About the Role:
We’re looking for a Director of Revenue Operations to serve as the architect and operator of our entire revenue engine. This is a high-impact leadership role that sits at the intersection of strategy and execution. This person will be responsible for unifying Sales, Marketing, and Customer Success operations into a single, coherent system that drives predictable, scalable growth.
You will lead a team and will partner directly with the CRO, CFO, and GTM leadership to shape how Consensus plans, measures, and optimizes revenue. This role reports to the CFO.
Why This Role is Different: This isn't just a seat at the table, it's a front-row view of the product you'll be using, championing, and helping evolve. The best person for this role will be a natural advocate: someone whose passion for RevOps makes them the first to show a peer why Consensus changes the way buyers and sellers work. You won't just run revenue operations, you'll help prove the category.
What You’ll Do:
Revenue Strategy & GTM Planning
- Partner with Finance for annual and quarterly GTM planning processes including quota design, territory modeling, capacity planning, and goal-setting across Sales, Marketing, and Customer Success.
- Partner tightly with Finance on scenario modeling, revenue forecasting, and attainment tracking, ensuring the financial plan is grounded in operational reality, not just assumptions.
- Make sure business objectives don't stop at the leadership level — operationalizing them across Sales, Marketing, and CS so strategy becomes action
Team Leadership
- Lead a high-impact RevOps team as a true player-coach — equally comfortable directing the work and doing it
- Develop and grow the team with intention — building clear ownership, accountability, and career paths that attract and retain operators who are as analytical as they are action-oriented
- Build a high-performing, cross-functional team culture rooted in data, collaboration, and continuous improvement.
- Serve as the strategic thought partner for the company and GTM leadership, bringing a RevOps perspective to the table before you're asked and answering hard questions with insights backed by data
Forecasting & Pipeline Management
- Own the company’s revenue forecast cadence end to end in partnership with the CRO and VP of Sales.
- Build and own predictive models including customer health scores, deal momentum scores, and expansion propensity signals that shift the team from reporting what happened to surfacing where to act
- Deliver forward-looking analysis on velocity, conversion health, and risk — giving leadership a clear view of where the number is going, not just where it stands today
- Establish forecast accuracy as an organizational discipline — setting standards, driving adoption, and holding the GTM org accountable to a shared methodology
Reporting & Analytics
- Accelerate the RevOps function shift from a data delivery operation into a strategic insight engine — shifting the org from looking at what happened to knowing where to act next
- Design executive and board-level reporting that tells a story, not just a scoreboard — connecting pipeline health, funnel performance, and revenue signals into a narrative that drives decisions.Ensure Marketing, Sales, and CS metrics are consistently defined and measured so attribution, ROI, and campaign-to-close analysis reflect a single source of truth across the revenue org
Systems & Tech Stack
- Serve as the executive owner of the GTM tech stack, including Consensus, HubSpot CRM and MAP, Gong, PandaDoc, Trumpet, and other enrichment platforms.
- Ensure data integrity, process adoption, and cross-system integration across Sales, Marketing, and CS tools.
- Evaluate and make build/buy/integrate decisions to scale the revenue infrastructure.
- Leverage AI and automation tools to streamline revenue operations workflows, improve forecasting accuracy, and surface insights that drive strategic decision-making across the GTM organization.
Process Optimization & Enablement
- Own the end-to-end revenue process from lead routing to closed-won to renewal — driving consistency and compliance through automation and smart process design so the machine runs the same way every time, at every stage.
- Partner with Sales Enablement to track rep ramp times, activity SLAs, and performance benchmarks and use that data to identify where better process and tooling can unlock rep performance
- Build the playbooks, training materials, and scalable processes that make operational excellence repeatable
Cross-Functional Partnership
- Operate as the connective tissue between Marketing, Sales, Partnerships, and Customer Success — ensuring business strategies are aligned across every team that touches revenue, not siloed within each one.
- Show up at the executive table not just as a RevOps representative, but as a strategic voice — bringing data-backed insights that shape how the business makes decisions, not just reports on them
What We’re Looking For:
- 10+ years of experience in Revenue Operations, Sales Operations, or a similar GTM operations function at a high-growth B2B SaaS company.
- 5-6+ years in a people management role, with a track record of building and developing high-performing ops teams.
- Deep expertise in CRM systems (HubSpot strongly preferred), marketing automation, and the broader GTM tech stack.
- Proven ability to own revenue forecasting, pipeline management, and executive-level reporting.
- Strong analytical foundation with proficiency in Excel/Google Sheets; SQL experience highly desired.
- Experience partnering with Finance and executive leadership on planning, modeling, and goal attainment.
- Exceptional communication skills with the ability to translate complex data into clear, actionable insights for senior audiences.
- A systems thinker who thrives in ambiguity and can balance strategic priorities with day-to-day operational demands.
- You’re known as a builder, a collaborator, and a joy to work with!
Join Consensus and enjoy a robust benefits package designed with your well-being in mind:
- Health & Wellness: Benefit from a generous employer contribution towards health insurance, with a variety of plans that include dental and vision coverage. Enjoy employer contributions to your HSA, and take advantage of HSA/FSA programs to maximize your tax savings.
- Retirement Ready: Secure your future with our 401(k) plan featuring company-matching contributions.
- Family First: We offer paid parental leave, so you can prioritize what matters most—your family.
- Work-Life Balance: Enjoy unlimited PTO and 12 company holidays to recharge and refresh. Celebrate your birthday with a day off, and enjoy Flex Fridays, where every third Friday of the month is yours to unwind.
- Flexible Work Options: Work in a flexible, remote environment that suits your lifestyle, with a top-tier WFH setup provided when you join.
- Grow with Us: Participate in our professional development program to expand your skills and advance your career.
- Give Back: Make a difference in your community with two paid volunteer days each year at a charity of your choice.