Senior Director, Revenue Operations

About the Opportunity

We're looking for an experienced Sr. Director, Sales Operations to help support the Field Sales organization by optimizing and scaling critical GTM processes, increase effectiveness of productivity tools, and build predictability for the business. This requires collaboration with cross-functional departments and successfully build new capabilities. The candidate must be a strong leader, extremely well organized, analytical, detailed-oriented and help champion the Field Teams.

This is a great opportunity to create scalable processes to support a fast growing company where your responsibilities will increase exponentially with your ability. The role will support the vision of Cribl’s field sales leadership team and will report to our VP of Field Operations.

Responsibilities:

• Execute the global Revenue Operations strategy and support annual planning process while partnering with cross-functional teams to drive optimal territory design, quota setting, role coverage, and budgeting, and timely assignment aligned with company goals
• Champion data enrichment strategies and develop KPIs that enhance forecasting accuracy, funnel health visibility, performance drivers that results in positive business outcomes
• Drive excellence in forecasting, pipeline management, and revenue attribution by enforcing process consistency, improving data quality, and delivering actionable insights through dashboards, reporting, and regular cadence motions
• Establish operational priorities across new business, expansion, and retention, ensuring scalable, predictable revenue growth through clear process ownership and accountability that aligns with rules of engagement policies
• Lead continuous cross-functional improvements across GTM infrastructure - including SFDC, Clari, Deal Desk, Contracting, Quote-to-Cash, Commissions and Systems - to maximize sales effectiveness and optimize customer lifecycle management
• Collaborate with Marketing to streamline lead management processes, influence optimal teaming motions and drive improvements with actionable metrics and policies
• Partner with Enablement and implement knowledge management strategies to continuously increase product and process knowledge across all GTM teams
• Serve as a trusted advisor to Field Sales Leadership, driving operational excellence, process adoption, and revenue accountability across the GTM organization

Minimum Requirements:

• Proven track record of developing, managing, and scaling talent across diverse functions and key inflection points of growth
• Deep sales/business operations or sales management experience within a high-growth SaaS/PaaS environment
• Successfully led analytically rigorous business initiatives, leveraging standard SaaS sales metrics (ACV, ARR, CAC, LTV, conversion rates, etc.) and industry benchmarking
• Hands-on experience architecting and managing revenue systems, including Clari, Salesforce (SFDC), Marketo, and BI tools
• Highly organized, with strong communication skills and leadership presence; able to manage and influence both direct and indirect reports, with a high motivation for continuous improvement and a focus on driving measurable impact
• Ability to coach, motivate, performance manage and recruit Revenue Operations teams

Bonus Points / Preferred Skills:

• Experience scaling and operationalizing a +$100M ARR SaaS business
• Understanding enterprise SaaS product development and GTM models
• Passionate about diversity, equity, and inclusion in team building and culture
• Excited to roll up your sleeves and drive team collaboration & entrepreneurship

Salary Range: $240k-300k USD

The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience. In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity. The total compensation offered for this position will include a commission/incentive plan.

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