Director, Revenue Operations

We are the Revenue Architects for Collibra. Our team is responsible for designing the entire system, or "funnel", that turns market potential into predictable, high-quality growth. We aren't just managing processes; we are strategic leaders who use data and advanced technology to ensure every dollar and hour spent drives scalable revenue.We are the bridge between Marketing, Sales, and the underlying technology that makes it all work seamlessly.

This is a hybrid role based in our Raleigh office. Our hybrid model means you'll work from the office at least two days each week. This setup helps us stay connected, work more closely together, and keep making progress as a team.

The Director of Revenue Operations reports to the VP of Revenue Operations. You will be the strategic owner of the sales motion, responsible for making the engine work in practice. You will lead a high-performing field revenue operations team, bridging the gap between high-level strategy and meticulous execution to drive field productivity and company results.

• Team Leadership: Leading and mentoring a high-performing field revenue operations team in a fast-paced environment, fostering a culture of accountability and excellence.
• Sales Efficiency & Insight: Translating qualitative and quantitative data points into actionable insights. You will frame opinions on where processes are broken and suggest concrete improvements to win-loss rates for both new business and renewals.
• Proactive Pipeline & Territory Management: Treating territory as the primary lens for performance. You will engage constantly on territory quality, ramp stages, deal mix, and activity-to-outcome conversion to identify and resolve problems before they impact results.
• Comp Plan Design & Execution: Owning the design and execution of the annual sales compensation plan, ensuring it incentivizes field productivity and aligns perfectly with company growth goals.
• Cross-functional Process Architecture: Building and executing the sales motion, from methodology and deal inspection to annual forecasting. You will focus heavily on leveraging AI to automate and optimize these processes for growth.
• Sales Capacity Mapping: Using strong commercial fluency to match FTE investment to ARR potential, ensuring every territory is built with a credible, data-backed path to quota.

• Experience in Strategy: 10+ years of progressive experience in Revenue Operations, Sales Ops, or Finance, with a significant portion in a leadership role within a SaaS or technology environment.
• Expert-Level Proficiency: Deep experience with CRM (Salesforce) and the broader RevTech stack, with a focus on using AI and automation to drive efficiency.
• Advanced Analytics: Proven ability to synthesize complex data sets into a "forward-looking" narrative, moving beyond lagging indicators to predictive modeling.
• Commercial Fluency: A strong understanding of territory design, quota setting, and the financial mechanics of a subscription-based business.
• This position is not eligible for visa sponsorship.
• A bachelor's degree or equivalent related working experience is required.

• A Strategic Driver: You blend high-level business planning with a hands-on approach to process execution.
• A Data-Driven Storyteller: You can distill complex performance metrics into clear, persuasive narratives for executive leadership.
• A Collaborative Leader: You naturally foster alignment across Sales, Marketing, and Finance to ensure a cohesive revenue strategy.
• Obsessed with Optimization: You are constantly looking for friction points in the sales motion and possess the technical and leadership skills to remove them.

• Within your first month: Conduct a full audit of the current sales compensation plan and territory distribution, identifying three key areas for immediate efficiency gains.
• Within your third month: Implement a proactive pipeline health dashboard that utilizes activity-to-outcome conversion data to predict mid-quarter risks.
• Within your sixth month: Successfully launch a redesigned sales motion or territory model that demonstrates a measurable improvement (e.g., 10% increase) in sales velocity or win rates.

The standard base salary range for this position is $168,000- $210,000 per year. This position is not eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.