Director/Sr. Director of Revenue Operations

Position Summary

The Director/Senior Director of Revenue Operations, Intelligence & GTM Systems is a transformation-focused leader responsible for building the analytical and technological foundation that drives THMA’s go-to-market performance and revenue growth. Operating at the intersection of data science, data strategy, and GTM technology, this role designs models, systems, and frameworks that translate data into strategic business decisions.

Partnering closely with the Revenue Operations team, Sales & Marketing Leadership, IT, and Salesforce teams, this leader will reduce system sprawl, unify data into a single source of truth, and deliver tools that enhance prospecting, pipeline generation, and sales execution.

This role is ideal for a leader with scale-up experience in SaaS or PE-backed environments under $100M ARR, where building GTM functions from the ground up requires both operational rigor and creative problem-solving. The Director combines hands-on analytical expertise with a systems mindset, ensuring THMA’s revenue organization operates with clarity, precision, and scalability, while serving as a trusted partner to executive stakeholders.

Primary Job Duties

• Revenue Data Blueprint & Infrastructure
  • Define and own THMA’s revenue data strategy in partnership with IT, ensuring data from Salesforce, marketing systems, and financial tools flows accurately into the data warehouse (Snowflake, Redshift, or equivalent).
  • Lead data modeling in an effort to establish our source of truth against initiatives such as forecasting, attribution, and top of funnel analytics
  • Partner with IT’s Data Integration Engineer on ETL workflows, governance, and data quality.
  • Ensure documentation, scalability, and integrity across all RevOps systems.

• Data Science, Analytics & Modeling
  • Develop predictive and prescriptive models for pipeline health, conversion rates, and revenue growth.
  • Use SQL, Python, and BI tools (Power BI, Tableau, etc.) to analyze and visualize data.
  • Deliver executive dashboards and scorecards that provide a unified view of GTM performance.
  • Translate data insights into actionable recommendations that inform strategy and drive results.

• GTM Systems Ownership
• Own and optimize THMA’s GTM technology stack (Outreach, Gong, enrichment and attribution tools).
• Rationalize and integrate tools to reduce redundancy and improve automation and visibility.
• Lead vendor evaluations, ROI analyses, and security reviews for new GTM investments.
• Partner with IT to ensure integrations are secure, documented, and aligned with governance standards.

• Sales Enablement & Insights
• Build tools and insights that enable sales teams to manage pipeline, prospect, and report from a single source of truth.
• Collaborate with Sales Leadership to align tools, workflows, and reporting with go-to-market priorities.
• Design playbooks, training, and change management programs to drive adoption and measurable impact.

• Strategic Planning & Collaboration
  • Partner with Marketing, Sales, Partnerships, and Finance to define and track key revenue KPIs.
  • Design processes and dashboards that turn data into actionable strategy.
  • Serve as the liaison between GTM, IT, and Data Engineering teams to align architecture with business priorities.
  • Champion data literacy and cross-functional enablement across THMA.

• Innovation & Emerging Technology
• Research and evaluate emerging AI-driven GTM platforms, automation tools, and data technologies
• Pilot and implement innovative solutions that improve prospecting efficiency, data quality, and revenue intelligence.

• Business Partnership & Operational Cadence

• • Serve as a strategic advisor to Sales and RevOps leadership, ensuring tools and processes evolve with GTM needs.
  • Lead data-driven planning cycles, QBRs, annual planning, and board-level insights.
  • Provide actionable recommendations on pipeline coverage, sales productivity, and customer health.

Minimum Qualifications

• Bachelor’s degree in Business, Marketing, Data Science, Statistics, or related field.
• 8+ years of experience in Revenue Operations, Data Analytics, Business Intelligence, or GTM Technology Strategy.
• Proven success scaling GTM systems and analytics in SaaS or consulting environments under $100M ARR.
• Advanced proficiency in SQL and Python for data analysis and model development.
• Strong understanding of ETL concepts and collaboration with data engineering teams.
• Hands-on experience with data warehouses (Snowflake, Redshift) and BI tools (Power BI, Tableau).
• Deep Salesforce expertise (administration, reporting, APIs); Salesforce Admin certification preferred.
• Familiarity with Outreach, Gong, Marketo, and emerging AI-driven GTM tools.
• Strong communicator with experience presenting complex data to executive audiences.
• Data-driven operator with mastery of SaaS KPIs (CAC, LTV, NRR, churn, pipeline coverage).

Interpersonal Skills & Attributes

• Strategic systems thinker with analytical rigor and operational acumen.
• Collaborative leader across technical and commercial functions.
• Committed to structure, documentation, and scalable design.
• Process- and outcome-oriented with exceptional execution skills.
• Innovator with a pulse on emerging technologies and AI.
• Persuasive communicator and trusted advisor to executives.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is required to talk and hear. The employee is required to be seated most of the time. The employee is required to use computer screens all of the time. Specific vision abilities required by the job include close vision, and distance vision.