Associate Director, Revenue Operations

About the role

You will manage and mentor a team of Revenue Operations Solution Engineers, balancing leadership development with hands-on technical contribution to ensure consistent delivery of high-quality strategic and technical work. You will partner directly with the Director of Revenue Operations to lead complex client engagements, overseeing solution design and implementation across Salesforce, marketing automation, and HubSpot environments. This role requires you to translate intricate technical findings into clear, executive-level recommendations while remaining deeply involved in the architecture and troubleshooting of client systems. You will serve as the key escalation point for the most challenging client and technical issues, guiding teams through audits, integrations, and optimization initiatives. The position demands equal comfort in leading high-stakes conversations with senior stakeholders and diving into the granular details of automation, data governance, and CRM configuration. You will play a pivotal role in shaping the future of Directive's Revenue Operations practice by defining repeatable processes, playbooks, and technical standards that scale. Ultimately, you will ensure client satisfaction by driving strategic alignment, operational excellence, and measurable pipeline and revenue outcomes for every engagement.

Key facts

What you'll do

• Manage and mentor a team of Revenue Operations Solution Engineers, including workload management, prioritization, coaching, and performance support.
• Serve as an escalation point for complex client and technical challenges, providing expert guidance and resolution strategies.
• Own or oversee strategic client relationships, ensuring strong communication, delivery quality, and client satisfaction.
• Lead and support Salesforce, HubSpot, and marketing automation audits, implementations, integrations, and optimization projects.
• Provide hands-on expertise across Salesforce Sales Cloud, Salesforce Account Engagement/Pardot, and HubSpot Marketing Hub.
• Design and advise on lifecycle architecture, lead management, routing, automation, CRM/MAP integrations, attribution, reporting, and data governance.
• Translate complex technical findings into clear recommendations for executive and non-technical stakeholders.
• Review strategist work for technical accuracy and strategic quality before client delivery, maintaining high standards of excellence.
• Partner with Account Directors and internal leadership to identify expansion and cross-sell opportunities that drive incremental value.
• Support scoping, solution design, and new business conversations for RevOps opportunities, ensuring feasibility and alignment with client goals.
• Help develop repeatable processes, documentation, playbooks, and technical standards as the Revenue Operations practice scales and evolves.
• Maintain visibility into project health, capacity, utilization, and delivery risks across the team to proactively manage timelines and expectations.

Requirements

Must Haves

• 5+ years of experience in Revenue Operations, Marketing Operations, CRM consulting, marketing automation, or a related discipline, demonstrating a consistent track record of successful delivery.
• 1-2+ years of direct people management or formal team leadership experience, with evidence of developing and supporting professional growth.
• Active Salesforce Administrator Certification, maintained through current credential validation and best practice application.
• Strong hands-on Salesforce Sales Cloud administration and implementation experience, including configuration, customization, and optimization.
• Deep experience with Salesforce Account Engagement/Pardot, evidenced by Pardot/Account Engagement certification or at least 2-3 years of hands-on Pardot implementation and administration.
• Strong hands-on experience with HubSpot Marketing Hub, including automation, lifecycle management, data architecture, integrations, and advanced reporting.
• Demonstrated history of leading complex CRM and marketing automation implementations, audits, migrations, or optimization initiatives from conception to completion.
• Solid understanding of lead lifecycle management, lead routing, attribution models, CRM/MAP integrations, automation workflows, and robust data governance principles.
• Proven ability to lead senior-level client conversations, translating technical complexity into actionable business recommendations with clarity and confidence.
• Strong written and verbal communication skills, with the ability to manage client expectations, negotiate priorities, and navigate difficult conversations professionally.
• Capacity to balance leadership responsibilities with hands-on technical execution, remaining adaptable and engaged across the solution lifecycle.

Nice to have

• Previous agency experience strongly preferred; consulting or professional services experience is also highly relevant for fast-paced, client-driven environments.
• Salesforce Account Engagement/Pardot certification to validate deep platform expertise and commitment to ongoing learning.
• Additional Salesforce certifications to broaden technical credibility and solution design capabilities.
• HubSpot certifications to demonstrate mastery of marketing automation architecture and best practices.
• Experience working with Directive's specific methodologies, internal tools, and delivery frameworks to accelerate onboarding and impact.

Practical notes

This role is full-time and remote within the United States. It requires significant availability for collaboration across distributed teams and client time zones.