Senior Director, Revenue Operations
At a glance
Leadership Revenue & Sales Operations role at CloudZero. Boston · full-time · $200,000–$220,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Lead an Ops Center of Excellence with sales, customer success, and marketing leaders on a unified GTM strategy
- Own territory segmentation, account assignments, ICP definition, health scoring, lead routing, and campaign management
- Run commission administration from plan and quota issuance through payout calculations and visibility
- Build recurring GTM reporting on funnel activity, bookings, and customer lifetime value
- Analyze trends and risks, forecast ARR and churn, manage enablement, and implement GTM tools including AI orchestration
What you bring
- Bring at least ten years in operations or another relevant field
- Have experience working at a B2B SaaS company
- Explain complex ideas clearly to executives and employees, including through large-audience presentations
- Know GTM tooling such as Clay, ZoomInfo, Salesforce and/or HubSpot, Outreach, Sybill, and Gong
- Understand APIs and AI automation, and communicate well in writing and interpersonal settings
Who this fits
You’ll suit this role if you take initiative, move quickly, test ideas, and own both outcomes and next steps. You’ll work with sales, customer success, and marketing leaders while managing an external GTM enablement team. This is a full-time, hybrid position in Boston.
From the employer
The Senior Director, Revenue Operations is a unique blend of analytics, ops, and technical instrumentation. Your primary mission is to lead an Ops Center of Excellence that partners with the Head of Sales, Head of CS, and Head of Marketing with optimizing and executing a unified GTM strategy.
What You'll Do:
Own core ops responsibilities such as territory segmentation, account assignments, ICP definition, health scoring, lead routing, campaign management
Own commission administration across plan and quota issuance as well as payout calculation and visibility
Build and automate weekly, monthly, and quarterly reporting across GTM funnel activities, bookings, customer lifetime value
Analyze data to identify trends, risks, and opportunities for growth and retention metrics improvement.
Manage external GTM Enablement team with defining areas of focus and success criteria
Lead short and long term forecasting of ARR and Churn
Implement and manage GTM tools, including AI orchestration, to reduce friction and amplify productivity
What You'll Bring:
Self-starter mindset: We believe in a self-starter mindset, meaning you proactively identify gaps in business strategy & operations and prioritize what to solve with your team; you are not waiting to be told what to do. Speed of execution is critical.
Excellent communication skills: Deliver messages in a clear, compelling, and concise manner. Actively listens and checks for understanding and can articulate messages in a broadly understandable way.
Rapid experimentation mindset: Must be familiar with setting up experiments, measuring effectiveness, failing fast, and building a scalable process.
Ownership: Takes equal ownership of the successes and failures of achieving operational maturity. Keeps internal customers and goals on track, with extreme ownership of the next steps and timelines.
QUALIFICATIONS
10+ years of Ops or other relevant experience
Work experience in a B2B SaaS company
Demonstrated ability to communicate complex concepts concisely and clearly to all levels of employees, from the Executive level to the employee base.
Excellent written, interpersonal, and presentation communication skills; comfortable and confident presenting new concepts to large audiences.
Systems knowledge - Deep understanding of GTM tooling:
Enrichment: Clay, ZoomInfo; CRM: Salesforce and/or HubSpot;
Engagement: Outreach, Sybill, Gong
Strong understanding of API’s and AI automation
About CloudZero
CloudZero is the AI ROI Company. We built the financial control plane for AI: the system finance, IT, and engineering use to connect every AI dollar to the outcome it produced. Across every provider. In real time.
AI spend is the fastest-growing line on enterprise P&Ls and the least understood. Only 14% of CFOs can prove AI ROI today. CloudZero answers the question no one else can: what did it cost to produce this outcome, for this customer, on this model.
The largest cloud spenders on the planet already run on CloudZero, including Coinbase, Duolingo, DoorDash, and Shutterstock. We processed 14 trillion billing events in the last twelve months. We're the first listed partner on Anthropic's cost and usage API. We've raised over $119 million, including a $56 million Series C backed by leading venture capital firms.
Why Join Our Team?
At CloudZero, you’ll find a collaborative, fast-moving environment where your work makes a direct impact. We’re a team that values ownership, creativity, and curiosity — and we’re tackling some of the most complex challenges in the cloud space. If you’re excited by working with cutting-edge technology, driving meaningful outcomes, and growing with a company that’s scaling fast, we’d love to hear from you!
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