Director of Revenue Operations

# Role Overview The Director of Revenue Operations is a strategic, hands-on leader who will embed rigor, accountability, and alignment across AMDT’s go-to-market (GTM) engine. You will define and execute global forecasting motions, enforce process discipline, own revenue systems, and drive tight collaboration between marketing, sales, and post-sales. This role requires someone who not only leads but also rolls up their sleeves — you will “do” as much as you direct. Your success will be measured by forecast predictability and accuracy, funnel efficiency, cross-functional collaboration, and your ability to deliver scalable systems and processes in parallel with executing on critical initiatives. # Your Tasks **Strategic Leadership & Hands-On Execution** - Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan. - Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency. - Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics. - Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment. - Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece. - Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems. **Direct & Channel Business Expertise** - Deep experience and fluency in both **direct sales** and **channel/partner** models is highly preferred — you should understand the nuances of partner incentives, channel conflict, co-selling motions, and partner forecasting. - Drive alignment across direct and channel GTM motions, ensuring unified forecast methodologies, shared metrics, and transparent handoffs. **Cross-Functional Alignment & Collaboration** - Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions. - Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans. - Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes. - Lead change management efforts associated with new systems, protocols, or organizational changes. **Analytics & Insights** - Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators. - Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility. - Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation. **Team Building & Enablement** - Mentor and scale a high-performing operations team (analytics, process, systems). - Foster a culture of operational excellence, continuous improvement, and accountability. - Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams. **Systems & Technology Stewardship** - Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations. - Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses. - Establish strong data governance, system configuration practices, and scalability safeguards. **Key Metrics for Success** - Forecast accuracy (monthly, quarterly) - Pipeline coverage / health metrics - Funnel conversion rates, drop-off / leakage points, velocity - Productivity & efficiency metrics (e.g. revenue per rep, lead response time) - SLA compliance and handoff efficiency across GTM functions - Adoption and utilization rates of systems and tools - Direct vs. chan…