Wellspring Worldwide

Compensation

Full Description

Position Summary The Director of Business Operations owns the strategy, execution, and ongoing optimization of the company’s revenue and internal business systems, with Salesforce as the core platform. This role serves as the central operator, ensuring systems, data, and processes enable predictable growth, accurate reporting, and strong executive decision-making as the company scales. This leader combines deep Salesforce and RevOps expertise, strong executive communication skills, and the ability to drive alignment across Sales, Marketing, Customer Success, Finance, Product, and IT. Key Responsibilities Internal Systems Strategy & Ownership Own the end-to-end strategy, roadmap, and governance for Salesforce and adjacent revenue systems (e.g., NetSuite, DealHub, HubSpot, billing, marketing automation, and support tools). Ensure systems scale with company growth while maintaining data integrity, performance, security, and usability. Translate business and revenue objectives into clear system requirements, prioritization, and delivery plans. Own and enforce a single source of truth across Salesforce, finance systems, and analytics platforms. Salesforce & RevOps Leadership Serve as the executive owner of Salesforce, including architecture, data model, automation, integrations, and GTM workflows. Ensure Salesforce fully supports pipeline management, forecasting accuracy, territory and quota models, customer lifecycle visibility, and expansion tracking. Partner with internal admins, developers, and external vendors to deliver scalable, high-quality solutions. Oversee release management, testing, documentation, change management, and user enablement. Cross-Functional Collaboration Act as a strategic RevOps partner to leaders across Sales, Marketing, Customer Success, Finance, and IT. Drive alignment on revenue processes, definitions, metrics, and operating cadence across the GTM organization. Partner closely with Sales Leadership on quota setting, pipeline coverage models, forecasting methodology, and inspection metrics. Balance competing stakeholders’ need while maintaining a cohesive and scalable systems and process strategy. Business Process Excellence Own and optimize end-to-end Lead-to-Cash and Customer Lifecycle processes. Identify operational inefficiencies and design scalable workflows that improve sales productivity and customer experience. Establish and document operational standards, governance, and best practices across revenue systems. Communication & Executive Presentation Create and deliver clear, compelling executive presentations on revenue performance, system health, and roadmap progress. Translate complex system and data concepts into business-relevant insights and recommendations. Provide regular updates to executives on risks, trade-offs, and opportunities related to revenue operations and systems. Data, Reporting & Insights Define and maintain core revenue metrics and KPIs, including ARR, NRR, GRR, CAC, pipeline velocity, win rates, and expansion metrics. Ensure reliable dashboards and reporting that support forecasting accuracy, performance management, and strategic planning. Partner with Finance and Analytics teams to maintain reporting consistency and data trust. Team & Vendor Management Build, mentor, and manage a team of systems administrators, analysts, and/or contractors as the function scales. Manage external vendors and implementation partners, ensuring delivery quality, cost efficiency, and alignment with internal priorities. Qualifications Required 5–10+ years of experience in Business Operations, Revenue Operations, or Systems leadership roles. Proven ability to operate as a strategic advisor to CRO, CCO, and CFO on revenue performance, forecasting, and operational trade-offs. Deep, hands-on Salesforce expertise (Sales Cloud required; CPQ, Service Cloud, or marketing integrations preferred). Demonstrated experience leading cross-functional, revenue-impacting initiatives in a growing software or SaaS company. Strong executive communication, presentation, and stakeholder management. Strong analytical capability with the ability to turn data into clear insights and action-oriented recommendations. Preferred Salesforce certifications (Administrator, Advanced Administrator, App Builder). Experience scaling revenue systems in companies between $25M–$150M ARR. Familiarity with tools such as HubSpot or Marketo, NetSuite, Zendesk, DealHub, or similar. Experience owning or supporting Lead-to-Cash and Quote-to-Cash process frameworks.