Diligent
Overview
Director, Revenue Operations is a strategic, data-driven leader role within the GTM Strategy and Operations team. You will be a critical partner to the Head of GTM Strategy and Operations and the Chief Customer Officer (CCO), fostering collaboration across Sales, Customer Success, Marketing, and Partnerships. The ideal candidate has a proven track record of building scalable processes and leveraging AI to drive sustained revenue growth, with strong analytical and strategic planning capabilities. Key Responsibilities
Commercial Strategy and Growth: Partner with the CCO and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets; translate complex data into actionable recommendations for Commercial leaders; develop and maintain segmentation models and sales coverage strategies that align to growth objectives and optimize rep productivity. Forecasting & Pipeline Management: Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments; utilize Salesforce, GTM tools and data sets (Snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes; deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics. GTM and Sales Efficiency: Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews); implement a standardized sales methodology with clear stage definitions, qualification criteria, and progression benchmarks across segments; build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting. Territory Management, Quota Setting and Sales Compensation: Lead territory design to ensure sales coverage aligns with market opportunities and business objectives; continuously optimize territory assignments and GTM approaches based on performance data and growth trends. Qualifications
10+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 2 years in a senior leadership role. Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans. Deep expertise in Salesforce, Outreach, Gong, and other GTM tools. Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs. Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives. Experience designing sales methodologies and commercial processes that scale in B2B SaaS. Comfort working cross-functionally and influencing without authority—excelling at aligning diverse stakeholders around common goals. High EQ, clear communication skills, and a strong sense of ownership. U.S pay range:
$151,000—$207,000 USD What Diligent Offers You
Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients. We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting-free days, a generous time-off policy, and wellness programs. Global presence with offices in New York, Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney; this role follows a hybrid work model with onsite expectations where applicable. Diversity is important to us. We promote a diverse team through Employee Resource Groups and provide resources to support education, dialogue, and understanding. We are a drug-free workplace and an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, disability, age, military status, or other protected characteristics, in accordance with applicable laws. We provide reasonable accommodations for qualified individuals with disabilities. If you need assistance or an accommodation due to a disability, contact recruitment@diligent.com. Headquartered in New York, Diligent has offices worldwide and supports a hybrid work model to foster collaboration and connection.
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Director, Revenue Operations is a strategic, data-driven leader role within the GTM Strategy and Operations team. You will be a critical partner to the Head of GTM Strategy and Operations and the Chief Customer Officer (CCO), fostering collaboration across Sales, Customer Success, Marketing, and Partnerships. The ideal candidate has a proven track record of building scalable processes and leveraging AI to drive sustained revenue growth, with strong analytical and strategic planning capabilities. Key Responsibilities
Commercial Strategy and Growth: Partner with the CCO and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets; translate complex data into actionable recommendations for Commercial leaders; develop and maintain segmentation models and sales coverage strategies that align to growth objectives and optimize rep productivity. Forecasting & Pipeline Management: Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments; utilize Salesforce, GTM tools and data sets (Snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes; deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics. GTM and Sales Efficiency: Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews); implement a standardized sales methodology with clear stage definitions, qualification criteria, and progression benchmarks across segments; build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting. Territory Management, Quota Setting and Sales Compensation: Lead territory design to ensure sales coverage aligns with market opportunities and business objectives; continuously optimize territory assignments and GTM approaches based on performance data and growth trends. Qualifications
10+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 2 years in a senior leadership role. Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans. Deep expertise in Salesforce, Outreach, Gong, and other GTM tools. Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs. Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives. Experience designing sales methodologies and commercial processes that scale in B2B SaaS. Comfort working cross-functionally and influencing without authority—excelling at aligning diverse stakeholders around common goals. High EQ, clear communication skills, and a strong sense of ownership. U.S pay range:
$151,000—$207,000 USD What Diligent Offers You
Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients. We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting-free days, a generous time-off policy, and wellness programs. Global presence with offices in New York, Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney; this role follows a hybrid work model with onsite expectations where applicable. Diversity is important to us. We promote a diverse team through Employee Resource Groups and provide resources to support education, dialogue, and understanding. We are a drug-free workplace and an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, disability, age, military status, or other protected characteristics, in accordance with applicable laws. We provide reasonable accommodations for qualified individuals with disabilities. If you need assistance or an accommodation due to a disability, contact recruitment@diligent.com. Headquartered in New York, Diligent has offices worldwide and supports a hybrid work model to foster collaboration and connection.
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