Sr. Director, Revenue Operations
About Us:
Pacvue is the leading Commerce Media OS, powering over $12B in advertising spend across 100+ global retail media networks including Amazon, Walmart, Target, Kroger, Instacart, Criteo, and CitrusAd. Powered by industry-leading AI and real-time data, Pacvue enables over 70,000 brands and agencies to maximize advertising performance, drive incrementality, and expand reach across the commerce universe from a single mission control. As of 2025, Pacvue powers 12% of total retail media ad spend worldwide excluding China. Combined with Helium 10’s SMB solutions, Pacvue delivers the industry’s most comprehensive platform for businesses of all sizes.
At Pacvue and Helium 10, great careers don’t just happen — they’re built. Here, you’ll rise as an industry leader, push the boundaries of innovation, own your journey, and thrive as part of an inclusive global community that’s redefining the future of commerce.
About the Role:
We are looking for a Sr. Director, Revenue Operations to architect and lead the processes and systems that drive our go-to-market engine across all regions. This role sets the strategic vision and long-term direction for revenue generation across the entire GTM organization — unifying Sales Ops, Marketing Ops, and Customer Success Ops into a single end-to-end process. It requires deep, hands-on analysis of our pipeline, conversion rates, and sales capacity. This leader reports to the CFO, directly shaping company-wide GTM policy with decisions carrying both immediate and long-term organizational impact. You will be responsible for building the infrastructure, insights, and operational cadence that drive revenue growth, productivity, and commercial excellence
In this cross-functional role, you will build and mentor the team that manages our:
Sales Operations
Marketing Operations
Customer Success Operations
Deal Desk
GTM Systems
You’ll thrive in this role if you:
Combine strategic thinking with operational rigor and disciplined execution
Forward thinking approach – getting in front of emerging trends ahead of the business
Are a trusted thought partner to sales and GTM leadership
Excel in fast-paced, evolving environments and know how to build for scale
Bring strong analytical acumen, systems thinking, and cross-functional influence
Thrive in designing processes and teams from the ground up introducing fresh ideas and frameworks that will enable the business to operate more holistically and less reactive.
Responsibilities:
GTM Strategy & Planning
Lead territory design, ICP segmentation, capacity planning, and account prioritization
Serve as a trusted advisor to the executive team, influencing policy and strategic direction
Own sales forecasting methodology and facilitate pipeline health reviews
Develop playbooks and SLAs across the full GTM lifecycle
Champion change management across GTM systems, processes, and workflows
Sales Compensation & Deal Operations
Design and support the management of compensation plans across GTM teams, including SPIFs and incentives
Operate a centralized deal desk for pricing strategy, discounting, and approval workflows
Administer performance analytics and compensation systems
Revenue Operations & Systems
Lead optimization of the GTM tech stack, including Salesforce and Hubspot
Automate quote-to-cash workflows to drive efficiency and speed
Partner with IT on systems integrations and improvements
Insights & Forecasting
Manage processes for reporting and analyzing deals through the entire customer lifecycle from pipeline to expansion and renewals
Deliver advanced forecasting, scenario planning, and performance insights
Develop shared KPIs across GTM, aligned with strategic goals and functional accountability
Improve rep productivity and coaching through data-driven performance insights
Skills & Qualifications:
15+ years in Revenue/Sales Operations or GTM Strategy, including significant senior leadership experience at a $50m+ ARR B2B SaaS company
Proven success in GTM planning, forecasting, territory design, capacity planning, and incentive strategy
Recognized authority in revenue strategy and GTM architecture, with deep analytical expertise and demonstrated ability to translate tangible metrics into company-wide strategic direction
Experience managing and integrating tools like Salesforce and Hubspot
A strong plus if you’ve successfully built and managed internal AI Agents for GTM automation
Strong cross-functional collaboration and executive stakeholder management
Excellent project management and organizational skills
Strong executive presence, including written/verbal communication skills & stakeholder management
Benefits:
Flexible Paid Time Off
Paid Holidays and Floating Holidays
Medical, Dental, Vision, FSA, HSA with employer contribution, Life Insurance and Pet Insurance
401k with Employer Match
Take up to 2 Days of Paid Time Off to Volunteer with a 501c Organization
Paid Parental Leave
Company-subsidized membership to Wellhub and Peloton
Fertility and family-building information platform through Carrot
The annual base salary range for this position is $190,000-$200,000 USD. The actual salary will vary depending on the applicant’s experience, skills, and abilities as well as internal equity and market data for their location. This position is also eligible for an additional annual bonus compensation through one of Pacvue’s highly attractive incentive plans, full details will be provided during the recruitment process.
#LI-Remote Pacvue is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, veteran status, or disability.