Director, Revenue Strategy & Operations

Upkeep; Los Angeles (CA); Hybrid; USD 210,000 - 225,000; Full time

Job summary

UpKeep is hiring a Director, Revenue Strategy & Operations to build the analytics and AI-powered infrastructure that drives funnel visibility and resource allocation across Sales, Marketing, Customer Success, and Finance.

You'll lead a lean RevOps team, hands-on with data, models, and leadership-facing insights, reporting to the CFO and partnering with GTM Engineering. Experience in high-growth SaaS is essential.

Qualifications

• 6–10+ years in Sales Strategy, Sales Ops, GTM Strategy, Revenue Analytics, Revenue Intelligence, Revenue Operations, or FP&A.
• Experience at high-growth SaaS companies where you pulled the data, built the model, and worked directly in the CRM.
• Bachelor's degree or equivalent experience is a plus.

Responsibilities

• Own weekly inspection of pipeline creation, lead flow, funnel conversion, and rep-level productivity, translating findings into actions for Sales and Marketing.
• Diagnose funnel bottlenecks and opportunities and drive improvements.
• Use AI to inspect pipeline at scale and forecast credibility; build AI-driven workflows for account prioritization and weekly GTM inspection.
• Deliver end-to-end visibility from lead generation through churn and expansion, with KPIs tied to acquisition, segment, and deal characteristics.
• Own the GTM performance narrative for executive leadership and the Board; set requirements for core GTM systems and data governance.

Skills

Sales Strategy

Sales Operations

GTM Strategy

Revenue Analytics

Revenue Intelligence

Revenue Operations

FP&A

AI experience

Salesforce

Gong

Clay

enrichment data

intent data

SQL

dbt

BI tools

Education

Bachelor's Degree

Tools

Salesforce

Revenue Cloud

CPQ

Job description

We’re building the AI-powered future of maintenance.

UpKeep is on a mission to reinvent how the physical world runs—starting with the frontline teams who maintain it. We’re the creators of the world’s first AI-first CMMS (Computerized Maintenance Management System), equipping technicians and facilities teams with automation, machine learning, and predictive insights that drive operational speed, safety, and efficiency.

What started as a garage-built prototype is now a fast-scaling SaaS company, backed by Insight Partners, Emergence Capital, and Y Combinator. Over 4,000 companies—including Shell, Yamaha, Unilever, and Marriott—run on UpKeep to modernize their asset operations. We’re leading the $30B category shift toward Asset Operations Management, where uptime, intelligence, and AI converge.

• Own the AI-first transformation of an entire industry.Every feature we ship leverages AI—from predictive work orders to sensor-driven automations. You’re not just iterating—you’re pioneering how data reshapes physical operations.
• Real traction, real scale.Recognized as Gartner’s #1 Facility Management solution and G2’s top-rated CMMS, we’ve earned market leadership through product, not puff.
• A company where builders thrive.We move fast, optimize for outcomes, and give high-agency operators the autonomy to ship big things. Our culture rewards bold thinking, not bureaucracy.
• Global team, local energy.With 100+ employees across the world, we support remote-first work with deep investment in our LA HQ—where certain roles and leadership converge for rapid innovation.
• Equity and upside, not just a paycheck.Competitive comp, meaningful ownership, and benefits that support your health, focus, and long-term growth.

If you’re driven by impact, energized by AI, and hungry to transform a legacy industry—we’re hiring!

POSITION SUMMARY

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. This is not a role for someone who manages through layers or operates exclusively at the strategic level — 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 problems.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• 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.

EXPERIENCE

• 6–10+ years across Sales Strategy, Sales Operations, GTM Strategy, Revenue Analytics, Revenue Intelligence, Revenue Operations, or FP&A
• A career built through Sales Strategy, Sales Ops, Marketing Ops, or GTM Strategy, rather than one centered primarily on Salesforce administration and systems ownership
• Experience 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 CRM
• Proven ability to diagnose performance problems independently — and equally, to spot what is working and build the case for scaling it
• Bachelor's Degree with equivalent experience a plus

KNOWLEDGE

• Deep, practical AI experience — hands-on building, not familiarity with AI tools for drafting and content generation
• Hands-on with the modern GTM stack: Salesforce, Gong, Clay, enrichment and intent data, SQL, dbt, or BI tools
• Strong full-funnel analytics: pipeline, conversion, segmentation, retention, expansion, cohort analysis, and capacity modeling
• Strong Excel/Google Sheets modeling skills; SQL, BI, or data warehouse experience is a plus
• Exposure 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 administrator
• Root-cause diagnosis across Marketing, BDR, Sales, and Customer Success — demand, qualification, process, capacity, productivity, or execution
• Ability to communicate complex analytical findings clearly to executives and functional leaders
• Builder mentality: inquisitive, high-energy, low-ego, and comfortable working in a small team and directly in the details

DESIRED BEHAVIORS

• Receptive to change – is flexible. Seeks and adopts improved approaches and processes.
• Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance.
• Manages the workload - makes timely decisions, prioritizes effectively, solves problems, monitors results and takes remedial action where necessary.
• Technically proficient – knows the role and has a solid familiarity with tasks and responsibilities.
• Takes responsibility for own learning - knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learn.
• Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives.
• Works collaboratively – shares information, fosters teamwork and contributes to a positive work environment where people want to come to work.
• Display ethical character and competence - acts with integrity and intent, is accountable for own actions, behaves according to the company values.
• Act as a good citizen of UpKeep.

COMPENSATION

This role will receive a competitive base salary + benefits. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

The pay range for this role is $210,000 - $225,000.

Company History & Product:

UpKeep started in a garage, where our founder Ryan taught himself to code and built the first mobile-first maintenance app. The idea was simple but powerful: put modern software in the hands of frontline technicians—and transform how maintenance gets done.

Today, UpKeep is the leading cloud-native Asset Operations Management platform, serving over 4,000 businesses worldwide across manufacturing, utilities, healthcare, and beyond. Our Industrial IoT and AI-first software helps maintenance and facilities teams streamline work, predict failures, and act faster—with real-time insights and automation at their fingertips.

We’re building for the deskless workforce—the essential workers who keep our physical world running—and arming them with the tools they deserve. In a world re-shoring manufacturing, accelerating automation, and embracing AI at scale, we’re riding the next macro wave—and leading the transformation of legacy maintenance into intelligent operations.

At UpKeep, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. UpKeep is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation or Veteran status.