Director of Revenue Operations

The Director of Revenue Operations (India) will play a critical role in scaling our GTM operations globally. This leader will oversee the Revenue Operations teams in India, partnering closely with Sales, Finance, Customer Success, and Supply Chain to ensure operational excellence across the revenue lifecycle. Reporting to the Sr. Director of Revenue Operations (US), the Director will be a core member of the global RevOps team, helping to drive consistent execution, accurate data-driven insights, and strong cross-functional alignment.

This role requires a proven leader with deep experience in B2B enterprise GTM motions, business process design, and global account management, exceptional analytical skills, and the ability to manage and scale teams in a fast-paced, high-growth environment.

ESSENTIAL FUNCTIONS:

To perform this job successfully, an individual must be able to perform each essential function satisfactorily.

Revenue Operations

• Lead, build and manage India-based Revenue Operations teams serving global stakeholders, driving a culture of accountability, collaboration, and continuous improvement.
• Partner with global RevOps leadership to execute against revenue strategy and annual GTM planning.
• Own timely execution of core RevOps processes, including forecasting, pipeline management, territory/account alignment, and quota deployment in assigned regions (EU, India, APAC)

Data & Insights

• Deliver actionable analytics and reporting for Sales, Customer Success, and Finance, including pipeline coverage, forecasting accuracy, and global account performance.
• Drive adoption of standardized data definitions, KPIs, and dashboards across global teams.

GTM Program & Process Management

• Support execution of GTM programs such as territory/account segmentation, whitespace analysis, and global account management frameworks.
• Collaborate with Sales and Customer Success leadership to optimize processes across lead-to-opportunity, opportunity-to-order, and renewal motions.
• Partner with Supply Chain to ensure alignment between demand signals, forecast accuracy, and fulfillment readiness.

Cross-Functional Partnership

• Act as the India RevOps leader, building strong partnerships with Sales, Finance, Customer Success, and Supply Chain leaders across geographies.
• Ensure operational alignment and cadence across forecasting, business reviews, and account planning.
• Provide regional leadership while ensuring global consistency of RevOps processes and metrics.

People Leadership & Development

• Manage, mentor, and grow a team of high-performing analysts and operations managers in India.
• Foster a collaborative culture that aligns with global RevOps values and promotes career development.
• Serve as a bridge between global strategy and India execution, ensuring local teams are aligned and empowered.

QUALIFICATIONS:

Ability to (Competencies):

• Integrity: Establish and maintain honest, effective relationships with all team members under GTM functions. Develop a reputation for being dependable, analytical and objective. and trustworthy. Adapt to change and shift gears comfortably.
• Innovation: Develop new ideas and suggest new approach to solve problems. Have self-knowledge and confidence to communicate, listen and persuade colleagues in an effort to improve GTM efficiency and accelerate revenue growth.
• Initiative: Work independently, work under pressure and meet deadlines. Prepare clear and concise reports without the need for constant management. Combine analysis, experience and judgment to make good decision in a timely manner. Tenacity to make important decisions with limited information and tight deadlines while learning to be flexible in other situations.
• Intelligence: Utilize relevant experience and resources to be very productive and efficient in planning and executing work. Orchestrate multiple activities at once to accomplish a goal. Seek input and advice from colleagues in order to receive more successful results pertaining to reports and projects. Focus on the achievement of goals that produce results. Ability to recognize structural issues within organizations, including functional interdependencies and cross-silo redundancies.
• Interaction: Build morale and motivate the team with energy, encouragement and enthusiasm. Recognize solutions for difficult or conflict situations—seeking feedback on how to resolve issues. Distinguish the need to change the personal and interpersonal behavior of colleagues in an efficient matter. Eagerness to be part of a team-unit and cooperate in the accomplishment of departmental goals and objectives.

Education and Professional Qualifications

Required

• Bachelor’s degree in Business, Finance, Economics, Engineering, or related field.
• 10+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy in enterprise SaaS or hardware-enabled SaaS companies.
• 5+ years of team management experience, with a proven track record of building and leading operations/data teams.
• Deep knowledge of B2B enterprise GTM motions, including territory/account segmentation, pipeline management, forecasting, and renewals.
• Strong experience working with global account structures and enterprise sales processes.
• Demonstrated ability to partner cross-functionally with Sales, Finance, Customer Success, and Supply Chain in a global organization.
• Excellent communication and stakeholder management skills, with the ability to influence across regions and levels.
• Demonstrated experience with Salesforce CRM and evidence of designing and improving GTM processes.

Preferred

• MBA or advanced degree in a quantitative or business discipline.
• Experience in a global enterprise SaaS company at scale ($100M+ ARR) or business unit of a multi-national
• Experience in establishing GTM data analytics and BI-based dashboards using data warehouse (e.g. Snowflake)
• Prior experience working in a matrixed, cross-regional environment.
• Exposure to Quote-to-Cash, order management, S&OP process, and/or supply chain alignment processes.