Sales and Revenue Operations Director

About HSI
HSI is a fast-growing SaaS company helping organizations simplify safety, compliance, and workforce management. Our solutions enable businesses to keep their people safe, trained, and compliant — all in one place. 

We’re seeking a Director, Sales and Revenue Operations to play a critical leadership role in aligning and optimizing the systems, processes, and strategies that drive revenue across the organization. In a fast-paced SaaS environment, this role ensures seamless collaboration among Sales, Marketing, Customer Success, and Finance, enabling sustainable growth, predictable revenue, and operational efficiency.

Location: Hybrid position based out of Frisco, TX

What You’ll Do

Strategy and Planning

• Develop and implement strategic initiatives to optimize the entire revenue lifecycle.

• Align business goals with revenue strategies across departments.

• Deliver data-driven insights to support planning and improve sales performance.

Marketing Operations

• Work with Marketing to align campaigns and automation strategies with revenue objectives.

• Evaluate and enhance marketing automation tools to improve lead generation and conversion rates.

Customer Success Operations

• Partner with Customer Success to strengthen retention strategies and identify upsell and cross-sell opportunities.
• Leverage analytics to drive improvements in multi-line product conversions.

Data Management and Analytics

• Ensure the integrity, quality, and usability of customer and prospect data, building on current initiatives.
• Provide actionable insights through data analysis to support decision-making and continuous improvement.
• Sales & Revenue Forecasting
• Design and maintain accurate sales and revenue forecasting models in collaboration with Finance.
• Monitor variances between projected and actual revenue and adjust strategies accordingly.
• Cross-Functional Collaboration
• Foster alignment and open communication across Sales, Marketing, Customer Success, and Finance.
• Act as a strategic liaison to ensure a cohesive and unified approach to revenue generation.

Technology Stack Management

• Oversee evaluation, integration, and management of RevOps tools and platforms.
• Ensure seamless interoperability between technologies to maintain a streamlined tech stack.

Process Optimization

• Identify, implement, and refine processes that enhance operational efficiency and drive scalability.
• Continuously evaluate processes using performance data and KPIs.

Training and Development

• Lead training initiatives on new tools, processes, and best practices.
• Promote a culture of continuous improvement and professional development within the revenue operations team.

Performance Metrics and KPIs

• Define, track, and report on key performance indicators that measure the effectiveness of revenue operations.
• Deliver performance reporting and actionable insights to executive leadership on a regular basis.

Sales Operations Leadership

• Leads and directs the work of other employees and has responsibility for personnel actions, including hiring, performance management, and termination.
• Contributes to strategic planning, direction, and goal setting for the department or function in collaboration with senior management.
• Establishes departmental policies, practices, and procedures that have a significant impact on the organization.
• Oversees existing applications related to sales force operations or automation. Develops quote-to-order processes meant to improve efficiency and increase customer satisfaction.
• Creates reports detailing pipelines, forecasts, productivity, quota attainment, or other sales metrics.
• Assists in territory planning by analyzing territory potential.
• May assist with sales incentive development, administration and interface with the broader organization
• Other duties as assigned.

Requirements

• Bachelor's degree in Business, Analytics, Marketing, or a related field (Master’s degree preferred).
• 7+ years of progressive experience in Revenue Operations, Sales Operations, or a related function within a SaaS organization.
• 5+ years in a leadership or management role, with direct responsibility for hiring, performance management, and team development.
• Demonstrated success in developing and executing cross-functional revenue strategies.
• Strong working knowledge of CRM systems (e.g., Salesforce), marketing automation platforms (e.g., HubSpot or Marketo), and BI tools (e.g., Tableau, Power BI)
• Exposure and knowledge of building out Data Warehouse for reporting across SFA/CRM Applications (e.g. Salesforce) and Production Systems for Account Health reporting, Risk Assessment and Leading Indicators for Churn/Downnsell and Upsell/Cross-Sell
• Proven ability to design and manage forecasting models, lead process optimization initiatives, and align departmental goals with business strategy.
• Experience establishing departmental policies, practices, and procedures with measurable organizational impact.
• Excellent project management, communication, and interpersonal skills

Benefits

• Be part of an established SaaS organization entering an exciting phase of accelerated growth and market expansion.

• Lead the evolution of HSI’s alliances strategy, building enterprise partnerships that complement our existing partner ecosystem and accelerate market reach.
• Work directly with the CRO and senior leadership team to define and execute high-impact partnership and go-to-market strategies.
• Grow into a leadership role with future responsibility for a dedicated partnerships and channel team as the department scales.
• Enjoy a competitive compensation structure, including commission tied to partnership performance and comprehensive employee benefits.
• Join a collaborative culture where innovation, accountability, and entrepreneurial thinking are encouraged at every level.