Job Summary
The Sr Director of Revenue Operations and Performance reporting to the Chief Marketing Officer, is responsible for optimizing and managing the full lifecycle revenue process across the company to accelerate and sustain predictable growth. This role supports GTM growth strategy, performance management, demand generation execution, and analytics/reporting, ensuring the close alignment and efficiency of revenue-generating teams including sales, marketing, and customer success. The ideal candidate is a strategic operator and data leader, comfortable driving measurable impact through process innovation, growth experimentation, and insight-driven execution.
About the Role
Growth Strategy & Performance
- Monitor growth and performance targets across the entire customer lifecycle—pipeline creation, sales velocity, conversion rates, retention, and expansion, in conjunction with GTM & Finance leadership.
- Develop and execute cross-functional growth programs and experiments, using data to prioritize highest-impact opportunities and deploying resources for maximum ROI.
- Optimize all funnel stages to eliminate inefficiencies and maximize scalability and profitability.
Demand Generation
- Lead the design and implementation of multi-channel demand generation programs, collaborating with Marketing and Sales on campaign strategy, execution, and lead nurturing.
- Own the lead management process, from targeting, scoring, and routing to closed-loop measurement and optimization.
- Experiment with AI-driven and data-backed tactics to improve the volume, quality, and conversion rate of demand generation programs.
Analytics & Reporting
- Own revenue analytics and reporting infrastructure, creating unified, transparent dashboards and insights accessible to all GTM stakeholders.
- Leverage advanced analytics and machine learning to identify growth levers, highlight emerging trends, create lead scoring models, forecast risks, and drive revenue predictability.
- Automate reporting and use AI tools to generate actionable narratives and visualizations for internal and executive communication.
- Refine attribution frameworks between inbound and outbound pipeline sources, ensuring consistent rules and accurate visibility into ROI, conversion, and channel performance.
- Ensure all teams use shared KPIs and reporting frameworks for alignment and accountability.
- Continuously enhance forecast reliability using machine learning models trained on pipeline conversion trends and market dynamics.
Revenue Process Optimization
- Design and continuously refine scalable, end-to-end revenue processes—spanning marketing, sales, onboarding, and customer success—to accelerate growth.
- Use AI-powered process mining and analytics to identify bottlenecks and prioritize automation and improvement.
- Standardize and automate workflows across GTM teams, ensuring efficiency and consistent customer experience.
Data Management & Tech Stack Ownership
- Own and optimize Salesforce and the GTM data ecosystem, enabling data integrity, governance, and enrichment.
- Integrate and manage AI-powered tools for CRM, campaign execution, personalization, and insight generation.
- Establish and enforce data governance protocols for continuous data quality and compliance.
Cross-Functional & Continuous Improvement
- Work across Sales, Marketing, Customer Success, and Finance to unify goals, processes, and insights.
- Mentor and develop RevOps talent, building expertise in growth, analytics, and AI-enabled revenue strategy.
- Champion a culture of experimentation and intelligent automation, leveraging AI to continuously improve core revenue operations processes.
About You
- Education: Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or relevant certifications (e.g., Salesforce, RevOps) are a plus.
- Experience: 5-7 years of experience in revenue operations, sales operations, or a related field, with at least 2 years in a management role.
- You have proven experience in building a team and People Leadership
- Skills:
- Strong analytical and problem-solving skills, with the ability to interpret complex data and provide actionable insights.
- Proficiency in CRM systems (e.g., Salesforce, HubSpot), marketing automation tools, and data analysis platforms (e.g., Excel, Tableau, Power BI).
- Strong demand generation background with emphasis on spend efficiency and performance.
- Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels.
- Experience with process improvement methodologies and project management.
- Strong leadership skills with a track record of building and managing high-performing teams.
Why work at Karbon?
- Gain global experience across Australia, New Zealand, UK, and Canada
- Strong benefits package including:
- Flexible Time Off with an encouraged 4 weeks use per year
- Company paid medical for you and eligible spouse/partner and dependents
- Paid dental and vision and eligible spouse/partner and dependents
- 401(k) with company matching
- Flexible Spending Account
- Up to 8 weeks paid parental leave
- Work-from-home stipend
- Work with (and learn from) an experienced, high-performing team
- A collaborative, team-oriented culture that embraces diversity, invests in development and provides consistent feedback
- Be part of a fast-growing company that firmly believes in promoting high performers from within
