Director of Revenue Operations

About the opportunity   

We are seeking an experienced and strategic Director of Revenue Operations to align our Sales, Marketing, and Customer Success teams, driving operational efficiency and revenue growth. Reporting to the VP of Sales, this role will work closely with key stakeholders in Finance, Partnerships, and Security to implement a cohesive Go-To-Market (GTM) strategy. You will leverage data-driven insights, process optimization, and cutting-edge technology to enable and elevate team performance.

How you will make an impact

Strategic Alignment & Planning:

• Collaborate with Sales, Marketing, and Account Management leadership to design and execute a unified revenue strategy.
• Oversee sales forecasting, headcount and annual capacity planning, and pipeline management.
• Lead sales forecasting across all regions, implementing best practices to maximize revenue.
• Track and report performance metrics, providing regular updates to executive leadership.

Sales Enablement:

• Implement and manage tools, playbooks, and training programs to boost sales productivity and enhance conversion rates.
• Ensure full and optimized use of Salesforce and other systems to meet team needs.

Marketing Operations:

• Oversee lead scoring, routing, attribution and lifecycle management to maintain lead quality and seamless handoff to sales.

Data Analytics & Insights:

• Develop and maintain comprehensive dashboards and reports for visibility into revenue-driving metrics (e.g., pipeline health, CAC, churn).
• Analyze data from Sales, Marketing, and Customer Success teams to provide actionable insights and highlight areas for improvement.
• Monitor and assess customer health metrics (e.g., churn rates, NPS, expansion opportunities) and share insights with stakeholders.

Process Improvement & Automation:

• Map and optimize processes across the revenue lifecycle from lead generation through deal closure and expansion.
• Identify inefficiencies and implement automation to streamline operations.
• Ensure consistent data flow and reporting across systems (CRM, marketing automation, finance).

Technology Stack Management:

• Own and continuously optimize the revenue technology stack, identifying and integrating new tools as needed.
• Collaborate with IT/Security teams and external vendors to ensure proper system integration and compliance.
• Manage vendor relationships, including contract renewals and negotiations.

Who you are

• Experience: 10+ years in Revenue Operations, Sales Operations, or similar roles within a B2B SaaS company, ideally in a high-growth, global environment.  Familiarity with various business models and routes to market; experience in FinTech, Web3, or Crypto is preferred.
• Leadership: Minimum of 5 years managing teams, with an ability to mentor and guide operations managers and analysts. Extreme ownership mindset.
• Technical Expertise: Strong proficiency in administering Salesforce CRM and Marketing Cloud Account Engagement (Pardot); Experience with other GTM team software like Apollo, LinkedIn Sales Navigator, Zendesk and Jira.  
• Analytical Abilities: Proven ability to translate complex data into actionable insights and clear reporting. Proficiency in data analysis (e.g., GSheets, pivot tables, charts), and dashboard tools (e.g., Tableau).
• Project Management: Strong history of managing cross-functional projects with short timelines.
• Communication: Exceptional communication and interpersonal skills, capable of influencing at all organizational levels.
• Problem-Solving: Demonstrated success in solving complex operational challenges.
• Customer Lifecycle Expertise: Comprehensive understanding of the customer journey, from demand generation to expansion.
• Location: Ideally based in EST (Canada or USA).

Why you might be excited about us

At Figment, we offer an exciting range of competitive benefits designed to support and empower every member of our team:

• 100% remote-first environment. Our flagship office is in Toronto, Canada. We also have additional co-working spaces in New York, Montreal, London, and Singapore. That means if you want to do your things in the office (if you’re near one), at home, or a bit of both, it’s up to you.
• 4 weeks of PTO that kick in day one, with an additional 1 week of flex days.
• Extended company-paid health benefits that kick in day one.
• Best in class parental leave and flexible arrangements.
• A home office stipend to create a space that you enjoy working in.
• Monthly Wifi reimbursement.
• A yearly Learning & Development budget.
• 401K (US) or RRSP match (Canada).
• Stock Options in the company.
• A competitive bonus (based on company performance) that is distributed bi-annually - we believe that the company’s success should be shared with our employees often
  • For roles listed within the Sales Department, there is instead a competitive commissions structure which will be outlined during your first interview with Figment
• Annual onsite company gatherings and retreats to inspire team bonding, collaboration, and fun!

Other reasons you may love working at Figment

• We are a team of under 200 members, which allows for an impactful contribution from day one.
• We place a strong focus on personal career development to shape a role that fits your goals and interests. Your satisfaction and well-being matter to us, and we’re here to support your ongoing growth.
• Our culture is one of honesty, professionalism and risk taking in a high-growth environment.
• Our team members themselves recommend working at Figment - with an eNPS score of 54 (which is ranked as ‘great’!).
• We are also extremely proud of ranking as one of the top Web3 employers by Talent Titans.

Compensation

One of Figment’s core principles is “Making the Invisible Visible” - ensuring transparency and information sharing in all communication. Figment is committed to transparency regarding pay, benefits, and other compensation types for all internal roles as well as all roles being hired for.

Base Salary: The CAD base salary range for this position is CAD $190,000 - $215,000. The US base salary range for this position is USD $190,000 - $215,000. This range reflects base salary only, and does not include additional compensation or benefits. For candidates in other countries, the pay range will be disclosed upon your first interview with Figment (being a globally remote company, the list of salary ranges would simply be too long to note here!). The range displayed reflects the minimum and maximum range for a new hire across all Canada or the US. A candidate’s specific pay within the range will be determined by various factors including job-related skills, relevant education, and training.

Interview process

At Figment, we try to go above and beyond in making sure that you have the best possible experience interviewing with us. We strive for a smooth, organized, and informative process.

• During your first Recruiter Call, you will be provided with more information about Figment, the position and what to expect for the rest of the interview process. Please be prepared to discuss why you are interested in joining Figment and what excites you about the position and company.
• As we go through the process, we work to make sure that you hear back from us in a timely fashion. If we decide at any point that we’re unfortunately not moving forward, we will give you feedback on why it was not a fit.
• We aim for the entire process to take around 2-3 weeks from initial screen to offer. There can be exceptions on either side of the bell curve here, but as a rule, that’s the time-frame you can expect.