Director of Revenue Operations

The Director of Revenue Operations at DataGrail will play a critical leadership role in shaping a high-performing, data-driven go-to-market organization. This person will be responsible for providing operational support and strategic guidance across Sales, Marketing, and Customer Success, ensuring alignment, efficiency, and scalability across the entire revenue engine.

We’re looking for a leader with deep experience owning GTM strategy and revenue planning—someone who thrives on connecting the dots across territory design, pipeline generation, capacity planning, and forecasting. This is a rare opportunity to step into a highly visible role where you’ll influence how we scale our revenue engine for the next stage of growth.

Success in this role requires a strong foundation in change management, paired with a bias for action and business partnership. You’ll need to:

• Think Beyond the Question: Understand the deeper context behind questions and challenges to deliver solutions that address root causes.
• Simplify Complexity: Present data and insights in a clear, concise, and actionable format that enables decision-makers at all levels to digest and act on information effectively.
• Bring Solutions, Not Just Problems: Be a problem-solver who identifies opportunities for improvement and proactively proposes thoughtful solutions that align with the company’s goals.

As the owner of the Revenue Operations function, you’ll report to the VP of Operations and lead the development and execution of a scalable RevOps strategy, align cross-functional stakeholders, and build the systems needed to support long-term growth and efficiency.

• GTM Strategy Ownership: Proven ability to lead and execute end-to-end GTM strategy—including territory planning, sales capacity modeling, sales compensation, pipeline and funnel management, and forecasting. Able to align GTM plans with company-wide revenue goals and adapt quickly to changing market conditions.
• Proactive Problem Solving: Anticipates issues before they arise and implements preventative measures with well-thought-out solutions aligned to business goals.
• GTM Systems Ownership: Owns and optimizes the go-to-market (GTM) tool stack (e.g., Salesforce, Outreach, HubSpot, Clay, and LeanData) to drive efficiency and ensure tools align with business needs. Oversees the systems analyst/admin to ensure strong day-to-day management, data integrity, and continuous tool optimization.
• Strategic Thinking: Understands the broader business context and aligns RevOps strategies to company objectives. Identifies opportunities for improvement and drives high-impact initiatives.
• Comfort with AI and Efficiency Testing: Demonstrates curiosity and comfort with using AI tools to drive productivity. Regularly tests and adopts AI-driven solutions to streamline workflows, enhance automation, and uncover operational efficiencies.
• Strong Analytical Skills: Able to analyze complex data sets and extract actionable insights. Communicates data clearly and concisely to stakeholders, balancing analytical rigor with practical business understanding.
• Cross-Functional Collaboration: Works seamlessly across Sales, Marketing, Finance, and Customer Success to align strategies, drive adoption, and achieve shared goals.
• Communication and Presentation Skills: Crafts compelling narratives and presents data and recommendations effectively to both technical and non-technical audiences.

• Assess Current GTM Model and Make Initial Recommendations: Evaluate the current GTM strategy—including segmentation, coverage, and pipeline assumptions—and deliver initial insights on key opportunities to improve efficiency, focus, or scalability.
• Involved in GTM Revenue Planning: Key stakeholder in annual and quarterly GTM revenue planning, aligning sales capacity, pipeline coverage, and revenue targets to support company growth goals.
• Meets with Revenue Leaders to Uncover Gaps and Opportunities: Conducts 1:1s with leaders from Sales, Marketing, and Customer Success to identify pain points, reporting needs, and efficiency opportunities. Uses these insights to inform and shape the RevOps roadmap.
• Develops a Comprehensive RevOps Roadmap: Creates a detailed roadmap for the Revenue Operations function, identifying foundational gaps and prioritizing opportunities for improvement. Establishes a timeline to address these gaps and builds a scalable foundation for long-term success.
• Identifies Opportunities for Cost Savings and Efficiency: Evaluates the current tech stack to uncover cost-saving opportunities, such as consolidating tools, reducing unused seats, or renegotiating contracts. Focuses on improving operational efficiency—leveraging AI and other solutions—without compromising functionality.
• Optimizes Team Bandwidth: Reallocates responsibilities to the RevOps Analyst to increase bandwidth for the Director, enabling greater focus on strategic initiatives and high-priority projects.

• Refine and Align GTM Model Across Functions: Partner with Sales, Marketing, and Finance to refine territory, capacity, and funnel strategy based on performance data and evolving business needs. Ensure full alignment across all GTM functions and support execution with robust systems and reporting.
• Owns GTM Revenue Planning: Fully owns and leads GTM revenue planning across annual and quarterly cycles. Proactively partners with Sales to identify gaps, uncover opportunities, and align revenue targets with sales capacity and pipeline coverage. Ensures planning is data-driven, cross-functionally informed, and sets the foundation for scalable growth.
• Address Foundational Gaps in the RevOps Organization: Identify all foundational gaps within the Revenue Operations function and establish clear paths forward to address them, even if some require longer-term solutions.
• Act as the Voice and Leader of RevOps: Establish yourself as the recognized leader of the Revenue Operations function. Be the go-to resource for stakeholders, ensuring the team’s goals and priorities are clearly communicated and aligned across the organization.
• Build a Data-Driven Marketing Organization: Collaborate with Marketing to develop a framework for evaluating ROI on spend. Identify which areas are driving efficiency and which need improvement, enabling data-driven decisions that optimize resources.
• Streamline the Forecasting Process: Implement a streamlined forecasting process that enhances accuracy and reliability, ensuring better alignment across teams and improved decision-making.

• Foster a Data-Driven Revenue Culture: Build systems and processes that provide revenue leaders with clear, accessible, and actionable data. Empower teams to proactively identify opportunities and gaps in the revenue org, enabling better decision-making and more effective execution across functions.
• Address 80% of Foundational Gaps in the RevOps Org: Resolve the majority of foundational gaps across systems, processes, and reporting to ensure a strong operational backbone for the business.
• Train and Elevate Analyst: Continue to develop and mentor the RevOps Analyst, expanding their scope and responsibilities to enable greater strategic focus at the leadership level.
• Position the Function to Scale: Ensure the RevOps function is built to scale efficiently, with the right structure, systems, and processes in place to support growth and prepare for IPO or acquisition readiness.
• Run an Efficient, AI-Enabled RevOps Organization: Establish a well-run, streamlined RevOps function that leverages AI and other automation tools to drive efficiency, reduce manual work, and improve decision-making—ensuring the team is optimized to support the business at scale.