Director of Revenue Operations

RevOps Leader – Build the Revenue Operating SystemWe are hiring a Revenue Operations Leader to design and implement the revenue operating system across process, tooling, metrics, reporting, and operating cadence. This role will drive accountability across the go-to-market team, create better visibility into pipeline health, and help make revenue performance more predictable.
This is not a traditional Head of Sales role. It is a systems and execution leadership position focused on making the existing team more effective through process rigor, CRM optimization, reporting discipline, and a consistent operating rhythm.
What You’ll Do1. Build the Revenue Operating SystemDesign and implement a clear, scalable sales process, including:

• Defined sales stages and exit criteria
• Required CRM fields
• Lead and opportunity definitions
• Follow-up SLAs
• Qualification standards
• Pipeline hygiene expectations

Create executive-grade reporting and dashboards focused on:

• Activity and conversion metrics
• Pipeline coverage
• Forecast accuracy
• Stage progression
• Gap-to-goal visibility

Establish and run a consistent weekly operating cadence, including:

• Pipeline inspection
• Forecast reviews
• Deal reviews
• Action item tracking
• Follow-up accountability

Identify pipeline leakage points and implement fixes through process, tooling, reporting, and training.
2. Own CRM Strategy and ToolingOwn the CRM strategy and ongoing evolution of the revenue technology stack.
The current CRM environment is stronger for post-deal account management than for modern sales motion execution. This role will evaluate and recommend improvements, including:

• CRM optimization
• Integration strategy
• Workflow automation
• Reporting enhancements
• Potential migration to a modern sales and marketing CRM, such as HubSpot or Salesforce, if warranted

Ensure the system supports and reinforces:

• Follow-up discipline
• Qualification rigor
• Clean pipeline management
• Strong proposal and pricing workflows
• Reliable leadership reporting

3. Lead Sales Execution Through Process and AccountabilityPartner closely with the existing sales team to implement the revenue operating system and drive adoption.
This role will reinforce accountability through:

• Weekly cadence
• Scorecards
• Pipeline inspection
• Forecast discipline
• Clear ownership of next steps

Improve qualification quality, pipeline progression, and consistency across the sales process.
Standardize and accelerate proposal and pricing workflows through templates, approval flows, clear standards, and defined handoffs.
4. Optimize Partner, Inbound, and Outbound MotionsTighten the operating system around the company’s current inbound and partner-driven pipeline.
Evaluate and optimize partner motion effectiveness, including lead flow, handoffs, follow-up, attribution, and reporting.
Help enable a stronger outbound motion over time using the current stack, including Apollo.io. Experience or interest in tools such as Clay is a plus.
Design clean, reliable lead management workflows and handoffs across Marketing, Sales, Partnerships, and Leadership.
SDR/BDR management is not currently in scope. Marketing supports top-of-funnel activity today; however, this role must ensure the downstream workflow is tightly engineered, measurable, and consistently followed.
What Success Looks Like in the First 90 Days

• CRM data quality improves significantly.
• Every opportunity has a clear owner.
• Stage integrity is enforced.
• Next steps are consistently documented.
• Follow-up SLAs are defined, implemented, and measurable.
• Weekly go-to-market meetings become crisp, structured, and metric-driven.
• Founder and executive involvement in routine sales management is reduced.
• Qualification standards become clearer and more consistently followed.
• Proposal and pricing workflows become more standardized and faster.
• Leadership gains clear visibility into pipeline health, forecast confidence, and gap-to-goal.

Ideal Candidate ProfileMust-Have

• 7–12 years of experience in Revenue Operations, Sales Operations, or GTM Operations in B2B environments.
• Proven ownership of CRM strategy, process design, and reporting infrastructure.
• Demonstrated ability to implement systems that drive behavior change and adoption across sales teams.
• Comfortable leading operating cadence and enforcing accountability through metrics.
• Strong cross-functional communication skills across Sales, Marketing, Partnerships, and executive leadership.
• Experience managing change and implementing structure without slowing momentum.
• Strong understanding of pipeline management, forecasting, qualification discipline, and sales process design.

Strong Plus

• Experience in payments, fintech, or merchant services environments.
• Hands-on experience with HubSpot or Salesforce, including CRM evaluations, optimizations, or migrations.
• Familiarity with modern go-to-market tooling, including Apollo, Clay, enrichment tools, sequencing tools, and automation platforms.
• Experience improving proposal, pricing, approval, and sales enablement workflows.

Encore Talent Solutions is an Equal Opportunity Employer. We respect and seek to empower each individual and support the diverse cultures, perspectives, skills, and experiences within our workforce.