Director, Revenue Operations

MadCap Software, Inc.; United States; Remote; USD 135,000 - 155,000; Full time

Benefits offered by this job

Work from home

Competitive Salary & Annual bonus

100% Employer Paid Medical, Dental and

Vision Insurance

401(k) match

Disability and life insurance

Flexible PTO + holidays

Job summary

MadCap Software, Inc. is seeking a Director of Revenue Operations to architect and scale our GTM framework in a remote USA setting. You will partner with the CRO and cross-functional leaders to align data, technology, and processes that drive predictable revenue growth.

You will own the GTM tech stack, data definitions, and governance, while shaping territory design and forecasting hygiene. Strong Salesforce expertise and an AI-enabled workflow mindset are essential for success.

Qualifications

• 8+ years in Revenue Operations, sales operations, or related function in B2B Tech.
• Expert-level knowledge of Salesforce architecture and GTM tech ecosystem.
• Experience with SaaS metrics, forecasting, territory design, and board-level reporting.
• Ability to influence strategy at the executive level and communicate with non-technical stakeholders.

Responsibilities

• Design and execute a cohesive go-to-market strategy with CRO and revenue leadership.
• Serve as RevOps partner across Sales, Marketing, Strategic Partnerships, Customer Success and Finance.
• Own GTM tech stack strategy, budget, and implementation to create a single source of truth (CRM, engagement tools, AI-enabled workflows).
• Identify where automation and AI can reduce friction and improve data quality, with human-in-the-loop controls.
• Create and present board-level pipeline and revenue metric analyses.
• Lead cross-functional initiatives across Sales, Marketing, Customer Success, Legal, Finance and Product.
• Own documentation and change management for GTM processes and data governance.
• Partner with Product Marketing and Revenue Enablement for training on changes and tooling.

Skills

Analytical skills

Strategic thinking

Executive communication

Territory design

Data governance

Process design

AI in GTM

Education

Bachelor's Degree in Revenue Operations or related field

Tools

Salesforce

Job description

Director, Revenue Operations

Job Location(s): Remote USA

About Us

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.

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.

Requirements

• 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.

Benefits/Perks

• 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.