Director, Revenue Strategy & Planning

Overview

This role is an individual contributor Director, Revenue Strategy & Operations position focused on the most important and least defined problems within the revenue organization. The work will be driven by strategic initiatives that matter most at the time, and may evolve as priorities change.

Early focus areas may include:

• Sales forecasting
• Pipeline management
• Capacity planning for non-direct sales organizations

Over time, work may be transitioned once processes are running well, or the role may take on new initiatives.

Responsibilities

• Lead strategic initiatives and special projects across the revenue organization, moving from ambiguous questions through rigorous analysis to recommendations leaders can act on.
• Build and drive adoption of a sales forecasting rhythm, including:
  • Methodology
  • Data requirements
  • Cadence
  • Standards of quality for credible forecasts
• Define how pipeline health is measured and whether pipeline is sufficient to support hired sellers and established targets.
• Own capacity planning for non-direct sales organizations by translating expected volume into:
  • Staffing
  • Ratios
  • Role mix
  • Hiring timing
• Assess whether organizations are structured and sized efficiently, and recommend changes as volume grows.
• Model expected return from partnerships, investments, or new commercial motions.
• Shape commercial deal economics, including:
  • What is offered
  • What is held back
  • Thresholds governing non-standard terms
• Create process, structure, and clear assumptions in areas where none exist, leaving behind materials the organization can operate without ongoing support.
• Produce executive-ready recommendations that clearly communicate assumptions, tradeoffs, risks, and required decisions in plain language.

Requirements

• 10+ years of experience in one or more of the following:
  • Strategic Finance
  • Financial Planning & Analysis
  • Sales Strategy & Operations
  • Revenue Operations
  • Management consulting
  • Investment banking
  • Related analytical fields
• Proven ability to own ambiguous, high-visibility problems end to end—from framing the question through to a recommendation leaders act on.
• Comfort working across both recurring operating processes and one-time strategic questions while maintaining quality.
• Experience with sales forecasting, pipeline analysis, and capacity modeling.
• Strong financial and commercial judgment.
• Advanced modeling skills in Excel or Google Sheets and SQL, including working with large, complex data sets and turning them into clear decisions.
• Strong executive communication skills and cross-functional influence—able to build alignment and drive outcomes without direct authority.
• A bias toward building: creating structure where it is missing and being the first person to work a problem.

Preferred Qualifications

• Experience in payments, financial technology, usage-based pricing, or another multi-product business with several routes to market.

Compensation & Benefits

• Market-based compensation; pay may vary depending on location.
• U.S. roles are categorized into one of four zones based on a cost of labor index. Starting pay is determined based on job-related skills, experience, qualifications, work location, and market conditions.

Salary Ranges (by zone)

• Zone A: $217,800—$326,800 USD
• Zone B: $217,800—$326,800 USD
• Zone C: $217,800—$326,800 USD
• Zone D: $217,800—$326,800 USD

Benefits (high level)

• Remote work
• Medical insurance
• Flexible time off
• Retirement savings plans
• Modern family planning

Location

U.S. locations. Pay zone is determined by cost of labor for the geographic area.