Director of Revenue Operations

Director of Revenue Operations – Testlio

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. Testlio’s fully managed crowdsourced testing platform, powered by our proprietary LeoAI Engine™ technology, integrates expert, on‑demand testers directly into your release process. Ship faster and more confidently with global coverage across 600,000+ devices, 800+ payment methods, 150+ countries, and 100+ languages.

• You’ll lead the operational backbone of a distributed GTM team spanning multiple regions, influencing how we work, grow, and serve our clients—without a traditional office.
• Ownership and freedom to redesign sales processes, shape forecasting and pipeline best practices, and drive measurable impact.

• Oversee the full sales operations ecosystem: CRM optimization, pipeline management, forecasting, territory planning, and sales process governance.
• Partner with Marketing to design, maintain, and continuously optimize our attribution model and channel performance.
• Contribute to, document, and refine sales compensation strategy, monitoring commissions and defining incentives.
• Monitor pipeline health daily—conversion rates, deal velocity, rep productivity, and forecast accuracy—to provide actionable insights to Sales leadership.
• Manage and refine the lead lifecycle (MQL → SQL → Opportunity → Closed) with defined SLAs, workflows, and automation.
• Own CRM data quality, governance, and reporting infrastructure; reduce noise, standardize definitions, and maintain a trusted single source of truth.
• Drive regular sales forecasting rhythms—weekly pipeline reviews, forecast calls, and roll‑ups—to ensure consistency and high accuracy.
• Collaborate with Sales Enablement and Marketing Operations to inform playbooks, training, and funnel analysis.
• Build and maintain dashboards for Sales, Marketing, and Executives, surfacing insights that influence strategy and resource allocation.
• Lead a small Sales Ops/Rev Ops team, prioritizing requests and managing project roadmaps.

• 10+ years in Sales Operations or Revenue Operations within SaaS or technology organizations.
• Deep hands‑on expertise with Salesforce (workflow automation, reporting, dashboards, forecasting tools, data schema, governance).
• Strong experience with Marketing Operations, multi‑touch attribution, campaign tracking, and lead lifecycle management.
• Advanced proficiency in pipeline analysis, forecasting models, capacity planning, and sales performance metrics.
• Strong understanding of SaaS metrics: pipeline coverage, ARR/MRR, win rate, velocity, CAC, and conversion rates.
• Hands‑on experience with Hub Spot, Marketo, or Pardot and associated CRM integrations; familiarity with sales engagement platforms such as Salesloft, Apollo, or Outreach.
• Comfort with data tools such as Snowflake, Looker, Tableau, Power BI, or other BI/analytics systems.
• Proven ability to diagnose GTM bottlenecks and implement scalable process improvements in a fast‑paced, remote‑first environment.
• Experience leading or mentoring a Sales Ops/Rev Ops team.
• Strong SQL or data manipulation skills (nice‑to‑have but highly preferred).

• Strong leadership and ability to inspire and motivate cross‑functional teams.
• Excellent communication and interpersonal skills for stakeholder interaction at all levels.
• Business orientation to translate technical outputs into customer value.
• Adaptability to thrive in fast‑changing environments where priorities evolve.
• A mentorship mindset to share knowledge and uplift teammates.
• A growth mindset to continually refine your craft and seek feedback.

Testlio is an equal‑opportunity employer deeply committed to creating an inclusive environment for people of all backgrounds and identities. We are female‑founded, and 46% of our team members identify as women. For more information, see the DEI section of our website.