Director of Revenue Operations

MadCap Software, Inc.; Denver (CO); Remote; USD 135,000 - 155,000; Full time

Benefits offered by this job

Medical, Dental & Vision insurance for

Employer 401(k) match

Disability & Life Insurance

Flexible PTO + 12 holidays

Annual bonus

Fully remote

Job summary

MadCap Software, Inc. is seeking a Revenue Operations Director to architect revenue generation and GTM motion across Sales, Marketing and Partnerships.

You will own territory planning, governance and data-driven processes to enable scalable growth, reporting to the Chief Revenue Officer. You will lead the GTM technology stack, drive automation and AI-assisted workflows, and provide board-level insights on pipeline health and revenue metrics.

Qualifications

• Bachelor's Degree with 8+ years in Revenue/Sales Operations in B2B tech.
• Strong analytical and problem-solving skills.
• Expert Salesforce architecture and GTM tech knowledge.
• Financial acumen with SaaS metrics, forecasting and board-level reporting.
• Hands-on territory design, segmentation, ownership routing at scale.
• AI-native mindset with production GTM workflows.
• Ability to influence exec-level strategy and translate problems into system designs.
• Diligent, self-motivated, structured sales processes.
• Deep understanding of enterprise buying cycles.
• Excellent communication across all levels; work-from-home readiness.

Responsibilities

• Design and execute a cohesive go-to-market strategy with leadership.
• Partner across Sales, Marketing, Partnerships, Customer Success and Finance.
• Own GTM tech stack strategy and single source of truth (CRM, sequencing, AI tools).
• Identify automation opportunities and deploy with human-in-the-loop controls.
• Create and present board-level pipeline, GTM performance, and revenue metrics.
• Manage cross-functional initiatives end-to-end and align compensation, bookings, and pricing.
• Document GTM processes, data definitions and change controls.
• Collaborate with Product Marketing and Revenue Enablement for trainings.

Skills

Salesforce architecture

GTM tech stack

SaaS metrics

Forecasting

Territory design

Account routing

AI-assisted workflows

Executive communication

Self-motivation

Enterprise buying cycles

Education

Bachelor's Degree

Tools

CRM

Sales engagement

Conversation intelligence

Enrichment tools

Intent data/tools

Job description

At MadCap Software, we’re at the forefront of developing best-in-class software solutions for content creation, collaboration, publishing, management, and analytics & reporting. More than 10,000 leading organizations around the globe rely on MadCap Software’s solutions to create better content experiences for their customers and employees. Come join our awesome Team!

Propel Your Professional Growth

Every day we refine, iterate, and explore how to make work better for everyone. Join us in creating a better future of work that’s more connected, inclusive and flexible. We offer competitive benefits and compensation plans for our teams in addition to being:

• Connected: We come together — across time zones, regions, offices and screens.
• Inclusive: Our teams reflect the rich diversity of our world, with equitable access to opportunity for everyone.
• Flexible: We believe in the freedom to work when and how you work best, to help us thrive.

Position Summary

The Revenue Operations Director is the architect of MadCap's revenue generation and GTM motion. As a key partner to the CRO and revenue leadership team, you will shape the systems, data, and processes that drive predictable, scalable growth. You will own the architecture of our GTM strategy, from technology and process to data insights and supports revenue enablement.

As a Revenue Operations Director, you will own the full buyer journey operating model, and serve as the primary RevOps partner to Sales, Marketing and Strategic Partnership teams. You'll also take ownership of territory planning and governance, ensuring reps are working the right accounts with accurate market segmentation. You'll drive process clarity, pipeline health, forecasting hygiene, and cross-functional governance that make the funnel predictable, well-documented, and scalable. The ideal candidate brings a blend of strategic thinking shaping definitions, operating rhythms, coverage models, and territory design.

This role follows a data-driven approach that combines strategy, systems, process design, and analytics to align go-to-market motions across the organization.

You will report directly to the Chief Revenue Officer.

Duties and Responsibilities

• Partner with the CRO and revenue leadership to design and execute a cohesive go-to-market strategy.
• Serve as the primary RevOps partner across Sales, Marketing, Strategic Partnerships, Customer Success and Finance, ensuring consistent execution and clean handoffs across all motions.
• Own the strategy, budget, and implementation of the GTM tech stack to create a single source of truth. This includes CRM, sales engagement, conversation intelligence, enrichment and intent tools, and lead routing.
• Identify where automation and AI-assisted workflows can reduce friction, improve data quality, increase rep productivity, or surface better decisions. Build and deploy them with appropriate human-in-the-loop controls and auditability.
• Create and present board-level reports and analyses on pipeline health, GTM performance, and key revenue metrics.
• Manage cross-functional initiatives end to end across Sales Leadership, Marketing, Customer Success, Legal, Finance, and Product. Partner with Finance on compensation administration, bookings and ARR definitions, pricing and approval workflows, and reporting reconciliation.
• Own documentation and change management for all GTM processes, data definitions, source-of-truth hierarchy, quality monitoring, access standards, and change control.
• Partner with Product Marketing and Revenue Enablement to train teams on process changes, new tooling, and system updates.

Desired Skills and Experience

• Bachelor's Degree with 8+ years of experience in Revenue Operations, sales operations, or a related function in B2B Tech, preferably with experience in emerging technologies.
• Strong analytical and problem-solving skills.
• Expert-level knowledge of Salesforce architecture and the broader GTM technology ecosystem. Proficiency goes beyond report-builder-level into platform architecture: data model design, flow, validation rules, reporting, and integration patterns.
• Strong financial acumen with experience in SaaS metrics, forecasting, territory design, and board-level reporting.
• Hands-on experience with territory design, segmentation logic, account scoring, ownership routing, and managing transitions at scale.
• AI-native mindset with demonstrated usage of AI tools in your work. You have deployed or designed at least one AI-assisted workflow in a production GTM context.
• Ability to influence strategy at the executive level. You communicate clearly with non-technical stakeholders and translate business problems into system designs.
• Diligent work ethic. Must be self-motivated and able to take the initiative to get the job done with proven, disciplined sales processes and methodologies.
• Deep understanding of enterprise buying cycles.
• Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives.
• Work from home
• Competitive Salary & Annual bonus
• 100% Employer Paid Medical, Dental and Vision Insurance for Employee Only Coverage
• Employer Match for 401(k) plan
• Employer paid short & long term disability and life insurance
• Flexible PTO Policy + 12 Company paid holidays a year

MadCap Software is fully remote, with employees distributed across the US. We are currently hiring in the following approved states: California, Colorado, Florida, Georgia, Idaho, Illinois, Iowa, Kansas, Maryland, New Jersey, Ohio, Pennsylvania, South Carolina, Tennessee, Texas, Virginia, Washington, Wisconsin.

*We reserve the right to change the list of approved locations at anytime.

Annual Base Salary Range: $135K - $155K

In addition to our commitment to equal pay for equal work, MadCap is also committed to equal opportunity regardless of race, color, age, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, sexual orientation, marital status, citizenship, national origin, disability, or veteran status.