Director of Revenue Operations

What This Role Is

You'll lead RevOps across the full revenue lifecycle, from pipeline to renewal. That means owning forecasting, process standards, GTM tech adoption, territory and compensation planning, and the analytical function that helps leadership make confident decisions.

You'll report directly to our CMO and have a dotted line into our CRO. You'll start with two direct reports and a mandate to build a team and function that can scale with the business.

This is a hands-on role. We don't need someone to theorize about operational rigor. We need someone who will sit in pipeline reviews, call out what's real, and partner with Sales and CS leadership to close the gaps between how we say we sell and how we actually sell.

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What You'll Own

Revenue Governance. Set and enforce the operational standards that define how our Sales and Customer Success teams work, from ICP alignment and seller activity to opportunity qualification and pipeline management. Be present in the reviews. Call the real numbers.

Forecasting and Analytics. Own revenue forecasting and pipeline health reporting. Translate data into clear, honest reads on business performance, not spin, not optimism. Deliver the insights leadership needs to make decisions they can stand behind.

Process Optimization. Own the end-to-end revenue process from lead to renewal. Define how we sell, qualify, and retain, and make sure those standards actually live in our systems and in how the team works every day. Identify where execution breaks down and drive the conversations needed to fix it.

GTM Tech Partnership. Work closely with our VP of Enterprise Applications to ensure our tech stack (Salesforce, HubSpot, Outreach) reflects how we actually sell and is fully adopted by the revenue team. You're accountable for the team getting value from the tools, not for building or owning the systems themselves.

Planning and Compensation. Contribute to annual territory design, quota-setting, and headcount modeling. Review and optimize comp plans across Sales and CS to ensure they're driving the behaviors that actually grow the business, and lead full operationalization before go-live.

Team Leadership. Lead and develop a small RevOps team with high standards, genuine curiosity, and a culture of continuous improvement.

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What You'll Tackle First

In your first 30 days, you'll assess our current Sales Guides, pipeline stage definitions, and forecasting processes, and deliver a gap analysis with prioritized recommendations. You'll establish a weekly forecasting and pipeline review cadence with Sales and CS leadership, and deliver an Analytics Roadmap for the next four quarters.

By day 60, you'll have defined and implemented standardized pipeline stages and qualification criteria across all revenue channels, embedded in Salesforce and actively in use. You'll have aligned Sales and Marketing on a shared Revenue Funnel Target and built a tech stack adoption plan to ensure full GTM team proficiency.

Longer term, you'll own annual planning, build a formal Revenue Operations Plan with the CFO and Sales and Marketing leadership, and help support expansion into new market segments and geographies.

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What We're Looking for

5+ years of experience in Revenue Operations, Sales Operations, or a comparable function at the Director or Senior Director level, inside a high-growth SaaS or recurring revenue business. You've supported organizations in the $25M to $100M ARR range with combined Sales and CS teams of 20 or more.

You've built and scaled RevOps teams before, not just inherited them.

You have deep, working knowledge of Salesforce and HubSpot and a clear understanding of how to use systems to optimize the lead journey, sales stages, and handoff to Customer Success.

You can turn complex data into a clear story and deliver it to an executive audience without hedging everything into uselessness.

You've navigated both high-velocity SMB sales motions and enterprise and channel motions, and you understand how the operational requirements differ.

You know how to influence without direct authority, and you've done it across functions.

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Bonus Points

Salesforce Certified Administrator is strongly preferred. Beyond the credential itself, it signals that you're someone who gets into the system rather than directing others to do it for you.

You're comfortable in ambiguity. A lot of what this role requires building doesn't fully exist yet, and that doesn't slow you down. It motivates you.

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Why This Role, Why Now

ACI Learning is at an inflection point. The business has the content, the platform, and the customer base to grow meaningfully. What we're building now is the operational infrastructure to do that with consistency and confidence. This role is central to that work.

You'll have real ownership, real access to leadership, and real room to shape how this function operates for years to come. If that sounds like the kind of work you've been looking for, we'd like to hear from you.

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