Director, Revenue Strategy – Operations

UpKeep

. Build the analytical and AI infrastructure for funnel, revenue, and GTM decision-making .

Posted 9/21/2026full-timeLos Angeles • California • United StatesLead💰 $210,000 - $225,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in building analytical and AI infrastructure for revenue decision-making, with strong capabilities in full-funnel analytics, pipeline management, and team leadership within a RevOps function. Proficient in utilizing AI for data-driven insights and performance diagnostics across Sales, Marketing, and Customer Success.

Highest-signal resume keywords

Revenue Operations LeadershipAI-Driven AnalyticsSalesforce ProficiencyFull-Funnel AnalyticsHigh-Growth SaaS Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue AnalyticsSales StrategySales OperationsGTM StrategySQLExcel ModelingCohort AnalysisCapacity ModelingPipeline ManagementForecasting

Soft Skills

Analytical CommunicationProblem DiagnosisTeam Leadership

Tools & Technologies

SalesforceGongClayBI ToolsDbt

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

SaaSRevenue IntelligenceGTM Decision-MakingChurn AnalysisARR

Tech Stack

Tools & technologies

CloudSQL

About the role

Key responsibilities & impact

Build the analytical and AI infrastructure for funnel, revenue, and GTM decision-making
Lead a lean RevOps function supporting Sales, Marketing, Customer Success, and Finance
Lead and develop the RevOps team, including the Deal Desk Manager and Salesforce Administrator
Inspect pipeline creation, lead flow, funnel conversion, and rep-level productivity weekly
Diagnose funnel breakdowns and identify successful practices to scale
Assess opportunity and pipeline quality
Use AI to inspect pipeline quality, deal risk, and forecast credibility
Build AI-driven workflows for account prioritization, buying-signal detection, and weekly GTM inspection
Partner with GTM Engineering and functional leaders on AI use cases
Deliver full-funnel visibility from lead generation through new business, onboarding, retention, expansion, and churn
Analyze conversion, velocity, pipeline health, cohorts, segments, revenue leakage, GRR, NRR, churn, and expansion
Own GTM capacity planning and model returns from incremental headcount, programs, and channels with Finance
Pressure-test forecast assumptions and surface leading indicators
Own the GTM performance narrative for executive leadership and the Board
Set priorities for GTM systems, data architecture, reporting, metrics, definitions, and data quality

Requirements

What you’ll need

6–10+ years across Sales Strategy, Sales Operations, GTM Strategy, Revenue Analytics, Revenue Intelligence, Revenue Operations, or FP&A
Career built through Sales Strategy, Sales Ops, Marketing Ops, or GTM Strategy, rather than primarily Salesforce administration and systems ownership
Experience at high-growth SaaS companies in the ~$30M–$150M ARR range
Ability to personally pull data, build models, and work directly in the CRM
Proven ability to independently diagnose performance problems and identify scalable successes
Bachelor's Degree with equivalent experience a plus
Deep, practical, hands-on AI experience
Hands-on experience with Salesforce, Gong, Clay, enrichment and intent data, SQL, dbt, or BI tools
Strong full-funnel analytics, including pipeline, conversion, segmentation, retention, expansion, cohort analysis, and capacity modeling
Strong Excel/Google Sheets modeling skills
Salesforce Revenue Cloud / CPQ or similar quote-to-cash systems exposure preferred
Root-cause diagnosis across Marketing, BDR, Sales, and Customer Success
Ability to communicate complex analytical findings clearly to executives and functional leaders

Benefits

Comp & perks

Competitive base salary
Benefits
Equity and meaningful ownership
Remote-first work environment
Support for health, focus, and long-term growth