Note: The job is a remote job and is open to candidates in USA. Actionstep is a pioneer in the development and sale of software-as-a-service (SaaS) products, specializing in Legal Practice Management software. The Senior Director of Revenue Operations is responsible for optimizing the go-to-market engine across Sales and Marketing, managing the full revenue lifecycle, and leveraging AI to enhance operational efficiency and effectiveness.
Responsibilities
- Own the Salesforce architecture as the source of truth for the GTM engine. Ensure account, contact, opportunity, and product data are clean, structured, and AI-ready
- Own lead management end-to-end: lead routing, qualification gates, hand-offs across SDR / AE / partner motions, and the SFDC plumbing that supports each stage
- Build account and prospect scoring models that improve targeting and prioritization. Lead ICP definition inside Salesforce, in partnership with Marketing
- Own data enrichment, attribution, and the integrations that connect Marketing automation, intent signals, and the rest of the GTM tech stack into Salesforce
- Govern the GTM tech stack (Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and adjacent tools). Drive adoption, ROI, and continuous improvement
- Identify and remove process bottlenecks. Build a scalable foundation that enables growth without proportional increases in headcount or operational complexity
- Partner with the in-flight Q2C redesign engagement on order form, cross-sell amendment workflow, and Salesforce-to-NetSuite integration improvements
- Lead the build-out of AI-enabled GTM capability across the customer acquisition process: prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision support
- Embed AI into the daily workflows of Account Executives and SDRs via Outreach, Agentforce, Claude, and new tools as they arrive. Drive measurable improvements in ramp time, attainment, win rates, and bookings per rep
- Build automated research and enrichment workflows that reduce manual prospecting effort while increasing personalization quality across outbound campaigns
- Integrate AI-driven insights into the sales process to strengthen messaging, qualification, and opportunity strategy, with appropriate human review and control
- Coordinate sales forecasting, planning, budgeting, and quota-setting processes. Ensure targets are realistic, fair, and aligned with company strategy
- Lead territory modeling, quota design, and capacity planning using data-backed scenario analysis
- Build and maintain dashboards for both executive and operational audiences — covering ARR growth, pipeline health, territory performance, forecast accuracy, and retention for leadership and the board, and pipeline movement, attainment, deal age, win rates, source, size, and cross-sell vs. standalone for sales leadership
- Partner with Finance and HR on sales compensation plan design and administration; drive desired behaviors while maintaining fairness and clarity
- Define and track measurable KPIs for the revenue function
- Operate as a trusted strategic partner to all Sales VPs, the CRO, and Marketing leadership across regions. Become the first call for strategic revenue operations questions
- Partner with Marketing on lead management, routing, attribution, and ICP definition
- Partner with Customer Success on retention and expansion data, process, and tooling to drive NRR. Ensure the post-sale side of the engine is as well-built as the new-business side
- Partner with Sales Enablement on enablement program design and rollout, AE onboarding, and tool adoption
- Partner with Finance and Accounting on forecasting, quote-to-cash, and revenue recognition
- Represent Revenue Operations in ELT-level conversations that shape revenue strategy. Lead or co-lead cross-functional revenue initiatives (pricing and packaging, cross-sell amendment build, M&A integration on the GTM side)
- Manage and develop the Sales Operations Analyst, delegating tactical Salesforce administration and marketing operations work appropriately
- Set clear expectations, deliver consistent structured coaching and feedback, and define ownership boundaries that free your capacity for strategic work
- Build the function’s bench over time as the company scales
- Undertaking any other reasonable duties as required
Skills
- 7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company, with at least 3 years in a leadership role managing direct reports
- Demonstrated interest in building AI-enabled selling capability to produce measurable productivity gains
- Deep Salesforce expertise; comfortable architecting and reviewing the platform
- Track record of partnering effectively with senior sales leadership (VPs and CRO-level) as a peer
- Track record of connecting and governing a modern GTM tech stack (Salesforce as source of truth, plus tools such as Outreach, ZoomInfo, 6sense, DocuSign, and proposal tooling) to ensure reliable data flow, intelligent automation, and scalable reporting
- Experience building executive and board-level dashboards
- Experience with territory modeling, quota design, and capacity planning using data-backed scenario analysis
- Strong written and verbal communication, especially when translating between sales, marketing, and finance audiences
- Direct, accountable, and resilient under change. Receives feedback well and defaults to curiosity
- Vertical SaaS experience (legal tech especially, or other regulated / professional-services verticals)
- Experience with ZoomInfo, DealHub, or comparable category tools
- Experience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tooling in a production sales environment
- Experience with NetSuite, Zone Billing, ASC 606 revenue recognition, and Salesforce-to-NetSuite integration via Celigo or comparable middleware
- Experience with Salesforce Revenue Cloud Advance (RCA) or equivalent CPQ tooling
- Experience leading a Salesforce or RevOps redesign engagement with an external partner
- Experience scaling Revenue Operations from approximately $50M to $200M+ revenue
- Experience supporting cross-sell motions in a multi-product environment
Benefits
- Robust medical, dental, vision offerings
- 401K with company match
- Flexible working and PTO
- Take your birthday off
- Frequent team building events
- Fantastic training and development opportunities
Company Overview
Actionstep is a legal practice management software to organize legal work, drive collaboration, and simplify admin. It was founded in 2004, and is headquartered in Richmond, Virginia, USA, with a workforce of 201-500 employees. Its website is https://www.actionstep.com.