Director of Revenue Operations

We are Route

Buying stuff online can get messy once you hit that “order” button. Managing dozens carrier tracking links, dealing with lost or damaged packages, and resolving issues with customer support can feel like a wild goose chase. That’s why we created the Route  — to make the post-purchase experience for consumers like you, and the brands you love, as seamless as possible. 

Route is on a mission to connect the world’s commerce. Through our network of millions of Route App users and thousands of merchants, we’re making it easier than ever for consumers to track, insure, and discover their favorite products in one place — which connects the world’s best direct-to-consumer brands to happy, repeat customers.

Since Route launched in 2018, we’ve been on a journey to build innovative products that empower our customers, all while fostering a people-first, values-driven company culture. We’re looking for talented people across the ecommerce space to join us on the next steps of this adventure.

Don’t just take our word for it! Discover what life at Route has to offer.

The team

The Revenue Operations (RevOps) team collaborates closely with various groups, including Ops, Go-To-Market, Sales, Marketing Ops, and Customer Success (CS). Their core focus is to drive the discovery, onboarding, and nurturing of partnerships with global, innovative brands seeking to establish modern customer relationships, spanning from checkout to delivery and beyond. With thousands of merchants currently part of the Route network, and a constant drive for growth, the RevOps team offers limitless opportunities for professionals at all levels to innovate and advance their careers within this dynamic ecosystem.

The opportunity

Route is looking for a Director of Revenue Operations to lead the operations side of our go to market organization. This is a hands-on role where you'll manage the tools, processes, and systems that keep our sales teams running smoothly. If you’re someone who thrives in optimizing workflows, improving efficiency, and making sure every part of the sales engine is working in sync, this is the perfect role for you.

You’ll work directly with the sales team, as well as marketing, finance, and customer success, to implement day-to-day operational improvements and ensure our sales processes are scalable, efficient, and effective. Your work will be crucial in driving consistent sales performance across the organization.

What you’ll do

As the Director of Revenue Operations, your focus will be on executing and managing key operational aspects of our sales organization, including:

• Process Management: Continuously evaluate and improve sales processes, ensuring workflows are efficient, standardized, and easy to follow. Identify and eliminate bottlenecks to improve cycle times and team productivity.
• Sales Tools & CRM Management: Own the configuration and management of sales tools and CRM systems (Salesforce), ensuring they’re set up for maximum efficiency and adopted across the team. Troubleshoot any issues and implement updates as needed.
• Sales Reporting & Analytics: Develop and manage regular sales reporting processes, ensuring timely and accurate reporting of key metrics like sales pipeline, revenue forecasts, and performance against quotas.
• Forecasting Support: Oversee ongoing forecasting processes. Collaborate with sales leaders to track progress against forecasts and adjust as needed.
• Sales Enablement Support: Work closely with sales leadership and marketing to ensure sales reps have the resources, training, and support they need to be successful. 
• Deal Desk Management: Oversee and manage the deal desk function, ensuring smooth and efficient approval workflows for pricing, contracts, and discounts. Work closely with sales, legal, and finance teams to streamline the deal approval process, ensuring compliance while minimizing friction for sales reps.
• Cross-Functional Coordination: Collaborate with other departments (finance, marketing, customer success) to ensure seamless communication and operational alignment across teams, helping to address any gaps or issues as they arise.
• Team Management & Training: Lead and mentor a team of sales operations professionals, ensuring they have the support and resources needed to carry out their day-to-day responsibilities efficiently. Provide ongoing training to the sales team on new tools and processes.

What we’re looking for

• Experience: 8+ years in revenue operations or a related operational role, with at least 3 years in a leadership position.
• Operational Expertise: Strong understanding of sales processes and systems, with hands-on experience improving efficiency and ensuring smooth execution of day-to-day operations.
• CRM & Tool Expertise: Extensive experience with CRM platforms, especially Salesforce. You should be comfortable managing and troubleshooting CRM-related issues and ensuring tools are optimized for the sales team.
• Analytical Skills: Ability to work with large sets of sales data, track performance metrics, and create actionable reports. You should be comfortable analyzing sales trends and making recommendations for operational improvements.
• Leadership: Proven experience managing and mentoring a team, ensuring they’re focused on the right tasks and executing effectively.
• Detail-Oriented: A focus on operational precision, ensuring data accuracy and process consistency in everything you do.
• Collaborative: Strong communication skills and the ability to work cross-functionally to drive operational alignment and resolve challenges quickly.
• Tech-Savvy: Comfortable with a wide range of sales tools and technologies, and quick to adapt to new ones as needed.

Equal opportunity for all

Route is an Equal Opportunity Employer. We embrace diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Total Rewards

We know our team works best when everyone feels happy, healthy, and supported. We offer to pay 95% - 100% of your health insurance premiums for you and your family, remote or hybrid work arrangements, unlimited PTO, 401k matching, formalized growth opportunities, learning & development, DEI programs & events, and so much more.

Pay Transparency

Salary for this role: 

National: $181,000- $192,000

New York: $196,000 - $207,000

Los Angeles | Orange County: $196,000 - $207,000

San Francisco Bay Area: $215,000 - $226,000

The cash compensation above includes base salary, and is not reflective of potential commission for employees in eligible roles, or annual bonus targets under Route’s bonus plan for eligible roles. In addition to cash compensation, all Route employees are eligible to participate in Routes equity incentive plan to receive stock options per the terms of the agreement. Some roles may also be eligible for overtime pay. Individual compensation packages are based on a few different factors unique to each candidate, including their 

career level, skills, experience, specific geographic location qualifications and other job-related reasons.