Director of Revenue Operations

About the role

The Director of Revenue Operations will own the end-to-end design, execution, and scaling of the RevOps function at Canals. This role is responsible for aligning systems, data, and processes across Sales, Marketing, and Customer Success to create a high-performance GTM engine. You will establish the operational infrastructure that translates strategy into measurable outcomes while maintaining a hands-on role in execution. The position requires building a culture of accountability, speed, and excellence from the ground up. You will define priorities, own the roadmap, and manage early-stage hires as the function scales. This is a strategic role that partners with GTM leadership to drive growth through disciplined execution. You will be the central owner of the lead-to-revenue lifecycle, ensuring integrity and efficiency at every stage.

Key facts

What you'll do

Establish and own the end-to-end RevOps function, including systems, analytics, process, and enablement across the organization.

Define priorities, operating rhythms, and multi-quarter roadmaps that are tightly aligned to company growth goals and GTM strategy.

Lay the foundation for future team hiring and manage early-stage hires as the RevOps function scales and matures.

Create and maintain a culture of ownership, speed, and high standards that permeates the GTM organization.

Own and optimize the GTM tech stack, including HubSpot, sequencing tools, enrichment platforms, and automation frameworks.

Maintain clean data, clear account ownership, and rigorous pipeline hygiene to ensure reliable decision-making.

Design and implement workflows, integrations, and automations that dramatically improve rep efficiency and buyer experience.

Ensure data integrity and consistency across the full lead-to-revenue lifecycle, from initial contact to closed revenue.

Partner with leadership to define segmentation, territory design, and long-term pipeline strategy that supports sustainable growth.

Translate high-level growth targets into clear operating plans, KPIs, and leading indicators that guide daily execution.

Build and run robust forecasting processes that deliver high accuracy, fast variance analysis, and executive-level visibility.

Establish and facilitate consistent weekly, monthly, and quarterly business cadences to drive alignment and accountability.

Construct dashboards and reporting that leadership trusts, providing clear insights on pipeline health, conversion trends, and revenue performance.

Identify operational bottlenecks and friction points, then recommend and drive data-driven improvements across the entire funnel.

Standardize and document the end-to-end lead-to-customer journey, ensuring clarity and consistency for all stakeholders.

Implement scalable pipeline governance and precise stage definitions to improve forecasting and deal visibility.

Drive cross-functional alignment and collaboration across Sales, Marketing, and Customer Success to remove blockers and enable growth.

Ensure new processes, frameworks, and tools are adopted effectively and deliver measurable business outcomes.

Design and administer commission plans and incentive structures that motivate desired behaviors and support strategic goals.

Ensure commissions are accurate, transparent, and paid on time, while supporting ongoing compensation planning aligned to company objectives.

Requirements

Typically, 5-10+ years of experience in RevOps or Sales Operations within high-growth B2B SaaS companies.

A proven track record of building or scaling RevOps functions, including systems, processes, and analytics.

Deep ownership and fluency in CRM platforms, with HubSpot preferred or Salesforce, including pipeline management, account ownership, and executive reporting.

Familiarity with operationalizing AI for GTM teams to drive efficiency and insight at scale.

Experience running forecasting and pipeline analytics with the ability to provide executive-level visibility and fast decisions.

A strong operator mindset with the ability to balance strategic thinking with hands-on execution across multiple tools and teams.

High ownership, extreme detail-orientation, and a bias toward rapid, action-oriented decision-making.

Experience working closely with founders, executive teams, and cross-functional stakeholders to align on goals and execution.

Experience with commissions tools and compensation design, including administration and transparency practices.

Nice to have

Experience with workflow automation platforms and data enrichment tools commonly used in B2B GTM environments.

Background in complex distribution or wholesale industrial environments, including electrical supplies, plumbing, roofing, and HVAC equipment.

Familiarity with regulated or compliance-sensitive sales environments and the unique challenges they present.

Experience implementing stage-based or behavior-driven pipeline frameworks in fast-growth companies.

Track record of using data and experimentation to drive incremental improvements in conversion and pipeline velocity.

Experience supporting multi-regional go-to-market strategies across North and South America.

Practical notes

This is a full-time position based in New York.

The role reports to the Head of Operations.

The successful candidate will work remotely within North and South America, collaborating with a distributed, remote-first team.

Canals is an equal opportunity employer.