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.

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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.