Director Revenue Operations

At CoLab, we help engineering teams bring life-changing products to the world years sooner. Our product, CoLab, is the world’s first Design Engagement System (DES) - a category defining product that Engineering teams use to engage in meaningful, productive design conversations, catch preventable mistakes, and get to market faster. Our customers include the largest engineering organizations in the world such as Ford, Johnson Controls, Komatsu, and Polaris in the industrial equipment, consumer products, automotive, aerospace & defense, and shipbuilding industries.

We’re not just offering a job; we’re inviting you to join a groundbreaking team that drives innovation in the tech industry. In this role, you’ll have the opportunity to work on cutting-edge projects with a team that values your unique skills and perspectives. Our supportive and collaborative environment is designed to foster your professional growth and creative problem-solving. With attractive compensation, comprehensive benefits, and a strong commitment to work-life balance, CoLab Software is where your career can truly thrive and make a meaningful impact. 

Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic and apply even if you don’t meet every single qualification—your potential is what matters most to us.

The Director of Revenue Operations will be a strategic, data-driven, results-oriented manager responsible for optimizing revenue-generating operations across sales, marketing, finance, and customer success. This role will provide critical insights, support, and recommendations to the senior leadership team (SLT), taking full ownership of revenue forecasting, operational efficiency, and overall business performance. You will work cross-functionally, driving creative, scalable solutions to accelerate revenue and improve internal processes.

What You’ll Do:

Strategic Planning and Market Insights

• Develop and execute data-driven frameworks to identify high-potential markets and customer segments.
• Analyze trends and market data to prioritize revenue efforts and optimize resource allocation.
• Leverage internal and external data to identify "hot spots" with the highest growth potential.
• Collaborate with and provide strategic recommendations to the SLT based on data insights.

Revenue Forecasting and Pipeline Management

• Own the revenue forecasting process, ensuring accuracy through detailed analysis of pipeline trends and ARR metrics.
• Create and deliver predictive models to support sustained, predictable revenue growth.
• Provide insights into deal stages, conversion rates, and risks impacting the pipeline.
• Ensure pipeline hygiene and data integrity across systems.

Data Analytics and Performance Insights

• Define and monitor key performance metrics to measure the health of the revenue organization.
• Build advanced dashboards and visualizations to communicate actionable insights to the SLT.
• Identify performance gaps and recommend data-backed solutions for improvement.
• Use data to inform quarterly business reviews (QBRs) and executive decision-making.

Process Optimization and Scalability

• Use data to identify inefficiencies and drive continuous improvement in revenue processes.
• Develop scalable frameworks to support sustainable growth while optimizing operational workflows.
• Design and implement a data-informed go-to-market plan that aligns with business objectives.
• Drive the operational cadence of the business, including performance reviews and executive updates.

Team Leadership and Cross-Functional Collaboration

• Build and lead a data-centric revenue operations team with expertise in analytics, enablement, and systems.
• Foster a culture of accountability and strategic thinking, ensuring the team is equipped with the tools and data needed to excel.
• Collaborate with Sales, Marketing, Customer Success, Product, and Finance teams to share insights and align strategies.
• Align compensation plans and incentives with data-backed strategic goals and measurable outcomes.

What You’ll Need:

• 6+ years of professional experience in revenue or sales operations, strategy, or a related field, preferably in SaaS or high-growth environments.
• 2+ years of management experience, with a proven ability to scale and guide teams.
• Expertise in Salesforce and HubSpot and proficiency in financial modeling, commission plans, and deal-desk management.
• Territory Planning Expertise: Proven experience designing and executing strategic territory plans, identifying high-opportunity areas, and allocating resources to drive growth.
• Data-Informed Insights: Strong analytical and problem-solving skills, with the ability to turn data into actionable insights that influence business strategies.
• Hands-On Compassionate Management: Willingness to dive into the details, work alongside your team, and execute on strategic plans, while also directing high-level initiatives.
• Cross-Functional Collaboration and Communication Skills: Experience working with the SLT and across departments to drive alignment and execute strategies.
• Tech Industry Knowledge: Solid understanding of the tech industry, especially SaaS, and the ability to stay ahead of market trends and revenue disciplines.

Who You Are:

• Strategic and Creative Thinker: You can develop long-term vision while continuously iterating and finding innovative solutions to drive revenue growth.
• Ownership Mentality: You take full accountability for revenue operations, consistently driving results and overcoming obstacles with a proactive approach.
• Collaborative Manager: You excel at partnering with cross-functional teams, ensuring alignment and success across departments while building and mentoring your team.
• Territory & Opportunity Optimizer: You have the ability to identify and focus on the most lucrative areas within the organization, ensuring resources are directed to where they’ll have the most impact.
• Data-Informed Decision Maker: You thrive on using data to make informed decisions, identifying trends, and implementing solutions to complex challenges.
• Tech-Savvy & Adaptable: You stay ahead of industry trends, are proficient with tools like Salesforce, and thrive in a fast-paced, evolving environment.
• Strategic Territory Planning: Develop and implement strategic territory planning frameworks to identify high-potential markets and customer segments. Use data-driven insights to prioritize revenue efforts and allocate resources effectively.
• Identify Revenue Hot Spots: Continuously review internal and external data to pinpoint areas within the organization that offer the greatest potential for growth, focusing resources on these opportunities.
• Optimize Go-to-Market Strategy: Lead the orchestration of the go-to-market plan and ensure it aligns with business goals, driving efficiency across all revenue-generating functions.
• Revenue Forecasting & Pipeline Management: Own the revenue forecasting process, pipeline evaluation, and ARR tracking. Collaborate with sales and marketing teams to improve forecasting accuracy and ensure sustained, predictable growth.
• Performance Metrics & Insights: Define key performance metrics, build reports and dashboards to monitor the health of the business, and deliver actionable insights to senior leadership. Identify areas of weakness and present solutions to improve performance.
• Operational Cadence & Rhythm: Own the operational rhythm of the business, driving the cadence of performance reviews, pipeline inspections, and executive presentations, including organizing quarterly business reviews (QBRs).
• Cross-Functional Collaboration: Partner with Sales, Marketing, Customer Success, Product, and Finance teams to streamline processes, improve revenue retention, and maximize efficiency. Ensure all functions are aligned on strategic goals and execution plans.
• Compensation Strategy: Own the design, process, and implementation of variable compensation plans across all revenue-generating departments, ensuring alignment with company goals and growth initiatives.
• Process Optimization & Scalability: Drive continuous improvement in all revenue processes, creating scalable solutions that enable CoLab to grow efficiently and sustainably.
• Mentor & Grow the Team: Build and mentor a high-performing revenue operations team, including roles focused on revenue enablement, systems, and insights. Foster a culture of accountability, creativity, and strategic thinking, ensuring the team has the tools and data to thrive.