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Ontic is a security operations software company serving Fortune 500 companies and federal agencies with AI-powered threat identification, risk assessment, and incident response capabilities. The Senior Director of Revenue Operations will lead the centralized RevOps organization, serving as a strategic partner to the Chief Revenue Officer and bridging Marketing, SDRs, Sales (Commercial, Public Sector, Partners), and Solution Consulting into a high-velocity pipeline machine.
This is a high-visibility leadership role requiring independent judgment, cross-functional collaboration, and the ability to operate across spreadsheets, forecast meetings, and executive QBRs. You will manage a small team of Revenue Operations Business Partners covering Sales Operations, Marketing Operations, and Enablement.
Key responsibilities include:
**Strategic CRO Partnership:** Serve as thought partner on annual and quarterly revenue planning (bookings targets, headcount/capacity models, territory design, quota setting). Own revenue forecast integrity—build and maintain forecasting methodology, drive forecast cadence, and provide insights on pipeline health and risk. Prepare executive-level reporting on pipeline, bookings, funnel conversion, productivity, and forecast accuracy. Act as an early warning system to surface risks (funnel gaps, rep underperformance, pricing friction, loss signals) before quarter-end impact.
**Pre-Sales Revenue Operations & Enablement:** Oversee Sales Operations, Marketing/SDR Operations, and Sales Enablement functions. Guide operational cadence across all CRO functional areas to ensure alignment and standardized processes. Own the end-to-end funnel from marketing through SDR to Sales, optimizing each stage. Oversee onboarding and continuous learning for SDRs, AEs, SEs, and leaders. Act as change agent ensuring operational infrastructure scales with revenue growth. Build, manage, and develop the Revenue Operations team.
**Systems, Data & Process:** Guide the end-to-end revenue tech stack with an AI-forward approach, designing seamless integration across systems and internal AI tools. Standardize and govern core processes (lead-to-opportunity, opportunity-to-close, renewal/expansion workflows) with consistent data definitions across Sales, Marketing, and Finance. Develop real-time KPI tracking, dashboards, scorecards, and standardized reporting.
**Requirements:**
- 10+ years in Revenue Operations or Sales/CS Operations, with 4+ years in senior leadership managing a multi-function operations organization
- Mature understanding of GTM and client-facing SaaS strategies, with ability to translate into system and process requirements
- Ability to serve as connective tissue between Revenue org and other GTM teams, translating fluently in both directions
- Bias toward action—fixing problems, not just reporting
- Experience working with ambiguity while maintaining focus on results; strong analytical and decision-making skills
- Proven experience with GTM technology and sales tools (Salesforce, Snowflake, Omni, Claude, ChatGPT, Clari, Outreach, Marketo)
- Strong written and verbal communication skills; strategic business partner mindset
- Demonstrated ability to build and lead teams
- Bachelor's degree or equivalent work experience
