Director, Revenue Operations

TechnoMile; McLean (VA); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Unlimited PTO

401(k) match

Health insurance

Professional development allowance

Hybrid/remote work

Job summary

TechnoMile, a leading GovCon AI software company, seeks a Director, Revenue Operations to design and lead our RevOps from the ground up. You’ll report to the CRO and work closely with the CFO and GTM leaders to improve forecast accuracy, accelerate pipeline, and optimize seller productivity.

Location is the DC metro area with remote options; occasional Tysons Corner office visits may be required for key events.

Qualifications

• 8-10+ years in Revenue/Sales Operations or Business Operations at a B2B SaaS company.
• Experience building RevOps from the ground up.
• Hands-on Salesforce administration experience; Gong experience preferred.
• Strong data and analytics skills with BI tools and Excel/Sheets.

Responsibilities

• Design and stand up the Revenue Operations function from scratch.
• Set multi-quarter RevOps roadmap aligned to growth goals.
• Partner with CRO/CFO on GTM strategy, revenue planning, and organizational design.
• Own companywide revenue forecasting with weekly and quarterly models.
• Lead GTM planning including capacity, territory design, and quota setting.
• Own sales compensation design, administration, and incentive programs.
• Architect an integrated GTM tech stack with Salesforce as the system of record.
• Serve as Salesforce administrator and manage data architecture and dashboards.
• Deploy Gong trackers and scorecards to surface coaching insights.
• Build and maintain the revenue reporting suite from team dashboards to board-level reporting.

Skills

Sales Operations

Revenue Operations

GTM strategy

Executive communication

Tools

Salesforce

Gong

Excel/Sheets

BI tools

Job description

TechnoMile is the leading provider of AI-powered software solutions purpose-built for companies that sell to the government. Trusted by government contractors across industry, TechnoMile helps GovCon teams manage the full lifecycle of winning and executing federal, state, and local contracts – from opportunity identification through contract management. With AI-driven insights, automated workflows, and deep domain expertise, TechnoMile is redefining how companies navigate the complexity of doing business with government.

About the Role

TechnoMile is seeking a Director, Revenue Operations to join our Sales team. Reporting to the Chief Revenue Officer, you'll build and lead the Revenue Operations function from the ground up. This is a zero-to-one mandate: there is no existing RevOps operating cadence today or systems architecture. You'll design the strategy and infrastructure behind our revenue engine, and build the team and operating rhythm to run it, partnering directly with the CRO, CFO, and GTM leadership to improve forecast accuracy, accelerate pipeline generation, and optimize seller productivity.

As the most senior Revenue Operations leader in the company, you'll set the function's strategy, establish its systems and data foundation, and build the team needed to scale it as the company grows. As part of a company that’s building AI-enabled products, we’re looking for someone who is comfortable using AI tools to enhance their own work and accelerate outcomes. You’ll be part of a culture that values experimentation, continuous learning, and finding smarter ways to solve problems.

This role is ideally located in the Washington, DC metro area and is open to remote candidates, with the ability to come into the office in Tysons Corner, VA as needed for important events and meetings.

About the Team

Our field Sales team is a fast-growing, quota-carrying organization focused on helping GovCon businesses run compliant, efficient revenue operations. Together, we’re responsible for landing new logos and expanding existing accounts across a large and underpenetrated market, with Revenue Operations building the systems, data, and operating cadence that power it.

What You’ll Work On

• Design and stand up the Revenue Operations function from scratch: org design, systems architecture, data governance, and operating cadence.

• Set the multi-quarter roadmap for RevOps, prioritizing investments in systems, headcount, and process against company growth goals.

• Serve as the primary strategic partner to the CRO and CFO on GTM strategy, revenue planning, and organizational design.

• Own companywide revenue forecasting, partnering with Sales and CS leadership on accurate weekly and quarterly models for bookings and churn.

• Lead annual and in-year GTM planning: capacity, territory design, quota setting, compensation planning, and investment prioritization.

• Own sales compensation plan design and administration, commission tracking, and metric audits, plus lightweight incentive contests to drive short-term pace.

• Architect an integrated GTM tech stack, including Salesforce as the system of record, with clean data flow, consistent attribution, and governance for CRM access and data hygiene.

• Serve as internal Salesforce administrator (directly or via the team you build), owning data architecture, custom objects, flows, dashboards, and user management.

• Deploy and manage Gong, configuring trackers, scorecards, and call review workflows to surface coaching insights.

• Build the GTM reporting suite end to end, from team-level dashboards (ARR, NRR, CAC, LTV, pipeline coverage) to executive and board-level reporting, establishing consistent metric definitions across the org.

• Establish and own executive operating cadences (forecast reviews, pipeline reviews, QBRs, planning), including agendas and pre-work.

• Build and lead the Revenue Operations team, starting with 1-2 CRM/data administrators based in India, including hiring, goal-setting, and performance oversight.

• Identify and drive opportunities to automate reporting and analytics using AI.

What We’re Looking For

• Experience: 8-10+ years in Revenue Operations, Sales Operations, or Business Operations at a B2B SaaS company, including experience building a RevOps function from the ground up.

• Systems expertise: Hands‑on Salesforce administration experience; Gong experience strongly preferred. Advanced data skills across Excel/Sheets, Salesforce, and BI tools.

• GTM operations depth: Deep experience in SaaS forecasting, pipeline management, territory design, quota setting, and compensation administration.

• Executive presence: Track record of influencing and advising executive leadership through data and narrative and operating as a peer to CRO/CFO-level stakeholders.

• Team building: Experience building and managing offshore/distributed teams.

• AI fluency: Hands‑on experience using generative AI and automation tools to boost productivity, and sound judgment on when to lean on AI versus human insight.

Preferred Qualifications

• Familiarity with federal procurement, prime/sub relationships, and contract vehicles (GSA, GWAC, SEWP) is a plus, not required.

Our Tech Stack

You’ll work with technologies like: Salesforce, Gong, and standard BI and GTM reporting tools.

Will You Thrive at TechnoMile

At TechnoMile, we come from many backgrounds, but we’re united by our core values and our drive to pursue greater opportunity. Together, we achieve the extraordinary, turning the improbable into possible.

• Stronger Together: We know it takes people with different backgrounds, distinct experiences, and unique points of view to make our company succeed. We treat one another with trust and respect and work together, knowing we win or lose as a team. We take time to have fun together, share our appreciation for one another, and celebrate achievements.

• Relentless Customer Focus: Taking care of our clients is our first priority and at the core of everything we do. We listen to our customers and seek to exceed their expectations. We keep our promises, and we acknowledge and learn from mistakes when we make them.

• Humble, Hungry, and Smart: We are curious and seek to continuously learn. We avoid arrogance, recognizing that our clients, co-workers, and partners bring knowledge and experience that help us achieve our shared goals. We think creatively, devise new approaches to solve problems, and seek to deliver solutions and insights that others cannot.

• Aim High: We are committed to the highest standards of ethical conduct in all that we do, and we take pride in providing high-quality products and services that we stand behind.

Why You’ll Love Working at TechnoMile

We want you to succeed here, personally and professionally. Here’s what that looks like:

• Work-life Integration: Unlimited PTO, because we trust you to manage your time and get your work done.

• Competitive Benefits: A 401(k) match, plus health coverage with employer-paid or employer-contributed HSA options.

• Growth & Development: An annual professional development allowance to support your learning and growth.

• Where You’ll Work: A mix of hybrid and remote roles, with the setup determined by team and position.