Description:
We’re seeking a Director of Revenue Strategy & Operations to lead the strategic design and operational execution of our B2B business, as we expand from our Direct-to-Consumer (DTC) roots to a scalable hybrid GTM organization. This leader will be responsible for defining where we play and how we win. Ideal candidates are able to seamlessly move between data, operations, systems, and strategy. Responsibilities will span across strategic planning and forecasting/reporting to sales enablement and GTM systems. This is a highly cross-functional role — bridging our sales team with product, marketing, operations, finance and leadership to drive efficiency, insights, and growth.
This role is best suited for those energized by fast-paced environments, excited to build in a high-growth setting, and deeply motivated by our mission at Function. If you're looking for meaningful challenges, dynamic work, and the opportunity to make a real impact—we’d love to meet you.
Key Responsibilities
Sales Strategy & Growth Planning
- Develop the strategic roadmap for B2B growth: defining target customer profiles, sales motions, and channel priorities in partnership with leadership.
- Lead annual and quarterly planning for setting forecasts, headcount plans, commission structures, quotas, territories.
- Serve as the connective tissue between B2B and cross-functional teams (primarily leadership, Product and Marketing), synthesizing performance insights into clear strategic recommendations and ensuring dependencies are addressed to enable us to win.
- Partner with Post-Sales teams and Operations to identify non-scalable solutions.
Operating Rhythm / “Run the Business”
- Run weekly pipeline, reporting and forecasting meetings to measure progress vs goals.
- Partner with Sales leadership to create and implement action plans to accelerate growth.
- Serve as the primary partner across Sales leadership, Finance and Legal around Deal Desk for complex deals, non-standard terms and the discount approval matrix.
- Manage the cadence to ensure Product, Marketing and Sales are operating in lock-step with each other.
- Design, implement, and continuously optimize scalable sales processes to improve efficiency and deal velocity.
Enablement, Training and GTM Systems
- Lead enablement programs, including sales training, kickoffs, and quarterly business reviews.
- Serve as the primary administrator and subject matter expert for GTM tools & systems, such as Salesforce, HubSpot, ZoomInfo, Salesloft, and Cloudingo.
- Ensure the Sales team has access to the right assets, content, and tools.
- Ensure data integrity, governance, and automation across all systems.
Qualifications/Skills
- 5-7+ years of experience in a Sales Strategy, Sales BizOps, or Commercial Operations leadership role.
- Proven expertise in strategic planning, including market segmentation, sales channel design, and setting clear, measurable goals.
- Exceptional problem-solving, analytical and financial modeling skills, with a record of building forecast models.
- Hands-on experience with CRM systems (Salesforce preferred) and other GTM tools, focused on data integrity and process automation.
- Deep commercial acumen with demonstrable experience designing pricing models and discount approval frameworks and partnering with Deal Desk functions.
- Excellent ability to build strong cross-functional relationships and communicate complex strategic topics to executive stakeholders.
- Start-up mentality: Comfortable operating independently in a fast-paced, high-growth environment and building scalable processes with an eye toward automation and efficiency.