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Salary: USD 175,000 - 190,000 / annual
Litify is seeking a Director-level Senior Revenue Operations Leader to report to the CRO and drive strategic transformation of the revenue organization. This is a hands-on player-coach role that combines individual execution with team leadership.
Key Responsibilities:
Revenue Operations & Systems: Own CRM architecture, hygiene, and stage-gate discipline across the full sales cycle. Build and maintain bottoms-up capacity models that ground the team's growth targets. Establish revenue reporting as a single source of truth for pipeline, bookings, and attainment. Run the forecast process end-to-end with stage-exit criteria, conditional close rates, and manager commitment. Lead a weekly Demand Council cadence. Instrument competitive-presence tracking and partner with the CRO on territory design, quota setting, and compensation mechanics.
AI in the Revenue Stack: Evaluate, select, and land AI tooling into the GTM stack with a focus on change management and actual rep adoption (not just vendor selection). Drive adoption with usage data demonstrating behavioral change. Be personally hands-on with tools—baseline Salesforce administrator fluency plus firsthand experience connecting AI directly to CRM (e.g., Claude via MCP against Salesforce). Operate credibly on both sides of point-solution decisions: extract real value from existing vendor stacks and design AI-native replacements when warranted.
Cross-Functional Execution: Drive initiatives across Sales, Marketing, and Finance without needing to own every function. Turn diagnosis into field-level interventions with measurable before-and-after outcomes.
Team Leadership: Build and lead the RevOps team as it scales, including hiring, development, and priority-setting.
Targeted Outcomes: A simplified, AI-forward tech stack with CRM architecture and reporting as foundation. Capacity and forecast models the business trusts and can defend. Diagnosis that turns into corrective actions reaching reps with measurable impact.
Requirements:
- Can translate business questions into data models and defend them when sales leaders disagree
- Served as strategic advisor to a revenue leader (sat at the table for decisions, not just delivered readouts)
- Track record of implementing net-new corrective actions in field sales with before-and-after results
- Built bottoms-up capacity or quota models and personally defended them against top-down targets
- Forecast discipline: can describe how to know if a forecast is wrong before quarter-end
- Selected and landed AI tooling that changed how a field team works, backed by adoption data (vendor fluency alone is a disqualifier)
- Driven cross-organizational initiatives without owning every function involved
- Can describe how GTM tool stack data actually connects, not just list vendors
- Comfortable operating hands-on at ~200-person scale; personally built models, not only managed analysts
- Tinkering mindset: experience leveraging Salesforce admin credentials to wire AI (e.g., Claude via MCP) directly into Salesforce
- Both considered view and track record on point-solution decisions: can point to success working inside vendor stacks and consolidating away in favor of AI-native workflows
