ExecutiveFull TimeEN
As Director, Revenue Operations at SugarAI, you will report to the VP, Revenue Operations and lead critical functions across Sales Operations, Client Success Operations, and Deal Desk. You will manage a small but high-impact team and serve as a strategic operator focused on building the processes, systems, and governance required to scale a high-performing go-to-market organization.
This role is responsible for strengthening the operational backbone of the business by standardizing workflows, automating manual processes, improving data quality, and optimizing the tools that support revenue generation and retention. You will partner closely with Sales, Client Success, Finance, Marketing, Product, and other cross-functional leaders to improve execution, drive consistency, and enable data-driven decision-making across the full customer lifecycle.
This is an ideal opportunity for a hands-on Revenue Operations leader who has proven experience leading multi-functional operations teams, simplifying complex environments, and implementing scalable systems and processes in a growing SaaS company.
Functional Leadership
Lead core Revenue Operations functions across Sales Operations, Client Success Operations, and Deal Desk.
Manage, coach, and develop a small but high-impact team, creating clarity around priorities, roles, service levels, and expected outcomes.
Partner with the VP, Revenue Operations to translate company strategy into scalable operational plans and team execution.
Build a culture of accountability, operational rigor, continuous improvement, and strong internal partnership.
Process Standardization and Automation
Lead the design, standardization, documentation, and continuous improvement of core go-to-market processes across the lead-to-close, order-to-book, and customer lifecycle management motions.
Identify manual, inconsistent, and low-value workflows across Sales Ops, CS Ops, and Deal Desk, and implement automation to improve efficiency, accuracy, compliance, and user experience.
Establish scalable business rules, governance frameworks, and operating procedures that drive consistency across teams, functions, and geographies.
Partner with business stakeholders and systems teams to translate requirements into durable process improvements and automated solutions.
Sales Operations
Optimize end-to-end sales processes to improve productivity, pipeline management, forecasting discipline, and rep execution.
Lead territory design, segmentation, and coverage planning across geographies, segments, and verticals.
Support quota operations, account assignment governance, account holdovers, certification tracking, and operational reporting.
Improve pipeline hygiene, forecasting accuracy, and reporting consistency through better process design, controls, and dashboards.
Client Success Operations
Support the operational infrastructure for customer lifecycle management, including renewals, expansion support, customer segmentation, success workflows, and performance visibility.
Standardize core Client Success processes, stage definitions, handoffs, and success metrics to improve consistency and scalability.
Partner with Client Success leadership to improve operational visibility into book of business, retention risk, renewal readiness, and expansion opportunity management.
Deal Desk and Policy Governance
Oversee Deal Desk operations to ensure efficient management of approvals, pricing, discounting, exception handling, and policy adherence.
Implement controls and approval frameworks that balance governance, speed, and flexibility for complex commercial scenarios.
Partner with Sales and Finance leadership to align bookings rules, approval policies, commercial processes, and reporting standards.
Forecasting, Reporting, and Revenue Insights
Deliver accurate, timely dashboards, executive reporting, and actionable insights across sales performance, customer retention, forecast risk, conversion trends, and productivity.
Build and improve reporting frameworks that support data-driven decision-making across Sales, Client Success, and executive leadership.
Provide scenario modeling and analysis to support strategic planning, headcount decisions, and growth initiatives.
Data and Systems Management
Own data quality standards and governance across CRM, BI, and related revenue systems.
Ensure clean, structured, and reliable data to support forecasting, reporting, segmentation, renewals, and operational execution.
Oversee system hygiene, user management, troubleshooting, and process compliance across revenue tools.
Maintain alignment between process design and system configuration to ensure tools reinforce standardized ways of working.
Tool and Platform Optimization
Evaluate, optimize, and scale the GTM technology stack across Sales, Client Success, and Deal Desk workflows.
Recommend and implement enhancements, integrations, and automation that improve cross-functional efficiency and visibility.
Simplify the systems landscape where possible, reduce redundant manual work, and improve adoption of core platforms.
Drive tool and platform decisions with a focus on scalability, standardization, automation, and business impact.
Cross-Functional Collaboration
Serve as a strategic liaison across Sales, Client Success, Finance, Marketing, Product, and Systems teams.
Align stakeholders around shared definitions, workflows, service models, metrics, and operational priorities.
Lead cross-functional initiatives that improve execution across the revenue engine and customer lifecycle.
7+ years of experience in Revenue Operations, Sales Operations, Client Success Operations, Deal Desk, or related go-to-market operations roles, with 2+ years in a leadership role.
Proven experience leading and developing high-performing operations teams across multiple functional areas.
Proven success standardizing and automating tools, workflows, and business processes in a SaaS environment.
Strong experience improving CRM, revenue systems, and operational processes to drive scale, consistency, and productivity.
Demonstrated success supporting sales process optimization, forecasting, territory design, customer lifecycle operations, and commercial governance.
Strong analytical skills, with proficiency in Excel, SQL, or similar data tools.
Experience building dashboards, KPIs, reporting frameworks, and executive insights.
Exceptional cross-functional communication, stakeholder management, and change leadership skills.
High attention to detail with the ability to manage multiple priorities in a fast-paced, evolving environment.
Experience in a mid-size SaaS company supporting a scaling go-to-market organization.
Experience owning or supporting Sales Ops, CS Ops, and Deal Desk under a unified Revenue Operations model.
Experience with channel and partner business models, reseller operations, or partner revenue management.
Background in BI and data visualization tools such as Tableau, Power BI, or Looker.
Hands-on experience with territory modeling, quota operations, capacity planning, and segmentation frameworks.
Expertise in CRM administration, workflow automation, and enablement or productivity technologies.
Familiarity with compensation planning, pricing governance, discount controls, and revenue performance management.
