Director of Revenue Operations en Emburse

The Director of Revenue Operations will be a driving force behind the company’s revenue performance, aligning strategy, systems, and execution across Sales and Marketing. This role will play a pivotal part in accelerating growth, improving operational efficiency, and supporting value creation initiatives tied to organizational milestones and KPIs.You will lead a data-driven approach to forecasting, pipeline management, and go-to-market optimization—ensuring that every revenue-generating team operates from a single source of truth. The ideal candidate is both strategic and hands-on, with the ability to bridge business strategy, analytics, and technology to drive sustainable, predictable growth.

What You Will Do!

Strategic Leadership

Partner closely with the CRO, CFO, and cross-functional stakeholders to design and execute a scalable revenue operations strategy that aligns with the company’s growth objectives and investment thesis.

Build a unified go-to-market operating framework that integrates Sales, Marketing, and Partnerships.

Serve as a trusted advisor to executive leadership on revenue performance, pipeline trends, and operational efficiency.

Lead the design and continuous improvement of revenue processes across the entire customer journey—from lead generation to renewal and expansion.

Establish clear KPIs and handoff processes within Marketing and Sales to enhance conversion rates and reduce friction.

Implement and maintain robust lead scoring, territory management, and pipeline governance standards.

Own the annual design, rollout, and administration of the company’s sales commission plans to ensure alignment with revenue goals and accurate, timely payout execution.

Own company-wide revenue reporting and analytics—delivering clear visibility into ARR growth, bookings, and pipeline health.

Partner with Finance to improve forecasting accuracy and revenue predictability.

Deliver board- and investor-level insights through regular reporting packages and dashboards.

Oversee the go-to-market tech stack (Salesforce, HubSpot/Marketo, Outreach, Gong, etc.), ensuring seamless integrations and data accuracy.

Evaluate and deploy new tools that support automation, scalability, and data-driven decision-making.

Champion data hygiene, governance, and compliance across all revenue systems.

Collaborate with Product and Customer Success to create data-backed feedback loops that inform pricing, packaging, and customer lifecycle initiatives.

Drive coordination across sales enablement, demand generation, and customer retention programs to optimize full-funnel performance.

Build and mentor a high-performing Revenue Operations team, fostering a culture of collaboration, accountability, and continuous improvement.

Establish best practices for operational excellence that can scale with the company’s growth trajectory and future exit strategy.

What We Are Looking For:

Bachelor’s degree in Business, Finance, Marketing, or related field (MBA preferred)

8+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations within a B2B SaaS environment

3+ years of leadership experience managing multi-disciplinary RevOps or GTM Ops teams

Experience in a private equity–backed company strongly preferred, ideally during a scale-up or transformation phase

Background in travel, expense, or financial workflow software is desirable

Deep expertise in Salesforce CRM, marketing automation platforms, and BI/reporting tools (e.g., Looker, Tableau, Power BI)

Strong analytical and modeling capabilities, with experience building executive-level dashboards and revenue forecasts

Proven ability to integrate technology ecosystems to improve process efficiency and data accuracy

Exceptional communication and executive presence; comfortable presenting to senior executives and board members

Strategic thinker who can translate data into actionable insights and scalable operational plans

Highly collaborative, with the ability to influence across departments and build trust at all organizational levels

Results-oriented mindset with a focus on measurable impact, continuous improvement, and accountability

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