Director, Revenue Operations

LeafLink; United States; Remote; USD 200,000 - 220,000; Full time

Job summary

A leading B2B cannabis platform is looking for a Director of Revenue Operations to implement and scale effective sales processes. This highly visible role requires strong leadership potential and a blend of strategic and executional skills to optimize revenue and drive the company's growth.

Benefits

Flexible PTO

Stock option plan

5 Days of Volunteer Time Off (VTO)

Competitive compensation

401k match

Comprehensive health coverage

Commuter Benefits

Qualifications

• 8-14 years in Revenue Operations or Sales Strategy.
• Proven ability to execute and strategize effectively.
• Strong operational modeling and forecasting experience.

Responsibilities

• Partner with different departments to optimize revenue funnel and processes.
• Design reporting frameworks and manage quota setting and compensation.
• Drive operational excellence across the revenue organization.

Skills

Analytical

Collaboration

Communication

Strategic Thinking

Adaptability

Tools

Salesforce

Tableau

Power BI

Sigma

Job description

About LeafLink

LeafLink is the largest unified B2B cannabis platform, providing licensed cannabis businesses a suite of tools to manage their business more effectively, sell or order from their favorite brands and accelerate growth. We are one platform, one solution and we’re defining the way thousands of cannabis brands, distributors, and retailers streamline their operations. With thousands of brands and retailers across 30+ markets in North America, we are setting the industry standard for how cannabis businesses grow together. LeafLink processes more than $5 billion in wholesale cannabis orders annually.

Our team, backed by funding from leading VC's, including Founders Fund, Thrive Capital, Nosara Capital, and Lerer Hippeau is poised to define the cannabis supply chain through technology. LeafLink was named one of Inc. 5000’s ‘Top 5000 Fastest-Growing Private Companies’; one of Fast Company's 'Top 10 Most Innovative Companies in Enterprise for 2020', joining the ranks of Amazon, Slack, and VMWare; one of Built In NYC's 'Best Places to Work in 2021'; 2024 Fast Company’s Best WorkPlaces for Innovators for Banking, Finance, and Fintech category; 2024 Green Market Report Award for Best Fintech in cannabis - and we're just getting started!

The Role

LeafLink is hiring a Director of Revenue Operations to own and scale the foundational architecture that powers our sales and customer success teams. As LeafLink continues to grow, this person will play a critical hands-on role in designing and implementing scalable GTM processes, systems, and data infrastructure. This includes commissions, billing, forecasting, and tooling needed to drive operational excellence across the revenue organization.

This is an individual contributor role with high visibility and impact across the company. The ideal candidate brings strong RevOps expertise and thrives in both strategic and executional work. This role has a clear path to leadership (Sr Director / VP+) over time for a candidate who successfully builds a high-performing RevOps foundation.

What You'll Do

• Partner closely with Sales, Finance, Operations, and Marketing leaders as the RevOps subject matter expert, tracking and optimizing the end-to-end revenue funnel—from lead to renewal.
• Define and direct operational priorities across new business, customer acquisition, growth, and retention to help achieve revenue goals.
• Build and optimize core RevOps processes, metrics, and playbooks. Identify gaps early and drive timely interventions.
• Design and improve reporting frameworks to monitor sales and post-sales performance, and propose improvements to enhance productivity and efficiency.
• Own quota setting and compensation planning while supporting revenue forecasting — especially for usage-based variable revenue.
• Collaborate with Finance to strengthen revenue forecasting accuracy and align GTM performance with company-wide planning cycles.
• Identify and prioritize investments in tooling and automation, including AI-enabled solutions that boost GTM team productivity.

What We're Looking For

• Experience: 8-14 years of experience in Revenue Operations or Sales Strategy roles, ideally in fast-paced, high-growth B2B environments. Experience supporting multi-channel sales and post-sales motions is a plus.
• Strategic + Executional: Proven ability to guide strategic direction while acting as a hands-on individual contributor. You thrive when rolling up your sleeves to implement systems, processes, and dashboards.
• Analytical: Comfortable diving deep into sales and customer data. Strong operational modeling and forecasting experience required.
• Tooling: Proficiency with CRM (e.g., Salesforce), and strong familiarity with data visualization and BI tools such as Sigma, Tableau, or Power BI.
• Communication: Executive presence with the ability to translate technical or analytical insights into clear, actionable narratives for multiple stakeholders.
• Empathy & EQ: Uses insights and emotional intelligence to navigate sensitive topics like compensation and performance management.
• Adaptability: Thrives in ambiguity and can confidently make decisions and guide cross-functional alignment in rapidly evolving environments.
• Collaboration: Works cross-functionally and influences without authority, across all levels of the organization.
• Growth Mindset: Sees this as a career-defining opportunity to build the RevOps function with increasing ownership and scope over time.

LeafLink Perks & Benefits

• Flexible PTO - you’re going to be working hard so enjoy time off with no cap!
• A robust stock option plan to give our employees a direct stake in LeafLink’s success
• 5 Days of Volunteer Time Off (VTO) - giving back is important to us and we want our employees to prioritize cultivating a better community
• Competitive compensation and 401k match
• Comprehensive health coverage (medical, dental, vision)
• Commuter Benefits through our Flexible Spending Account

LeafLink’s employee-centric culture has earned us a coveted spot on Fast Company’s Best Places for Innovators in 2024 list.

Base salary range $200,000 — $220,000 USD