[Hiring] Director, Revenue Operations @Testlio

Role Description

We are hiring a Director, RevOps to serve as the strategic partner to Sales and Marketing leadership, ensuring our go-to-market engine runs predictively, efficiently, and with data-backed insights.

• Oversee the full sales operations ecosystem, including CRM optimization, pipeline management, forecasting, territory planning, and sales process governance.
• Partner closely with Marketing to design, maintain, and continuously optimize our attribution model, ensuring clear visibility into channel performance, campaign ROI, and lead-to-revenue contribution.
• Contribute to, document, and refine the sales compensation strategy, including monitoring commissions, maintaining leaderboards, and defining special incentives.
• Monitor pipeline health daily—reviewing conversion rates, deal velocity, rep productivity, and forecast accuracy—and provide actionable insights to Sales leadership.
• Manage and refine the lead lifecycle (MQL → SQL → Opportunity → Closed), ensuring clean handoffs between Marketing and Sales through defined SLAs, workflows, and automation.
• Own CRM data quality, data governance, and reporting infrastructure; reduce noise, standardize definitions, and maintain a trusted single source of truth.
• Drive regular sales forecasting rhythms—weekly pipeline reviews, forecast calls, and roll-ups—ensuring consistent methodology and high accuracy.
• Partner with Sales Enablement to provide insights that inform playbooks, training, and sales process improvements.
• Collaborate with Marketing Operations on funnel analysis, segmentation, and targeting to support high-quality pipeline creation.
• Build and maintain dashboards for Sales, Marketing, and Executives, surfacing insights that influence strategy and resource allocation.
• Lead a small Sales Ops/RevOps team, prioritizing requests, managing project roadmaps, and ensuring a high level of service for the GTM organization.

Qualifications

• 10+ years of experience in Sales Operations or Revenue Operations within a SaaS or technology organization.
• Deep hands-on expertise with Salesforce, including workflow automation, reporting, dashboards, forecasting tools, data schema, and governance.
• Strong experience managing or partnering with Marketing Operations, particularly around multi-touch attribution, campaign tracking, and lead lifecycle management.
• Advanced proficiency in pipeline analysis, forecasting models, capacity planning, and sales performance metrics.
• Strong understanding of SaaS metrics, including pipeline coverage, ARR/MRR, win rate, velocity, CAC, and MQL to SQL to Opportunity conversion rates.
• Hands-on experience with marketing automation systems such as HubSpot, Marketo, or Pardot, including CRM integrations, other internet tools (ideally Clay), and sales engagement platforms such as Salesloft, Apollo, or Outreach, with proven ownership of platform management.
• Comfort with data tools such as Snowflake, Looker, Tableau, Power BI, or other BI/analytics systems.
• Proven ability to diagnose GTM bottlenecks and implement scalable process improvements in a fast-paced, remote-first environment.
• Experience leading or mentoring a Sales Ops/RevOps team, setting priorities, and balancing tactical support with strategic initiatives.
• Strong SQL or data manipulation skills (nice-to-have but highly preferred) for deeper analysis and troubleshooting.

Requirements

• Strong leadership skills and the ability to inspire and motivate cross-functional teams.
• Excellent communication and interpersonal skills, with the ability to effectively interact with stakeholders at all levels.
• Business orientation to translate technical outputs into meaningful customer value.
• Adaptability to thrive in fast-changing environments where priorities evolve as we scale.
• A mentorship mindset to share knowledge and uplift teammates.
• A growth mindset to continuously refine your craft, stay current with advances in finance, and seek feedback to improve.

Benefits

• Flexible paid time off—including national holidays, personal days, and sick days.
• Stock options to grow with Testlio.
• $300 annual learning stipend to support personal and professional development.

Application Process

At Testlio, we aim to hire individuals who are excited about their role, thrive in a fully remote environment, and have strong long-term potential with our team. Because we are a fully distributed company, our interview process includes conversations with several team members so you can get a well-rounded understanding of the role, the people you’ll work with, and how we collaborate. As a result, our interview process typically takes 3–4 weeks to complete.

• Application
• Recruiter interview
• TestGorilla assessment
• ~ 4 Team and Stakeholder interviews
• Reference checks
• Offer & background check

Diversity and Inclusion

Testlio is an equal-opportunity employer deeply committed to creating an inclusive environment for people of all backgrounds and identities. We are female-founded, and 46% of our team members identify as women.