[Hiring] Senior Director of Revenue Operations @Ontic

Role Description

Ontic is looking for a Senior Director of Revenue Operations to join our Revenue Operations organization. As part of a centralized RevOps organization, this role sits at the intersection of our customer acquisition engine - bridging Marketing, SDRs, diverse Sales channels (Commercial, Public Sector, Partners) and Solution Consulting into a frictionless, high-velocity pipeline machine. Partnering closely with the CRO and revenue organization leadership team, you'll own the systems, processes and cross-functional cadences that keep the revenue teams aligned as we scale.

This is a highly cross-functional, high-visibility role suited for someone who can function independently, build from scratch and operate equally well in a spreadsheet, a forecast meeting and a cross-functional QBR. This is a leadership role that will manage a small team of high-performing Ops Business partners that cover Sales Operations, Marketing Operations and Enablement.

Responsibilities

• Strategic CRO Partnership
  • Serve as thought partner to the CRO on annual and quarterly revenue planning — bookings targets, headcount/capacity models, territory and segmentation design, and quota setting.
  • Own the integrity of revenue forecast: build and maintain the forecasting methodology, drive forecast calls/cadence, and bring a point of view (not just a number) on pipeline health and risk; partnering with sales leadership to identify and close gaps.
  • Prepare exec-level reporting on pipeline, bookings, funnel conversion, productivity, and forecast accuracy; be able to defend the numbers in the room.
  • Act as an early warning system — surface risks (funnel gaps, rep underperformance, pricing friction, loss signals) before they show up in the quarter-end number.
  • Partner with the CRO and CRO-org leaders to highlight business results & key trends across the organization to help the leadership team understand how we are tracking to our goals, where there is risk and where there are successes to be replicated.
• Pre-Sales Revenue Operations + Enablement
  • Oversee the Sales Operations, Marketing/SDR Operations, and Sales Enablement functions.
  • Guide the operational cadence across all functional areas within the CRO organization; ensuring tight alignment and standardized processes, that drive predictable results.
  • Own the end-to-end funnel across marketing, SDR, Sales to ensure a frictionless experience that optimizes results at each stage.
  • Oversee onboarding and continuous learning pathways tailored to distinct personas: SDRs (messaging/qualification), AEs (negotiation/closing), SEs (technical deep dives), Leaders (coaching/deal progression/forecasting).
  • Act as a change agent, ensuring the operational infrastructure for each function within the CRO organization scales alongside revenue growth.
  • Build, manage, and develop a Revenue Operations team across Sales Ops, Marketing Ops, SDR/Pipeline Ops, and Sales Enablement functions.
• Systems, Data & Process
  • Guide on the end-to-end revenue tech stack with an AI-forward approach; designing the tooling and processes to work seamlessly across systems and integrated with our internal AI tools and infrastructure.
  • Standardize and govern core processes: lead-to-opportunity, opportunity-to-close, renewal/expansion workflows; ensuring data integrity and consistent definitions ("pipeline," "qualified lead," "conversation rate," etc.) across Sales, Marketing, and Finance.
  • Develop real-time KPI tracking, dashboards, scorecards, and standardized reporting to measure performance and provide actionable business insights for the leaders.

Qualifications

• 10+ years experience in Revenue Operations or Sales/CS Operations, with at least 4+ years in a senior leadership role owning a multi-function operations org.
• Mature understanding of GTM + client-facing SaaS strategies with experience translating them into system and process requirements that deliver lasting business impact.
• Comfortable being the connective tissue between the Revenue org + other GTM teams & the ability to translate fluently in both directions - with experience operationalizing impactful system and process requirements that work for both teams.
• Bias toward action — this role fixes things, not just reports on them.
• Experience working with ambiguity and laser focused on delivering results; excellent analytical and decision-making skills.
• Proven experience leveraging GTM technology & sales tools; current tech stack includes Salesforce, Snowflake, Omni, Claude, ChatGPT, Clari, Outreach, Marketo.
• Strong written and verbal communication skills, and experience as a strategic business partner.
• Demonstrated ability to build and lead a team, not just an individual function.
• Bachelor's degree or equivalent work experience.

Benefits

• Competitive Salary
• Medical, Vision & Dental Benefits
• 401k
• Stock Options
• HSA Contribution
• Learning Stipend
• Flexible PTO Policy
• Quarterly company ME (mental escape) days
• Generous Parental Leave policy
• Home Office Stipend
• Mobile Phone Reimbursement
• Home Internet Reimbursement for Remote Employees
• Anniversary & Milestone Celebrations