Director, Revenue Operations

Arcadia; United States; Remote; USD 125,000 - 224,000; Full time

Benefits offered by this job

Remote-first culture

Flexible PTO

11 holidays per year

10 days sick leave

Bereavement leave

Professional development days

Parental leave

Job summary

Arcadia, the AI-powered energy platform, seeks a strategic Director of Revenue Operations to unite sales, finance, and systems, building an operating rhythm, team, and reporting. You will own full pipeline visibility, revenue reporting, and CRM governance, leading a global team of analysts and CRM professionals to drive forecasts and analytics for senior leadership.

The ideal candidate has deep B2B RevOps experience, strong program management skills, and excels at data-driven decision making.

Qualifications

• 8+ years in revenue operations, sales operations, or sales analytics in B2B.
• 3+ years leading people.
• Proven ownership of a forecast process for complex, long-cycle sales.
• Hands-on Salesforce expertise, including reporting, forecasting, and CPQ.

Responsibilities

• Own the RevOps charter, intake process, service levels, and the roadmap of reports and capabilities.
• Hire, manage, and develop a team of analysts and CRM experts, setting clear priorities and standards.
• Set the operating cadence: weekly forecast and pipeline reviews, monthly and quarterly business reviews.
• Deliver performance analysis, win/loss, ramp, and retention reporting with clear recommendations.
• Partner with Finance on bookings, ARR, and revenue reconciliation; collaborate on pricing governance and CPQ.

Skills

Forecasting

Analytics

Leadership

Communication

Project management

Education

Bachelor’s degree in business, communications, or other relevant field

Tools

Salesforce

CPQ

SQL

Power BI

Job description

Arcadia is the AI-powered energy intelligence platform for businesses. We replace fragmented tools and manual workflows with one platform to pay utility bills, buy energy, and advance sustainability — across every location, at enterprise scale.

Trusted by Fortune 2000 companies, Arcadia combines unified data, AI-powered analytics, and expert advisory to help enterprise teams save money, mitigate risk, and cut carbon .

We deliver this through three comprehensive solutions:

• Utility Bill Management: Automating the entire utility bill lifecycle — from data capture and validation to payment processing and auditing.
• Energy Procurement Advisory : Bringing together comprehensive data, AI-powered analytics, market expertise, and a strong partner network to make sophisticated procurement options accessible to all. .
• Sustainability Reporting — Verified emissions data with seamless integration into leading sustainability platforms.

Tackling the world's most complex energy challenges requires diverse thinking. We're building teams of people from different backgrounds, industries, and disciplines — united by a belief that energy management should be simple, intelligent, and a genuine driver of business value.

What we’re looking for:

We are seeking a strategic, analytical Director of Revenue Operations to join the Commercial Operations team. You will lead the revenue operations function that sits between sales, finance, and systems: forecasting, pipeline, analytics, territory and quota planning, and the governance that keeps the numbers trustworthy. You will build the operating rhythm, the team, and the reporting that leaders use to run the business.

This individual will own the processes and reporting that give the business full pipeline visibility, revenue operations reporting, and CRM management. They will manage a global team of analysts and CRM professionals and will help lead the operating rhythm for the sales organization. Provide strategic oversight and management of Revenue Operations, including business development, marketing operations and sales enablement

The ideal candidate is an experienced B2B revenue operations leader who combines deep sales process/pipeline understanding and analytics expertise with strong program management and the ability to motivate a team.

Arcadia is open to fully remote candidates and employees have access to co-working spaces.

#LI-REMOTE

What you'll do:

• Own the RevOps charter, intake process, service levels, and the roadmap of reports and capabilities.
• Hire, manage, and develop a team of analysts and CRM experts, setting clear priorities and standards for quality and turnaround.
• Set the operating cadence: weekly forecast and pipeline reviews, monthly business reviews, quarterly business reviews, and annual planning.
• Run the forecast methodology by deal tier: stage-weighted for core deals, hybrid for mid-market and enterprise, deal by deal for whale deals.
• Hold the organization accountable for forecast accuracy and pipeline coverage across the next four quarters, not only the current one.
• Deliver rep and team performance analysis, win/loss, ramp, and retention reporting, with clear recommendations.
• Partner with the deal desk on pricing, discount, and non-standard terms governance, and with the Salesforce engineers on CPQ, releases, and change management.
• Set data quality standards, access controls, and audit trails for pricing and contract data.
• Manage CRM updates and CRM development

What will help you succeed:

Must-haves:

• Bachelor’s degree in business, communications, or other relevant field.
• 8+ years in revenue operations, sales operations, or sales analytics in B2B, including 3+ years leading people.
• Proven ownership of a forecast process for complex, long-cycle sales.
• Hands-on Salesforce expertise, including reporting, forecasting, and CPQ, and the judgment to direct engineers on configuration.
• Strong analytical skills (SQL, BI tools, and financial modeling) and comfort turning data into recommendations for executives.
• Experience with territory, quota, and compensation planning.
• Experience partnering with Finance on bookings, ARR, and revenue reconciliation.
• Clear written and verbal communication with senior leaders, and the confidence to challenge definitions and data.
• Proficiency in Microsoft Suite, Google Suite, and Salesforce CRM
• Strong project and program management skills
• Self-starter who can manage multiple projects and collaborate with colleagues, matrix relationships, internal clients and senior management

Nice-to-haves:

• MBA
• Advanced Analytics certification
• PowerBI or equivalent dashboard build and support
• Experience with CPQ implementation or a major systems transition.
• Experience with a data warehouse and modeled data layers.
• Background in energy, utilities, or data and analytics businesses.
• Familiarity with MEDDICC, Challenger, or similar sales methodologies
• "Remote first" culture - work anywhere in the continental US as long as you have a reliable internet connection
• Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year
• 11 annual holidays
• 10 days sick leave
• Up to 2 weeks bereavement leave
• 2 professional development days off
• Parental Leave Benefits for ALL parents
• 75-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents

Celebrating Diversity and Inclusion

Here at Arcadia, we cultivate diversity, celebrate individuality, and believe unique perspectives are key to our collective success in creating a clean energy future. Arcadia is committed to equal employment opportunities regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, protected veteran status, or any status protected by applicable federal, state, or local law.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation by emailing [e-mail] prior to completing your application.

Target Annual Compensation Range for this role will be $124,875 - $224,000. There will also be competitive benefits and equity (bonus if applicable) component to the package. The exact compensation at which this job is filled will be determined by the skills, experience, and location of the qualified candidate. Please note that we are unable to offer visa sponsorship for this position at this time.

Automated Screening: Arcadia uses AI-assisted technology to evaluate candidates on relevant skills, experience, and education as outlined in the job description. Human review is part of all hiring decisions. Candidates may request an alternative selection process by contacting [e-mail] before submitting your application.

Data Privacy & California Residents: You voluntarily provide personal information (such as your resume, contact details, and assessment responses) when submitting an application. We may use this to evaluate your candidacy and derive inferences from this data to match your profile with open roles. For California Residents: This collection is consistent with the CCPA. You have the right to request access to or deletion of your data by contacting [e-mail].