication and collaboration skills, with a bias for clarity and action
- Analytical, curious, and adaptable—you seek solutions, not perfection
- Comfortable operating in a fast-moving, remote, growth-stage environment
- Canadian-based candidates only
- preference will be given to applicants legally authorized to work in Canada
Desired Qualifications
- Familiarity with embedded payments, fintech monetization, or take-rate optimization
- Prior experience building or managing a small RevOps team or pod
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.