Director Revenue Operations Jobs in California (NOW HIRING)

Location: SF Bay Area or NYC metro
Reports To: SVP, Sales

We are seeking an experienced and metrics-driven Director of Revenue Operations to drive significant improvements in conversion rates from initial outreach qualified pipeline opportunity. This leader will blend strategic vision with deep operational execution, owning the revenue data infrastructure, process frameworks, tooling stack, and cross-functional alignment across Sales, Marketing, Customer Success, and Product teams.

This role focuses on pipeline and funnel performance end-to-end - ensuring that strategy, systems, and execution are aligned to materially increase new business and expansion conversion rates.

• Lead the RevOps vision and company-wide funnel operations by embedding operational excellence, repeatable processes, and data-driven decision-making.
• Act as a strategic partner to Sales, Marketing, and Customer Success leadership to align on pipeline goals, forecasts, and shared KPIs.
• Define end-to-end revenue motion strategy, including target metrics, accountability frameworks, predictive dashboards, and performance reporting.

• Drive optimization of the full lead-to-opportunity funnel (lead capture qualification opportunity creation) with accountability for improving conversion rates toward ~30%+.
• Identify bottlenecks across the funnel and implement process improvements, including qualification frameworks, routing logic, engagement strategies, ICP segmentation, and scoring models.
• Partner closely with Marketing to improve lead quality, define qualification criteria, and align on conversion expectations.
• Ensure accurate tracking and attribution across lead sources, sales stages, and funnel performance.

• Architect and govern a RevOps data model that serves as a single source of truth for funnel performance and forecasting.
• Own analytics and dashboards using CRM (e.g., Salesforce), engagement platforms, and BI tools to measure pipeline velocity, conversion rates, and revenue performance.
• Recommend, configure, and optimize the RevOps tech stack to support scalable workflows, automation, and reporting insights.

• Build scalable operational processes that drive consistency and quality across revenue-generating activities (e.g., qualification standards, handoff SLAs, engagement best practices).
• Partner with People Ops and Enablement to develop training frameworks, scorecards, coaching routines, and performance improvement programs.
• Define and track KPIs that connect activity conversion revenue impact.

• Serve as the connective layer across Sales Operations, Marketing Operations, Enablement, and Customer Success Operations to ensure unified approaches to lead management, segmentation, territories, and forecasting.
• Communicate insights and recommendations to executive leadership, translating data into strategic decisions that improve growth outcomes.

• Sustained improvement in funnel conversion rates (e.g., ~20% to 30%+).
• Predictable, scalable revenue operations and performance measurement systems.
• Real-time visibility into funnel health, pipeline, and forecasts through a strong data and tooling foundation.
• Scalable processes and enablement frameworks that support growth and evolving GTM motions.
• Strong alignment across Marketing Sales motions with clear SLAs and shared accountability.

• 10+ years of Revenue Operations, Sales Operations, or RevOps leadership experience.
• Proven track record improving pipeline conversion metrics in high-velocity GTM environments.
• Deep analytical and technical expertise - CRM mastery, dashboarding/BI fluency, and reporting frameworks.
• Experience building operational frameworks that unify data, process, and systems.
• Strong communicator with ability to influence cross-functional executives and drive change.
• Familiarity with modern RevOps stacks (CRM, engagement tools, workflow automation, forecasting tools).

• Experience with forecasting, territory planning, and quota design.
• Background in SaaS or subscription-based business models.
• Familiarity with ABM, or Large Enterprise GTM motions.

If you're excited about the opportunity to lead and shape innovative products, collaborate with a talented team, and make a positive impact on the lives of healthcare workers, we'd love to hear from you. Join us in making a difference, no matter where you're located, and apply now!

The base salary range for this position is $175k - $185k per year, depending on location, experience and qualifications. Canopy is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.