Director, Revenue Operations

About The Role

Order.co is seeking a Director of Revenue Operations to build and lead the operating system behind our go-to-market organization. This is a highly strategic and hands-on leadership role responsible for bringing together Sales, Marketing, Customer Success, and Finance around a common revenue strategy, consistent data, scalable processes, and clear accountability.

As Order.co continues to scale, the Director of Revenue Operations will create the infrastructure needed to improve predictability across the entire customer lifecycle, from pipeline generation and conversion through implementation, retention, expansion, and renewal. You will serve as a trusted partner to executive leadership, translating company strategy into revenue plans, operating rhythms, forecasts, systems, and actionable insights.

The right leader will be equally comfortable presenting to executives, challenging assumptions with data, and digging into the details of a process or system when needed. What You'll Own Revenue Strategy & Planning Partner with the CRO, CFO, CEO, and GTM leadership to translate company goals into an integrated revenue operating plan.

Lead annual and quarterly revenue planning, including capacity modeling, territory and coverage strategy, quota planning, productivity assumptions, and resource allocation. Establish clear performance expectations and KPIs across Marketing, Sales, Customer Success, and other revenue-generating functions. Build scenario models that help leadership understand risks, opportunities, and tradeoffs before making investment decisions.

Create a scalable Rev. Ops roadmap aligned with Order.co's growth strategy. Forecasting & Revenue Intelligence Own the company's revenue forecasting methodology and operating cadence. Improve forecast accuracy and provide leadership with clear visibility into pipeline, bookings, retention, expansion, and revenue performance.

Develop executive dashboards and reporting that turn complex data into actionable insights. Establish consistent definitions and a trusted source of truth for revenue metrics. Identify trends, risks, and opportunities early and drive action across the organization. GTM Process & Execution Design and continuously improve the end-to-end customer lifecycle, from lead generation through acquisition, onboarding, adoption, renewal, and expansion.

Identify friction, process gaps, and revenue leakage across the GTM organization. Establish clear stage definitions, handoffs, SLAs, ownership, and operating standards across teams. Partner with GTM leaders to improve pipeline generation, conversion, sales velocity, retention, expansion, and overall revenue productivity.

Create scalable processes without adding unnecessary complexity. Systems, Data & Technology Own the strategy and governance for the GTM technology ecosystem, including Hub. Spot, marketing automation, customer success, analytics, and supporting revenue tools. Ensure systems and processes scale with the business and provide reliable, actionable data.

Partner with IT and functional leaders on integrations, architecture, automation, and data governance. Evaluate technology investments based on business impact, adoption, scalability, and ROI. Drive automation and responsible use of AI to increase productivity and improve decision-making across the revenue organization.

Revenue Performance & Analytics Develop a comprehensive view of GTM performance across the customer lifecycle. Monitor and analyze metrics including pipeline coverage, conversion, win rate, sales cycle, ARR, GRR, NRR, churn, expansion, CAC, productivity, and forecast accuracy. Partner with Finance to ensure alignment between operational forecasts and financial planning.

Conduct funnel, cohort, segmentation, and performance analysis to identify opportunities for growth and efficiency. Translate data into clear recommendations and ensure insights lead to action. Leadership & Organizational Alignment Build and develop a high-performing Revenue Operations organization as the company scales.

Establish operating rhythms that create accountability and alignment across GTM leadership. Serve as a strategic thought partner to the executive team and functional leaders. Bring structure and clarity to complex, cross-functional problems. Influence effectively across functions, balancing the needs of individual teams with what's best for the overall business.

Qualifications

10+ years of experience in Revenue Operations, Sales Operations, GTM Strategy, Business Operations, or related disciplines. 5+ years leading teams and operating at a senior leadership level. Significant experience within a scaling B2B SaaS or recurring-revenue business. Demonstrated ownership of revenue planning, forecasting, analytics, and GTM operations.

Experience supporting multiple GTM functions, including Sales, Marketing, and Customer Success. Strong understanding of SaaS economics and metrics, including ARR, NRR, GRR, CAC, churn, pipeline coverage, conversion, and sales productivity. Experience designing scalable processes and operating models during periods of rapid growth or organizational change.

Strong Hub. Spot and revenue technology experience, with both deep execution experience and the ability to design an integrated GTM architecture. Advanced analytical and financial modeling skills with the ability to translate data into executive-level recommendations. Experience partnering directly with C-suite executives and presenting complex information in a clear, concise way.

Demonstrated ability to challenge assumptions constructively, influence without direct authority, and drive accountability across functions. What Success Looks Like Within your first year, you will have established a trusted and scalable revenue operating system that gives leadership significantly greater visibility and confidence in how the business is performing.

Success will include: A consistent and reliable revenue forecasting process. Clear ownership and definitions across the full GTM funnel. Improved visibility into pipeline, conversion, retention, expansion, and revenue performance. Strong alignment between Revenue and Finance. Executive dashboards that drive decisions rather than simply report activity.

A prioritized GTM systems and automation roadmap. More disciplined quarterly and annual revenue planning. Clear identification of revenue leakage and measurable improvements in GTM efficiency. A Rev. Ops function viewed as a strategic business partner across Order.co. What You'll Receive The opportunity to build and lead a critical function with meaningful influence on Order.

co's growth strategy and business performance Direct partnership with executive leadership and the opportunity to shape how we scale our go-to-market organization A high-impact leadership role in a fast-paced, collaborative environment alongside a talented and ambitious team Employer-sponsored 401(k) Flexible time off and remote work policies Robust medical, dental, vision, and wellness benefits Generous leave policies and support for new and current parents The anticipated annual base salary range for this role is $220,000–$240,000.

Actual compensation and title will be commensurate with experience, qualifications, knowledge, and skills. Order.co is the System of Action for the Office of the CFO, transforming the way businesses purchase and pay into an intuitive, B2C-like shopping experience. Order.co leverages embedded AI agents and embedded financial products to reinvent the way businesses connect with their vendors.

End users enjoy a seamless, zero-training buying experience, while finance and procurement leaders gain a single platform to orchestrate how the business “should operate”. The result is an all-in-one solution that serves as a gravitational pull for spend and data, automating and eliminating procurement and finance workflows from requisition to reconciliation along the way.

Order.co is on the cutting edge of B2B Agentic Commerce, poised to be the market leader in creating a more predictive, prescriptive, and personalized experience for users. Founded in 2016 and headquartered in New York City, Order.co oversees nearly half a billion in annualized spend across hundreds of customers like We.

Work, Soul. Cycle, Lume, and [solidcore] . Order.co has raised $75M in funding from industry-leading investors like MIT, Stage 2 Capital, Rally Ventures, 645 Ventures, and more. Order.co has been proudly named a 50 to Watch by Spend Matters and a Best Place to Work by Built. In and Inc. Magazine.