Director / Head of Revenue Operations

CrashPlan Group; United States; Remote; USD 160,000 - 200,000; Full time

Job summary

A leading cloud-based data backup provider is seeking a strategic Head of Revenue Operations to align Sales, Marketing, Customer Success, and Finance through data and technology. This role focuses on optimizing processes, driving insights, and empowering teams to foster predictable growth within the organization. The ideal candidate will have extensive experience in Revenue Operations, strong analytical skills, and expertise in CRM systems, particularly Salesforce.

Benefits

Medical benefits

Dental benefits

Vision benefits

401k match

Variable bonus plan

Qualifications

• 7+ years in Revenue Operations, Sales Operations, or related function in SaaS.
• 5+ years expertise in CRM systems (preferably Salesforce) and GTM analytics.
• Strong analytical mindset and excellent communication skills.

Responsibilities

• Define and execute revenue strategy across Sales, Marketing, and Customer Success.
• Own revenue performance analytics across the customer lifecycle.
• Build and lead a high-performing Revenue Operations team.

Skills

Revenue Operations

Sales Operations

GTM analytics

CRM systems

Analytical mindset

Communication

Collaboration

Education

MBA or equivalent advanced degree

Tools

Salesforce

HubSpot

Marketo

Gong

Outreach

Job description

About CrashPlan

CrashPlan is a leading provider of cloud-based data backup and recovery solutions for businesses and individuals. With a focus on security, scalability, and simplicity, CrashPlan helps organizations protect their critical data from a wide range of threats, including ransomware, human error, and natural disasters. CrashPlan offers solutions for servers, endpoints, and SaaS applications, ensuring that data is always protected and accessible.

Position Summary:

We are seeking a strategic and analytical Head of Revenue Operations to lead and optimize our end-to-end revenue processes. This pivotal role will align Sales, Marketing, Customer Success, and Finance through data, technology, and process to drive predictable growth. You will be responsible for building the infrastructure and insights that empower our go-to-market teams to perform at their best.

Key Responsibilities:

Strategy & Planning:

Partner with CMO and leadership to define and execute revenue strategy across Sales, Marketing, and Customer Success.
Lead the annual and quarterly planning processes including forecasting, territory planning, capacity modeling, and quota setting.
Design KPIs and dashboards that align cross-functional teams to business goals.

Analytics & Reporting:

Own revenue performance analytics across the customer lifecycle—lead to renewal/expansion.
Drive insights from CRM and marketing automation data to inform GTM strategies.
Conduct pipeline, conversion rate, churn, and sales productivity analysis to identify opportunities for growth and efficiency.

Process Optimization:

Identify bottlenecks in lead management, sales cycles, and handoffs between GTM functions and implement scalable solutions.
Drive adoption of best practices and standardized processes across the revenue engine.
Lead change management initiatives that support continuous improvement.

Tech Stack & Infrastructure:

Own and optimize the go-to-market tech stack (Salesforce, HubSpot/Marketo, Gong, Outreach, etc.).
Ensure data hygiene, governance, and integration across tools.
Evaluate and implement new technologies that improve efficiency and insights.

Leadership & Collaboration:

Build and lead a high-performing Revenue Operations team.
Act as the connective tissue between Sales, Marketing, Customer Success, and Finance.
Promote a data-driven culture of accountability and alignment across departments.

Required Qualifications:

7+ years of experience in Revenue Operations, Sales Operations, or a related function in a SaaS business.
5+ years expertise in CRM systems (preferably Salesforce) and GTM analytics.
5+ years experience managing high-growth environments and complex organizational structures.

Preferred Qualifications:

Proven success leading strategic initiatives across GTM functions at scale.
Prior experience in the data protection, cybersecurity, or backup software space.
Familiarity with PLG (Product-Led Growth) motions and self-serve SaaS funnels.
MBA or equivalent advanced degree.
Strong analytical mindset with the ability to translate data into actionable insights.
Excellent communication and collaboration skills.

The base salary range for this role is $160,000 - $200,000. This position is eligible for a variable bonus plan based on assigned targets, in addition to a full range of benefits including medical, dental, vision, 401k match, and more. Final compensation will be dependent on various factors relevant to the position and the candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset and other relevant business and organizational factors, consistent with applicable law. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed.