Director of Revenue Operations

Job Description

Job Description

Our mission is to increase the success rate of small businesses. Traditional banking has been a growth limiter rather than a growth enabler for business owners, and we’re changing that. Relay is the all-in-one, collaborative money management platform. We’re building for employer SMBs and their finance function, internal and external, and are focused on delivering a human-centric customer experience. Ultimately, we help SMBs be ‘on the money'.

Our mission is to increase the success rate of small businesses. Traditional banking has been a growth limiter rather than a growth enabler for business owners, and we’re changing that. Relay is the all-in-one, collaborative money management platform. We’re building for employer SMBs and their finance function, internal and external, and are focused on delivering a human-centric customer experience. Ultimately, we help SMBs be ‘on the money’.

We’re looking for a Director of Revenue Operations to help us scale our Operations and Sales functions. In this role, you’ll be a strategic leader and will have the opportunity to design, build, and optimize Relay’s go-to-market (GTM) engine. You’ll partner closely with Sales, Marketing, Customer Success (Onboarding), and Finance to streamline processes, boost operational efficiency, deliver data-driven insights, and drive revenue growth. You have a strong command of GTM strategy and processes, and will lead a team in building a world-class GTM infrastructure that enhances our executional efficiency and agility.

Joining Relay, means an opportunity to make a huge impact building solutions with the potential to reach 29 million small businesses across North America. If you thrive in a fast-paced environment, are energized by tackling new challenges, and want to help build the next phase of growth from the ground up — then Relay is the place for you.

What You’ll Be Doing :

Develop, implement, and optimize processes and cadences to drive alignment across Sales, Marketing, and Customer Success (Onboarding) teams

Leverage analytics to identify trends, anomalies, and revenue opportunities while collaborating with the Data team to measure and monitor new trends

Oversee all GTM processes, including process optimization, sales variable compensation, territory management, forecasting, and the operating cadence

Build and maintain the full tech stack across Sales, Marketing, and Customer Success (Onboarding), ensuring each team has the right tools to succeed while continuously identifying opportunities to drive efficiency and enhance performance through automation and AI

Build a quarterly RevOps roadmap that prioritizes the most critical opportunities and challenges, while regularly updating stakeholders on progress

Implement and enforce data quality controls to ensure that data is relevant, accurate, and reliable

Lead, manage, and mentor a high-performing operations team, fostering a culture of collaboration, innovation, and continuous growth

Plug into the operating system supporting the team and recurring responsibilities, assessing strengths and areas for improvement independently with a focus on critical strategic needs, and partner to translate them into actionable improvements to achieve revenue goals

Partner with Marketing to develop strategies to drive pipeline and conversion, including monitoring performance to drive actions that accelerate conversion from lead to deal

Design, test, and scale strategies that increase productivity, automate workflows, and drive efficiency across departments

Who You Are :

You have 7+ years of experience in revenue operations, partnering with Sales, Marketing, and Customer Success (Onboarding) teams, ideally within a startup or SaaS / fintech environment

You have a proven track record of influencing GTM strategy and driving effectiveness across processes, technology, metrics, data and reporting

You are skilled at creating and optimizing GTM strategies, along with cohesive processes, tooling, and methodologies

You are proficient in Salesforce and a marketing automation platform, with experience leveraging the platform to optimize sales processes and utilize reporting tools to generate insights

You have a curious mindset, a systems-thinking approach to executing plans with a holistic view, and a willingness to roll up your sleeves to deliver results

You are data-driven, adopting a numbers-first approach to drive success across our revenue teams and accelerate Relay’s growth in both new and retained revenue, while enhancing the entire customer experience

You are a strategic thinker and builder, with a well-informed vision and strategy for the operations team and Relay

Our Commitment To You :

Competitive salary and meaningful equity : Relay employees are Relay owners, complete with equity and a competitive salary.

Comprehensive health benefits : enjoy full health benefits from day one. We offer medical, dental, and vision coverage for you and your dependents.

Flexible vacation and time off : every team member starts with 15 vacation days and 5 flex days to use as needed, plus an extra week of office closure during the end-of-year holidays so you can take time off to recharge and come back better for our customers.

Parental leave with top-up : we offer 12 weeks off with a 100% salary top-up for all full-time employees, regardless of location, and accessible for all parents : birthing, non-birthing, and adoptive.

Hybrid work environment : we value meaningful collaboration and connection at our Toronto office three times a week, with lunch, snacks, and beverages on us.

Personal and professional growth : through ongoing feedback, mentorship, and coaching, work with peers and leaders who are invested in your growth and success.

Top-tier equipment : as a Mac-first company, our Toronto offices have everything you need to produce your best work comfortably, from multiple screens to ergonomic seating.

Social connection : we believe in celebrating our wins with two annual company-wide get-togethers, quarterly team events, happy hours, and special events and networking opportunities with industry leaders.

Why Relay Might Be the Perfect Fit For You

You push relentlessly for reinvention : You’re built to constantly ask, “How can this be better?” Change excites you and you drive it.

You crave autonomy : We trust our team with big challenges and the freedom to solve them. If you’re someone who takes initiative, is comfortable taking risks, and seeks input when needed, you’ll find the freedom here empowering.

You own your work : You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasks.

You treat comfort as a red flag : You seek growth. When things feel too comfortable, you lean into change. You’re excited about  stepping into the unknown and navigating new terrain to create something better alongside your team.

You care about impact, not noise : You care deeply about the substance of your work. You measure success by results, not recognition and you let your work speak for itself.

You’re energized by complexity and ambiguity : You enjoy tackling problems that don’t come with a playbook. You’re comfortable building from scratch, iterating as you go, and collaborating to shape the best path forward.

You seek out feedback : We value directness, clarity, and respect. We believe honesty fuels great work and career growth. You see feedback as a tool for learning and improvement, and you know that open, honest dialogue is key to achieving the best results — together.

You’re here for more than a job : At Relay, everything we do is in service of our mission to help small businesses thrive. To drive impact and have purpose here, that mission must matter to you too.

Our Promise

We’re driving real change for small business owners, powered by truly remarkable people. At Relay, you’ll find the confidence to take chances, trust to take initiative, and the support you need to build a career you love. Here, we make sure every team member feels empowered to make big decisions, encourage to ask tough questions, and challenged to take risks that result in work we’re all proud of. We give you the baton–you run the Relay.

What’s Important to Us :

Research shows that women-identifying and other marginalized individuals often apply only if they meet 100% of the qualifications. But no one is a perfect match on paper. If this role excites you, we’d love to hear from you and figure out together if it’s a great fit.

At Relay, we believe that diversity is key to building high-performing teams, and creating an inclusive work environment is our priority. We are an equal opportunity employer and welcome people of diverse backgrounds, perspectives, and skills.

We will work with applicants to provide accommodations at any stage of the hiring process. If you require accommodations during the interview process, please email your Talent Partner, and we will work with you to meet your needs.

Compensation Range : $204K - $240K