Director of Revenue Operations

The Director of Revenue Operations serves as the architect and steward of Certified Group's revenue engine-aligning Marketing, Sales, and Customer Service through a unified, data-driven operating model. Reporting to the VP of Commercial, this role partners closely with commercial leadership to design, operate, and continuously improve the systems, processes, and analytics that drive predictable, scalable revenue growth-without direct responsibility for sales execution.

This leader brings strong analytical rigor and operational excellence, translating commercial strategy into executable frameworks, measurable outcomes, and sustained performance improvement across the full customer lifecycle.

The Director of Revenue Operations also upholds Certified Group's purpose and values by fostering a culture aligned to our mission:

• Purpose: So the world can trust in what it consumes

• Mission: Partner with customers to deliver innovative scientific solutions and expertise

• Values: Start with the customer, commit to safety and quality, drive to deliver, act with integrity, and support the team

• Design, build, and continuously optimize the end-to-end revenue operations framework across Marketing, Sales, and Customer Success.

• Own lifecycle process design, including lead management, segmentation, handoffs, SLAs, funnel definitions, and governance.

• Establish standardized data models, controls, and reporting structures to deliver accurate, full-funnel visibility.

• Lead revenue forecasting and pipeline governance; partner with Operations to align demand planning, laboratory capacity, turnaround times, and account coverage models.

• Own CRM strategy and execution, including architecture, automation, integrations, and data quality (Salesforce preferred).

• Drive continuous improvement of sales processes to increase productivity, improve targeting, raise conversion rates, and shorten sales cycles.

• Partner closely with Finance to align on forecast accuracy, revenue modeling, and performance-to-plan insights.

• Collaborate with Commercial and Finance leadership on pricing strategy, discount governance, deal structuring, and margin optimization to support profitable growth.

• Oversee Inside Sales and SDR operations to ensure effective lead qualification, throughput, and conversion.

• Implement data-driven KPIs, productivity dashboards, and workflow optimization to maximize top-of-funnel efficiency.

• Standardize operating rhythms, playbooks, and coaching frameworks to drive consistent, repeatable performance.

• Develop and scale revenue enablement programs that equip customer-facing teams with the tools, training, and content needed to perform.

• Build structured onboarding, role readiness milestones, and continuous development programs tied directly to revenue performance outcomes.

• Ensure strong cross-functional alignment across Marketing, Sales, and Customer Service to deliver a seamless customer experience.

• Own all revenue analytics, including KPIs, funnel metrics, forecasting models, pricing insights, and executive dashboards.

• Evaluate pipeline health, conversion trends, segment performance, and campaign effectiveness to identify growth opportunities.

• Analyze price realization, discounting behavior, deal economics, and margin performance to identify revenue leakage and optimization opportunities.

• Provide strategic insights and recommendations to the VP of Commercial and executive leadership to guide GTM strategy and investment decisions.

• Lead annual and quarterly planning processes, including target setting, budgeting, scenario modeling, and resource allocation.

• Bachelor's degree in Business, Marketing, or a related field; MBA preferred.

• 8+ years of experience in Revenue Operations, Sales Operations, or a related revenue-focused leadership role.

• Proven success building and scaling revenue systems, processes, forecasting models, and pricing governance in complex or high-growth environments.

• Deep expertise in CRM platforms (Salesforce preferred), including automation, reporting, integrations, and data governance.

• Strong analytical capabilities with the ability to translate insights into clear, actionable recommendations.

• Demonstrated ability to influence cross-functional leaders and executive stakeholders.

• Strong understanding of full-funnel GTM operations, pricing and discount management, enablement strategies, and revenue optimization best practices.

• Revenue Architecture & Systems Thinking

• Operational Excellence & Process Optimization

• Forecasting, Analytics & Financial Modeling

• Pricing & Deal Economics

• Cross-Functional Leadership & Influence

• Data-Driven Decision Making

• Change Management & Continuous Improvement