We're seeking a strategic Director/Senior Director of Revenue Operations to own the systems, productivity, and analytics that power our revenue organization across the full customer lifecycle — from initial outreach through renewal. This role sits at the center of revenue execution, with end-to-end visibility into every stage of the funnel: prospecting and outreach, pipeline and conversion, close, onboarding, and renewal/expansion.
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
Requirements
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
