Sr. Director, Revenue Operations

Pacvue; United States; Remote; EUR 166,945 - 175,732; Full time

Benefits offered by this job

Flexible PTO

Paid holidays

Medical insurance

Dental insurance

Vision insurance

401k match

Volunteer leave

Parental leave

Wellness stipend

Fertility support

Job summary

Pacvue is seeking a Sr. Director, Revenue Operations to architect and lead the go‑to‑market engine across regions. You will unify Sales Ops, Marketing Ops and CS Ops into an end‑to‑end process, analyze pipeline and capacity, and report to the CFO on GTM policy with strategic impact.

Lead a cross‑functional team spanning Sales, Marketing, Customer Success, Deal Desk and GTM Systems. Build scalable processes, provide analytics, and drive revenue growth with a data‑driven mindset.

Qualifications

• 15+ years in Revenue/Sales Operations or GTM Strategy at a $50m+ ARR B2B SaaS company.
• Proven success in GTM planning, forecasting, territory design, and incentive strategy.
• Experience integrating tools like Salesforce and HubSpot.
• Strong cross-functional collaboration and executive stakeholder management.
• Experience building AI agents for GTM automation is a plus.

Responsibilities

• GTM Strategy & Planning: Lead territory design, ICP segmentation, capacity planning, and account prioritization.
• Sales Compensation & Deal Operations: Design and support compensation plans, centralize deal desk.
• Revenue Operations & Systems: Lead optimization of the GTM tech stack (Salesforce, HubSpot) and automate quote-to-cash workflows.
• Insights & Forecasting: Manage reporting for deals through the lifecycle and deliver forecasting and KPIs.

Skills

Revenue Operations

GTM Strategy

Forecasting

Territory Design

Incentive Strategy

Salesforce

HubSpot

AI Agents for GTM

Tools

Salesforce

HubSpot

Job description

About Us:

Pacvue is the leading Commerce Media OS, powering over $12B in advertising spend across 100+ global retail media networks including Amazon, Walmart, Target, Kroger, Instacart, Criteo, and CitrusAd. Powered by industry-leading AI and real-time data, Pacvue enables over 70,000 brands and agencies to maximize advertising performance, drive incrementality, and expand reach across the commerce universe from a single mission control. As of 2025, Pacvue powers 12% of total retail media ad spend worldwide excluding China. Combined with Helium 10’s SMB solutions, Pacvue delivers the industry’s most comprehensive platform for businesses of all sizes.

At Pacvue and Helium 10, great careers don’t just happen — they’re built. Here, you’ll rise as an industry leader, push the boundaries of innovation, own your journey, and thrive as part of an inclusive global community that’s redefining the future of commerce.

About the Role:

We are looking for a Sr. Director, Revenue Operations to architect and lead the processes and systems that drive our go-to-market engine across all regions. This role sets the strategic vision and long‑term direction for revenue generation across the entire GTM organization — unifying Sales Ops, Marketing Ops, and Customer Success Ops into a single end‑to‑end process. It requires deep, hands‑on analysis of our pipeline, conversion rates, and sales capacity. This leader reports to the CFO, directly shaping company‑wide GTM policy with decisions carrying both immediate and long‑term organizational impact. You will be responsible for building the infrastructure, insights, and operational cadence that drive revenue growth, productivity, and commercial excellence

In this cross‑functional role, you will build and mentor the team that manages our:

• Sales Operations

• Marketing Operations
• Customer Success Operations
• Deal Desk
• GTM Systems

You’ll thrive in this role if you:

• Combine strategic thinking with operational rigor and disciplined execution

• Forward thinking approach – getting in front of emerging trends ahead of the business
• Are a trusted thought partner to sales and GTM leadership
• Excel in fast‑paced, evolving environments and know how to build for scale
• Bring strong analytical acumen, systems thinking, and cross‑functional influence
• Thrive in designing processes and teams from the ground up introducing fresh ideas and frameworks that will enable the business to operate more holistically and less reactive.

Responsibilities:

GTM Strategy & Planning

• Lead territory design, ICP segmentation, capacity planning, and account prioritization

• Serve as a trusted advisor to the executive team, influencing policy and strategic direction
• Own sales forecasting methodology and facilitate pipeline health reviews
• Develop playbooks and SLAs across the full GTM lifecycle
• Champion change management across GTM systems, processes, and workflows

Sales Compensation & Deal Operations

• Design and support the management of compensation plans across GTM teams, including SPIFs and incentives

• Operate a centralized deal desk for pricing strategy, discounting, and approval workflows
• Administer performance analytics and compensation systems

Revenue Operations & Systems

• Lead optimization of the GTM tech stack, including Salesforce and Hubspot

• Automate quote‑to‑cash workflows to drive efficiency and speed
• Partner with IT on systems integrations and improvements

Insights & Forecasting

• Manage processes for reporting and analyzing deals through the entire customer lifecycle from pipeline to expansion and renewals

• Deliver advanced forecasting, scenario planning, and performance insights
• Develop shared KPIs across GTM, aligned with strategic goals and functional accountability
• Improve rep productivity and coaching through data‑driven performance insights

Skills & Qualifications:

• 15+ years in Revenue/Sales Operations or GTM Strategy, including significant senior leadership experience at a $50m+ ARR B2B SaaS company

• Proven success in GTM planning, forecasting, territory design, capacity planning, and incentive strategy
• Recognized authority in revenue strategy and GTM architecture, with deep analytical expertise and demonstrated ability to translate tangible metrics into company‑wide strategic direction
• Experience managing and integrating tools like Salesforce and Hubspot
• A strong plus if you’ve successfully built and managed internal AI Agents for GTM automation
• Strong cross‑functional collaboration and executive stakeholder management
• Excellent project management and organizational skills
• Strong executive presence, including written/verbal communication skills & stakeholder management

Benefits:

• Flexible Paid Time Off

• Paid Holidays and Floating Holidays
• Medical, Dental, Vision, FSA, HSA with employer contribution, Life Insurance and Pet Insurance
• 401k with Employer Match
• Take up to 2 Days of Paid Time Off to Volunteer with a 501c Organization
• Paid Parental Leave
• Company‑subsidized membership to Wellhub and Peloton
• Fertility and family‑building information platform through Carrot

The annual base salary range for this position is $190,000-$200,000 USD. The actual salary will vary depending on the applicant’s experience, skills, and abilities as well as internal equity and market data for their location. This position is also eligible for an additional annual bonus compensation through one of Pacvue’s highly attractive incentive plans, full details will be provided during the recruitment process.

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_Pacvue is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, veteran status, or disability.