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Director, Revenue Operations

Director, Revenue Operations

Diligent CorporationNew York, NY, US
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Director, Revenue Operations

We are seeking a strategic, data-driven leader with a deep understanding of sales processes, marketing strategies, and customer success to join the GTM Strategy and Operations team. The Director, Revenue Operations is a critical, strategic partner to the Head of GTM Strategy and Operations and the Chief Customer Officer (CCO). You will foster collaboration and alignment among the entire commercial organization including Sales, Customer Success, Marketing, and Partnerships. The ideal candidate will have a proven track record of building scalable processes and leveraging AI to drive sustained revenue growth. Strong analytical and strategic planning capabilities are essential.

Key responsibilities include :

Commercial Strategy and Growth :

  • Partner with the CCO and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount, and budgets.
  • Translate complex data into actionable recommendations for Commercial leaders.
  • Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity.

Forecasting & Pipeline Management :

  • Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments.
  • Utilize Salesforce, GTM tools, and data sets (Snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.
  • Deliver consistent reporting on performance-to-plan, win / loss trends, and funnel dynamics.
  • GTM and Sales Efficiency :

  • Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews).
  • Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments.
  • Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting.
  • Territory Management, Quota Setting and Sales Compensation :

  • Lead territory design, ensuring sales coverage aligns with market opportunities and business objectives.
  • Continuously optimize territory assignments and GTM approaches based on performance data and growth trends.
  • Qualifications :

  • 10+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 2 years in a senior leadership role.
  • Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans.
  • Deep expertise in Salesforce, Outreach, Gong, and other GTM tools.
  • Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention / expansion KPIs.
  • Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives.
  • Experience designing sales methodologies and commercial processes that scale in B2B SaaS.
  • Comfort working cross-functionally and influencing without authority excelling at aligning diverse stakeholders around common goals.
  • High EQ, clear communication skills, and a strong sense of ownership.
  • U.S pay range : $151,000 - $207,000 USD

    What Diligent Offers You :

  • Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients.
  • We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy, and wellness programs to name a few.
  • We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
  • Diversity is important to us. Growing, maintaining, and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.
  • Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights, and connections they need to drive greater impact and accountability to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable, and better place.

    Headquartered in New York, Diligent has offices in New York, Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore, and Sydney. To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.

    We are a drug-free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer-related or HIV / AIDS-related), genetic information, or sexual orientation in accordance with applicable federal, state, and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

    To all recruitment agencies : Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees, or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.

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