Director/Sr. Director of Revenue Operations

Full Lifecycle Ownership

• Own end-to-end visibility across the full customer lifecycle funnel — initial outreach, pipeline progression, close, onboarding, and renewal — ensuring data, process, and reporting connect seamlessly across each stage

• Build the reporting and analytics infrastructure to flag leading indicators of risk or opportunity at any point in the journey and route them to the right owner in real time

• Serve as the connective tissue between Sales, Marketing, and the Customer Org so handoffs (lead → pipeline → customer → renewal) are governed by consistent data and process, not disconnected systems

• Design and own a customer health score — combining enrollment status, market-event performance, engagement, and support signals — that flags at-risk customers early and gives Sales, Customer Success, and Energy Markets a shared, actionable view for coordinated intervention

• Regularly synthesize cross-funnel insights into clear, action-oriented recommendations for sales and executive leadership

• Own forecasting and reporting that tracks contracted value through enrollment, market participation, and dispatch performance to realized revenue — partnering with Energy Markets and Finance to reconcile committed vs. realized revenue and flag performance risk before it hits the P&L 

Team Leadership

• Manage and develop a team spanning sales productivity, analytics, and operations — mentoring managers within the function

Forecasting & Analytics

• Own accurate revenue forecasting and pipeline analytics across the full funnel, including renewal/retention forecasting in partnership with the Customer Org and Finance; present findings directly to sales and executive leadership

Planning Infrastructure

• Build planning infrastructure for scale: Sales and Customer Success headcount modeling, territory design, capacity planning, quota setting/allocation, and potential quota/comp redesign across segments — in partnership with Sales and Customer leadership — as new markets and segments come online

Systems & Tooling

• Lead the cross-functional GTM systems roadmap (CRM, forecasting, and business intelligence platforms) spanning outreach through renewal tooling, in partnership with IT/Systems teams

• Partner with Inside Sales, Outside Sales, Customer Success, and training to align tooling and process changes with rep productivity goals

Process & Standardization

• Drive standardization of GTM processes across the full customer journey, from prospecting through renewal

• Define and track core RevOps KPIs across the funnel (win rate, sales cycle length, rep ramp time, pipeline coverage, renewal, expansion rate)

• Own CRM pipeline hygiene — stage definitions, probability methodology, and data-quality standards — and hold the team accountable to consistent, trustworthy pipeline data leadership can act on

• 7+ years in revenue operations, with 3-5 years manager/director level or above – has owned the function, not just supported it

• Track record partnering cross-functionally across the customer lifecycle

• Advanced proficiency with CRM administration and business intelligence tools (Salesforce, Tableau, Gong, Outreach, etc.)

• Experience building forecasting models and comp plans at scale

• Experience connecting funnel-stage data (outreach, pipeline, renewal) into a unified reporting view, including revenue that is realized post-close through usage-, performance-, or event-based models

• Energy, utilities, or complex B2B background strongly preferred — comfortable with deal cycles and revenue recognition driven by external market timing, program windows, and regulatory context