Director of Revenue Strategy & Operations

UpKeep; Los Angeles (CA); Híbrido; USD 180.000 - 280.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Work from Home & Hybrid

Stock Options

Medical, Mental, Dental & Vision

401k Plan

Flexible Time Off

Paid Parental Leave

Los Angeles HQ

Connected Culture

Descripción de la vacante

UpKeep is seeking a Director, Revenue Strategy & Operations to build analytics and AI infrastructure across the GTM funnel. The role leads a lean RevOps team supporting Sales, Marketing, CS, and Finance and reports to the CFO, guiding resource allocation and strategy.

You will diagnose pipeline health, implement AI-driven workflows, and partner with GTM leaders to translate data into actions that drive growth and efficiency across ARR, retention, and expansion.

Formación

• Bachelor’s Degree with equivalent experience a plus.
• Strong full-funnel analytics: pipeline, conversion, segmentation, retention, expansion, cohort analysis, and capacity modeling.
• Experience at high-growth SaaS companies in the ~$30M–$150M ARR range, where you personally pulled the data and built the model.
• Proven ability to diagnose performance problems independently and to scale what works.

Responsabilidades

• Lead a lean RevOps function supporting Sales, Marketing, Customer Success, and Finance.
• Own weekly inspection of pipeline creation, lead flow, funnel conversion, and rep-level productivity with action lists for leadership.
• Diagnose funnel breakdowns and outperformers, translating insights into decisions.
• Build AI-driven workflows for account prioritization and weekly GTM inspection.
• Partner with GTM Engineering and leaders to implement high-value AI use cases and data governance.
• Deliver end-to-end GTM visibility and a compelling narrative to executives and the Board.

Conocimientos

Leadership

Revenue Ops

SQL

Excel/Sheets modeling

BI tools

AI/ML familiarity

Forecasting

Communication

Problem-solving

Cross-functional collaboration

Educación

Bachelor’s Degree or equivalent experience

Herramientas

Salesforce Revenue Cloud/CPQ

Gong

Clay

dbt

BI tools

Descripción del empleo

• As Director, Revenue Strategy & Operations, you will build the analytical and AI infrastructure that tells us what is happening in the funnel, why it is happening, what Sales and Marketing should do about it, and where Finance should allocate resources across the GTM function
• This is a hands-on role leading a lean RevOps function that supports Sales, Marketing, Customer Success, and Finance
• It is centered on full-funnel growth and revenue analytics — understanding the drivers of new business, retention, expansion, pipeline, conversion, and productivity, and translating those insights into clear decisions about where the company should focus
• Handed a pipeline export, your instinct should be to find the problem, and to find what is working well enough to scale
• This role reports to the CFO. You will lead and develop the RevOps team, including the Deal Desk Manager and Salesforce Administrator, and work in dotted-line partnership with the Sales Operations Manager, GTM Engineering, and Marketing Operations
• Own the weekly inspection of pipeline creation, lead flow, funnel conversion, and rep-level productivity, and turn each week’s findings into a short, specific list of actions for Sales and Marketing leadership
• Diagnose where the funnel is breaking and where it is outperforming, and make sure both get acted on
• Assess opportunity and pipeline quality directly, rather than taking stage and amount at face value
• Use AI to inspect pipeline at scale — opportunity quality, deal risk, and forecast credibility — rather than sampling manually
• Build AI-driven workflows for account prioritization, buying-signal detection, and weekly GTM inspection, replacing recurring manual analysis with automated reporting that leadership can trust
• Partner with GTM Engineering and functional leaders to identify and implement high-value AI use cases
• Deliver end-to-end visibility from lead generation through new business, onboarding, retention, expansion, and churn, including the analytical view of GRR, NRR, churn, and expansion tied back to acquisition source, segment, and deal characteristics
• Analyze conversion, velocity, pipeline health, cohort and segment performance, and revenue leakage; identify what our best customers and closed-won deals have in common and sharpen ICP, targeting, and segmentation around it
• Own the analytical framework for GTM capacity planning — headcount, productivity, quota capacity, pipeline requirements, and segment opportunity — and model the expected return from incremental GTM headcount, programs, and channels in partnership with Finance on annual planning
• Pressure-test forecast assumptions and surface leading indicators before they show up in reported results, partnering with the Sales Operations Manager, who owns the weekly forecast process, deal-level scrutiny, and sales operating cadence
• Own the GTM performance narrative for executive leadership and the Board, anticipating the questions before they are asked
• Set priorities and requirements for core GTM systems, data architecture, and reporting, and govern GTM definitions, metrics, and data quality so that Salesforce and other systems produce reliable, decision-useful data

Benefits

• Work from Home & Hyrbid: Most roles are fully remote, with a home office and WiFi stipend. Some positions are based in our Los Angeles HQ for in-person collaboration.
• Stock Options: We want our full-time employees to share in ownership and success of the company. Team members will receive Incentive Stock Options that can be purchased as soon as they are vested.
• Medical, Mental, Dental & Vision: We are committed to providing a comprehensive benefits program that helps our employees and their families stay healthy and maintain a positive work/life balance.
• 401k Plan: The future looks bright! We are happy to offer our employees the retirement benefits to build the future they want.
• Flexible Time Off: Our flexible PTO policy allows you to take the time you want and need to feel recharged and refreshed.
• Paid Parental Leave: UpKeep strives to support all of our employees. For those expanding their families, we offer a paid parental leave program to enable you to care for and bond with a newborn, newly adopted, or newly placed child.
• Los Angeles HQ: Our fully stocked HQ in the heart of Westwood village allows our teams to connect in person.
• Connected Culture: From virtual team events to in-person meetups, we keep our distributed team connected and engaged.

You should be comfortable getting into the data, inspecting the funnel, building the analyses and models yourself, and sitting down with functional leaders to solve problemsBuilder mentality: inquisitive, high-energy, low-ego, and comfortable working in a small team and directly in the detailsExposure to Salesforce Revenue Cloud / CPQ or similar quote-to-cash systems is preferred; this is not a Salesforce implementation role, and you will not be the day-to-day administratorHands-on with the modern GTM stack: Salesforce, Gong, Clay, enrichment and intent data, SQL, dbt, or BI toolsRoot-cause diagnosis across Marketing, BDR, Sales, and Customer Success — demand, qualification, process, capacity, productivity, or executionAbility to communicate complex analytical findings clearly to executives and functional leadersStrong Excel/Google Sheets modeling skills; SQL, BI, or data warehouse experience is a plusDeep, practical AI experience — hands-on building, not familiarity with AI tools for drafting and content generationBachelor’s Degree with equivalent experience a plusExperience at high-growth SaaS companies in the ~$30M–$150M ARR range, where you personally pulled the data, built the model, and worked directly in the CRMStrong full-funnel analytics: pipeline, conversion, segmentation, retention, expansion, cohort analysis, and capacity modelingA career built through Sales Strategy, Sales Ops, Marketing Ops, or GTM Strategy, rather than one centered primarily on Salesforce administration and systems ownership6–10+ years across Sales Strategy, Sales Operations, GTM Strategy, Revenue Analytics, Revenue Intelligence, Revenue Operations, or FP&AProven ability to diagnose performance problems independently — and equally, to spot what is working and build the case for scaling itReceptive to change – is flexible. Seeks and adopts improved approaches and processesInitiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performanceManages the workload - makes timely decisions, prioritizes effectively, solves problems, monitors results and takes remedial action where necessaryTechnically proficient – knows the role and has a solid familiarity with tasks and responsibilitiesTakes responsibility for own learning - knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learnCommunicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectivesWorks collaboratively – shares information, fosters teamwork and contributes to a positive work environment where people want to come to workDisplay ethical character and competence - acts with integrity and intent, is accountable for own actions, behaves according to the company valuesAct as a good citizen of UpKeep