[Remote] Sr Director Revenue Operations

Note: The job is a remote job and is open to candidates in USA. Actionstep is a pioneer in the development and sale of software-as-a-service (SaaS) products, specializing in Legal Practice Management software. The Senior Director of Revenue Operations is responsible for optimizing the go-to-market engine across Sales and Marketing, managing the full revenue lifecycle, and leveraging AI to enhance operational efficiency and effectiveness.ResponsibilitiesOwn the Salesforce architecture as the source of truth for the GTM engine. Ensure account, contact, opportunity, and product data are clean, structured, and AI-readyOwn lead management end-to-end: lead routing, qualification gates, hand-offs across SDR / AE / partner motions, and the SFDC plumbing that supports each stageBuild account and prospect scoring models that improve targeting and prioritization. Lead ICP definition inside Salesforce, in partnership with MarketingOwn data enrichment, attribution, and the integrations that connect Marketing automation, intent signals, and the rest of the GTM tech stack into SalesforceGovern the GTM tech stack (Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and adjacent tools). Drive adoption, ROI, and continuous improvementIdentify and remove process bottlenecks. Build a scalable foundation that enables growth without proportional increases in headcount or operational complexityPartner with the in-flight Q2C redesign engagement on order form, cross-sell amendment workflow, and Salesforce-to-NetSuite integration improvementsLead the build-out of AI-enabled GTM capability across the customer acquisition process: prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision supportEmbed AI into the daily workflows of Account Executives and SDRs via Outreach, Agentforce, Claude, and new tools as they arrive. Drive measurable improvements in ramp time, attainment, win rates, and bookings per repBuild automated research and enrichment workflows that reduce manual prospecting effort while increasing personalization quality across outbound campaignsIntegrate AI-driven insights into the sales process to strengthen messaging, qualification, and opportunity strategy, with appropriate human review and controlCoordinate sales forecasting, planning, budgeting, and quota-setting processes. Ensure targets are realistic, fair, and aligned with company strategyLead territory modeling, quota design, and capacity planning using data-backed scenario analysisBuild and maintain dashboards for both executive and operational audiences — covering ARR growth, pipeline health, territory performance, forecast accuracy, and retention for leadership and the board, and pipeline movement, attainment, deal age, win rates, source, size, and cross-sell vs. standalone for sales leadershipPartner with Finance and HR on sales compensation plan design and administration; drive desired behaviors while maintaining fairness and clarityDefine and track measurable KPIs for the revenue functionOperate as a trusted strategic partner to all Sales VPs, the CRO, and Marketing leadership across regions. Become the first call for strategic revenue operations questionsPartner with Marketing on lead management, routing, attribution, and ICP definitionPartner with Customer Success on retention and expansion data, process, and tooling to drive NRR. Ensure the post-sale side of the engine is as well-built as the new-business sidePartner with Sales Enablement on enablement program design and rollout, AE onboarding, and tool adoptionPartner with Finance and Accounting on forecasting, quote-to-cash, and revenue recognitionRepresent Revenue Operations in ELT-level conversations that shape revenue strategy. Lead or co-lead cross-functional revenue initiatives (pricing and packaging, cross-sell amendment build, M&A integration on the GTM side)Manage and develop the Sales Operations Analyst, delegating tactical Salesforce administration and marketing operations work appropriatelySet clear expectations, deliver consistent structured coaching and feedback, and define ownership boundaries that free your capacity for strategic workBuild the function’s bench over time as the company scalesUndertaking any other reasonable duties as requiredSkills7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company, with at least 3 years in a leadership role managing direct reportsDemonstrated interest in building AI-enabled selling capability to produce measurable productivity gainsDeep Salesforce expertise; comfortable architecting and reviewing the platformTrack record of partnering effectively with senior sales leadership (VPs and CRO-level) as a peerTrack record of connecting and governing a modern GTM tech stack (Salesforce as source of truth, plus tools such as Outreach, ZoomInfo, 6sense, DocuSign, and proposal tooling) to ensure reliable data flow, intelligent automation, and scalable reportingExperience building executive and board-level dashboardsExperience with territory modeling, quota design, and capacity planning using data-backed scenario analysisStrong written and verbal communication, especially when translating between sales, marketing, and finance audiencesDirect, accountable, and resilient under change. Receives feedback well and defaults to curiosityVertical SaaS experience (legal tech especially, or other regulated / professional-services verticals)Experience with ZoomInfo, DealHub, or comparable category toolsExperience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tooling in a production sales environmentExperience with NetSuite, Zone Billing, ASC 606 revenue recognition, and Salesforce-to-NetSuite integration via Celigo or comparable middlewareExperience with Salesforce Revenue Cloud Advance (RCA) or equivalent CPQ toolingExperience leading a Salesforce or RevOps redesign engagement with an external partnerExperience scaling Revenue Operations from approximately $50M to $200M+ revenueExperience supporting cross-sell motions in a multi-product environmentBenefitsRobust medical, dental, vision offerings401K with company matchFlexible working and PTOTake your birthday offFrequent team building eventsFantastic training and development opportunitiesCompany OverviewActionstep is a legal practice management software to organize legal work, drive collaboration, and simplify admin. It was founded in 2004, and is headquartered in Richmond, Virginia, USA, with a workforce of 201-500 employees. Its website is https://www.actionstep.com.