Director/Sr. Director of Revenue Operations
VoltusRemote
Full Time
Posted September 10, 2026
$170k - $195k
Energy Management
Remote
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Job Description
We're seeking a strategic Director/Senior Director of Revenue Operations to own the systems, productivity, and analytics that power our revenue organization across the full customer lifecycle — from initial outreach through renewal.
Key Responsibilities
- Own end-to-end visibility across the full customer lifecycle funnel — initial outreach, pipeline progression, close, onboarding, and renewal — ensuring data, process, and reporting connect seamlessly across each stage
- Build the reporting and analytics infrastructure to flag leading indicators of risk or opportunity at any point in the journey and route them to the right owner in real time
- Serve as the connective tissue between Sales, Marketing, and the Customer Org so handoffs (lead → pipeline → customer → renewal) are governed by consistent data and process, not disconnected systems
- Design and own a customer health score — combining enrollment status, market-event performance, engagement, and support signals — that flags at-risk customers early and gives Sales, Customer Success, and Energy Markets a shared, actionable view for coordinated intervention
- Regularly synthesize cross-funnel insights into clear, action-oriented recommendations for sales and executive leadership
- Own forecasting and reporting that tracks contracted value through enrollment, market participation, and dispatch performance to realized revenue — partnering with Energy Markets and Finance to reconcile committed vs. realized revenue and flag performance risk before it hits the P&L
- Manage and develop a team spanning sales productivity, analytics, and operations — mentoring managers within the function
- Own accurate revenue forecasting and pipeline analytics across the full funnel, including renewal/retention forecasting in partnership with the Customer Org and Finance; present findings directly to sales and executive leadership
- Build planning infrastructure for scale: Sales and Customer Success headcount modeling, territory design, capacity planning, quota setting/allocation, and potential quota/comp redesign across segments — in partnership with Sales and Customer leadership — as new markets and segments come online
- Lead the cross-functional GTM systems roadmap (CRM, forecasting, and business intelligence platforms) spanning outreach through renewal tooling, in partnership with IT/Systems teams
- Partner with Inside Sales, Outside Sales, Customer Success, and training to align tooling and process changes with rep productivity goals
- Drive standardization of GTM processes across the full customer journey, from prospecting through renewal
- Define and track core RevOps KPIs across the funnel (win rate, sales cycle length, rep ramp time, pipeline coverage, renewal, expansion rate)
- Own CRM pipeline hygiene — stage definitions, probability methodology, and data-quality standards — and hold the team accountable to consistent, trustworthy pipeline data leadership can act on
Requirements
- 7+ years in revenue operations, with 3-5 years manager/director level or above – has owned the function, not just supported it
- Track record partnering cross-functionally across the customer lifecycle
- Advanced proficiency with CRM administration and business intelligence tools (Salesforce, Tableau, Gong, Outreach, etc.)
- Experience building forecasting models and comp plans at scale
- Experience connecting funnel-stage data (outreach, pipeline, renewal) into a unified reporting view, including revenue that is realized post-close through usage-, performance-, or event-based models
- Energy, utilities, or complex B2B background strongly preferred — comfortable with deal cycles and revenue recognition driven by external market timing, program windows, and regulatory context
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