Senior Director, Revenue Operations

About the Team:

At Netlify, our Revenue Operations team enables predictable and scalable growth by aligning strategy, process, insights, and tools across all go-to-market functions. We partner closely with Sales, Marketing, Product, Customer Success, Finance, HR and Data to ensure GTM motions are connected, efficient, and executed with rigor. As our business runs on both product-led growth and enterprise sales motions, the Senior Director of Revenue Operations is responsible for integrating product usage signals into sales workflows, ensuring teams can engage customers at the right time with the right context. This role exists to provide the operational discipline, systems, and insights that will scale Netlify toward $100M+ and beyond.

What You’ll Do:

• Partner with Sales leadership to define and implement segmentation, territories, coverage models, quotas, and compensation incentives
• Connect PLG signals with outbound, inbound, product usage and enterprise sales activity to create a unified GTM strategy
• Drive cross-functional alignment between Sales, Product, Marketing, and Customer Success to maximize revenue outcomes
• Partner with Finance to improve forecasting accuracy, ARR predictability, and investment planning
• Optimize the GTM tech stack (SFDC, Gong, HubSpot, LeanData, LinkedIn, Vitally)) for scale and efficiency
• Establish and own rigorous GTM operating cadences to review targets, unblock deals, assess churn risk, and prioritize experiments
• Create disciplined systems for SLA tracking, forecast accuracy, churn risk management, pipeline hygiene, and data governance
• Deliver insights on pipeline health, conversion rates, productivity, and expansion across self-serve, high-velocity, and enterprise segments
• Build, mentor, and scale a high-performing Revenue Operations team that supports both high-velocity and enterprise sales
• Translate data into clear, context-rich recommendations that guide executive decision-making
• Design scalable processes that support both fast-cycle PLG-driven deals and complex enterprise workflows
• Hold accountability for continuously identifying and removing friction in quote-to-cash, attribution, and sales workflows
  

What You’ll Bring:

• 10+ years in Revenue Operations, Sales Operations, or GTM Strategy in SaaS
• Proven success building and scaling RevOps foundations in startup or high-growth environments.
• Familiarity with:
  • PLG models and how to operationalize product usage signals into sales engagement
  • High-velocity SaaS sales (inbound, fast-cycle, self-serve to sales handoff)
  • Enterprise SaaS sales (longer cycles, multi-stakeholder, higher ACV)
• Expertise in Salesforce and modern GTM systems, with the ability to set strategy and ensure execution at scale
• Strong analytical and financial acumen, including forecasting, productivity modeling, and ARR predictability
• Track record of instilling operational rigor and disciplined execution across GTM processes
• Demonstrated success partnering with CCOs and Sales leaders to align strategy and execution
• Experience building and mentoring high-performing RevOps/Sales Ops teams and developing future leaders
• Comfort navigating ambiguity while balancing long-term strategy with disciplined execution

This Role is a Great Fit If:

• You thrive in highly cross-functional roles at the center of GTM decision-making
• You are energized by building clarity, operational discipline, and scalable systems in fast-moving environments
• You excel at translating strategic vision into actionable operating models for GTM teams
• You bring sharp analytical skills and strong executive communication to your leadership style
• You are passionate about connecting product usage with commercial outcomes
• You thrive in high-growth SaaS environments and enjoy shaping how a company scales to $100M+ ARR
• You value collaboration, autonomy, and transparency in how teams operate

Applying

Not sure you meet 100% of our qualifications? Please apply anyway!

When applying please include: 

A resume or short listing of your job history & skills (link to a LinkedIn profile would be fine). We appreciate a cover letter explaining why you would enjoy working in this role at Netlify to get to know you a bit better, though this is not required and will not impact your application. Our mission is to “build a better web” and that cannot be done without a diversity of skill sets, backgrounds and thoughts. 

Of everything we've ever built at Netlify, we are most proud of our team. Netlify is an Equal Opportunity Employer. We are devoted to building a team of people with diverse backgrounds and lifestyles. Driving equality empowers our team, enables us to innovate, and helps us maintain a more inclusive environment. We don’t discriminate against employees or applicants based on gender identity or expression, sexual orientation, religion, age, race, military/veteran status, citizenship, pregnancy status, or any other differences. If we can do anything to provide a better interview, i.e. accommodate a disability, then please let us know by emailing [email protected]. 

About Netlify

Netlify is the most popular way to build, deploy, and scale modern web applications, empowering everyone from fast moving solo developers to enterprise teams. Millions of developers and organizations rely on Netlify as their platform of choice for composing web applications that are production ready, performant, and flexible. Now, as we embrace the next era of software development, we are embedding the same fluid, intuitive experience into the Agent Experience (AX), making it just as simple for intelligent agents to understand, interact with, and act on our platform as it is for developers. Whether your user is human or machine, Netlify ensures the path from idea to URL is seamless, fast, and deeply reliable.

We are a Series D company that has raised over $200M from investors such as Andreessen Horowitz, Kleiner Perkins, EQT, Bessemer, BOND, and Menlo Ventures. As a fully distributed company, we aim to create a company culture where the best idea can come from anywhere and strive to be thoughtful, compassionate, and collaborative in our work. If this sounds like something you’d like to be part of, we’re excited to connect with you!

At Netlify, we are committed to a compensation philosophy that prioritizes fairness and equity, positions our employee compensation competitively in the market, recognizes and rewards performance, and takes a comprehensive approach to our rewards package. We anchor our compensation philosophy on a market-based approach, therefore salary ranges may differ depending on the labor cost in a particular location. The salary provided is in addition to robust benefits and participation in Netlify’s equity plan. Because this role is eligible to participate in Netlify's commission plan, our hiring range is targeted at total on-target earnings of $254,000 - $315,000. Candidates outside the US or in premium markets should consult with their Talent Acquisition partner regarding location-based ranges, as they may be higher or lower than the average US range listed. The starting pay will be determined based on multiple factors, including expertise and skills, market demands, experience, internal equity, and applicable geographic location. These compensation packages and ranges are subject to change and may be modified in the future.