Senior Director, Revenue Operations

CloudZero; Boston (MA); On-site; USD 180,000 - 280,000; Full time

Job summary

CloudZero in Boston is seeking a Senior Director, Revenue Operations to lead an Ops Center of Excellence that partners with the Head of Sales, CS, and Marketing to optimize a unified GTM strategy.

You will own core ops responsibilities, automate reporting across GTM activities, and forecast ARR and churn while managing an external GTM Enablement team. The role emphasizes AI-driven tooling to reduce friction and boost productivity across the revenue engine.

Qualifications

• 10+ years of Ops or other relevant experience.
• Work experience in a B2B SaaS company.
• Demonstrated ability to communicate complex concepts concisely and clearly to all levels of employees, from the Executive level to the employee base.
• Excellent written, interpersonal, and presentation communication skills; comfortable and confident presenting new concepts to large audiences.
• Systems knowledge - Deep understanding of GTM tooling and APIs/AI automation.

Responsibilities

• Own core ops responsibilities such as territory segmentation, account assignments, ICP definition, health scoring, lead routing, campaign management
• Own commission administration across plan and quota issuance as well as payout calculation and visibility
• Build and automate weekly, monthly, and quarterly reporting across GTM funnel activities, bookings, customer lifetime value
• Analyze data to identify trends, risks, and opportunities for growth and retention metrics improvement.
• Manage external GTM Enablement team with defining areas of focus and success criteria
• Lead short and long term forecasting of ARR and Churn
• Implement and manage GTM tools, including AI orchestration, to reduce friction and amplify productivity

Skills

Self-starter mindset

Excellent communication

Rapid experimentation

Ownership

GTM tooling knowledge

APIs & AI automation

Data analysis

B2B SaaS experience

Tools

Clay

ZoomInfo

Salesforce

HubSpot

Outreach

Sybill

Gong

Job description

The Senior Director, Revenue Operations is a unique blend of analytics, ops, and technical instrumentation. Your primary mission is to lead an Ops Center of Excellence that partners with the Head of Sales, Head of CS, and Head of Marketing with optimizing and executing a unified GTM strategy.

What You’ll Do:

• Own core ops responsibilities such as territory segmentation, account assignments, ICP definition, health scoring, lead routing, campaign management
• Own commission administration across plan and quota issuance as well as payout calculation and visibility
• Build and automate weekly, monthly, and quarterly reporting across GTM funnel activities, bookings, customer lifetime value
• Analyze data to identify trends, risks, and opportunities for growth and retention metrics improvement.
• Manage external GTM Enablement team with defining areas of focus and success criteria
• Lead short and long term forecasting of ARR and Churn
• Implement and manage GTM tools, including AI orchestration, to reduce friction and amplify productivity

What You’ll Bring:

• Self-starter mindset: We believe in a self-starter mindset, meaning you proactively identify gaps in business strategy & operations and prioritize what to solve with your team; you are not waiting to be told what to do. Speed of execution is critical.
• Excellent communication skills: Deliver messages in a clear, compelling, and concise manner. Actively listens and checks for understanding and can articulate messages in a broadly understandable way.
• Rapid experimentation mindset: Must be familiar with setting up experiments, measuring effectiveness, failing fast, and building a scalable process.
• Ownership: Takes equal ownership of the successes and failures of achieving operational maturity. Keeps internal customers and goals on track, with extreme ownership of the next steps and timelines.

QUALIFICATIONS

• 10+ years of Ops or other relevant experience
• Work experience in a B2B SaaS company
• Demonstrated ability to communicate complex concepts concisely and clearly to all levels of employees, from the Executive level to the employee base.
• Excellent written, interpersonal, and presentation communication skills; comfortable and confident presenting new concepts to large audiences.
• Systems knowledge - Deep understanding of GTM tooling:
  • Enrichment: Clay, ZoomInfo; CRM: Salesforce and/or HubSpot;
  • Engagement: Outreach, Sybill, Gong
  • Strong understanding of API’s and AI automation

About CloudZero
CloudZero is the AI ROI Company. We built the financial control plane for AI: the system finance, IT, and engineering use to connect every AI dollar to the outcome it produced. Across every provider. In real time.
AI spend is the fastest-growing line on enterprise P&Ls and the least understood. Only 14% of CFOs can prove AI ROI today. CloudZero answers the question no one else can: what did it cost to produce this outcome, for this customer, on this model.
The largest cloud spenders on the planet already run on CloudZero, including Coinbase, Duolingo, DoorDash, and Shutterstock. We processed 14 trillion billing events in the last twelve months. We're the first listed partner on Anthropic's cost and usage API. We've raised over $119 million, including a $56 million Series C backed by leading venture capital firms.

Why Join Our Team?
At CloudZero, you’ll find a collaborative, fast-moving environment where your work makes a direct impact. We’re a team that values ownership, creativity, and curiosity — and we’re tackling some of the most complex challenges in the cloud space. If you’re excited by working with cutting-edge technology, driving meaningful outcomes, and growing with a company that’s scaling fast, we’d love to hear from you!