Director of Revenue Operations

Schellman is a Top 50 CPA firm and a leading provider of attestation and compliance services. Our professional services focus on security and privacy audits, assessments, and certifications.  Schellman has become one of the largest cybersecurity assessment firms in the United States without providing any traditional accounting services.  We are an accredited multi-framework ISO Certification Body for security, privacy, business continuity, and quality; a globally licensed PCI Qualified Security Assessor and a top provider to clients serving the federal DoD space as a leading FedRAMP 3PAO and the first assessment firm authorized as a CMMC C3PAO. Our specialty and expertise remain in providing best in class Cybersecurity and IT Audits and Attestations. Our culture, approach with clients, and dedication to our values has led us to consistently be a Great Places to Work certified company and rated as a Best Firms to Work For by Accounting Today and a Glassdoor Best Places to Work. We deeply appreciate our employees, as shown by our first core value – People Come First. This is demonstrated in our culture, benefits, and how we handle business. Come see what makes Schellman special!

JOB SUMMARY  

The Director of Revenue Operations is a strategic and hands-on leader responsible for modernizing and scaling our end-to-end revenue infrastructure. Reporting to the Chief Revenue Officer (CRO), this role will align Sales, Marketing, Finance, Business Intelligence, and Service Delivery leadership around a unified revenue visibility strategy.  

The leader will design and implement the systems, processes, and analytics that power predictable growth and operational excellence. This individual will bring go-to-market and financial acumen, data-driven decision making, and a builder’s mindset—establishing scalable revenue processes that connect demand generation and pipeline health, to bookings through to GAAP revenue recognition and forecast accuracy.  

Essential Functions:  

GTM Strategy & Leadership  

• Partner with the CRO, CFO and executive team to design and execute annual go-to-market strategy and planning cycles.  

• Establish a firmwide operating cadence that drives forecast accuracy, pipeline visibility, and revenue productivity across new business, cross-sell, and renewals.  

• Align cross-functional teams around unified revenue goals, KPIs, and performance insights.  

• Design scalable revenue processes that improve efficiency, conversion, and client retention.  

• Foster a culture of accountability, collaboration, and continuous improvement across Finance and GTM.  

Revenue Systems & Process Optimization  

• Partner with internal teams to drive process optimization of the GTM tech stack—HubSpot, Workday, Power BI, Kantata, Ironclad, and Smart Quote (CPQ)—ensuring automation, integration, and data integrity.  

• Drive workflow improvements from lead-to-renewal and quote-to-cash, ensuring smooth handoffs and visibility across Finance and GTM teams.  

• Partner with Finance on revenue recognition, billing, and operational reporting to ensure compliance and accuracy.  

Forecasting, Analytics & Insights  

• Build forecasting models and dashboards that support both bookings-based and GAAP revenue forecasting.  

• Deliver actionable insights on pipeline health, conversion rates, retention, and service performance.  

• Provide data-driven recommendations that inform leadership decisions and strategic priorities.  

• Act as a central operational partner across Sales, Marketing, Business Intelligence, Client Success, and Finance, ensuring alignment and execution across the revenue lifecycle.  

Compensation, Pricing & Planning  

• Design and administer sales compensation plans that align with company goals and drive performance.  

• Support pricing, packaging, and multi-year deal strategies in partnership with Service Delivery, Finance and GTM leadership.  

• Lead annual and quarterly capacity planning, territory design, and quota-setting processes.  

Knowledge, Skills, and Abilities: 

• Strong understanding of bookings, billings, and GAAP revenue recognition, with the ability to bridge operational metrics and financial outcomes.  

• Deep expertise in HubSpot CRM (or similar platforms), Workday Finance, Power BI, and CPQ systems.  

• Exceptional analytical skills with experience building forecasts, dashboards, and board-level reporting.  

• Proven ability to design and scale cross-functional revenue processes that enhance predictability and efficiency.  

• Strong executive communication and collaboration skills, capable of influencing without authority.  

• Strategic mindset with hands-on execution capability in a fast-paced, growth-oriented environment.  

• Demonstrated success building and mentoring high-performing teams.  

High Performing Attributes: 

• Strategic Operator: Brings clarity to complexity and translates vision into scalable, measurable processes.  

• Financially Fluent: Understands how bookings flow through to GAAP revenue, connecting operational metrics to financial outcomes.  

• Analytical Leader: Uses data to tell the story—driving insight, precision, and confidence in every revenue decision.  

• Builder Mentality: Thrives in a hands-on environment, creating structure, process, and discipline from the ground up.  

• Collaborative Partner: Bridges Finance and GTM, ensuring transparency, accountability, and alignment across the business.  

• Change Champion: Leads through influence, driving adoption and continuous improvement across teams and systems.  

Education, Work Experience and Certifications 

• Bachelor's degree required 

• 7–10+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy within B2B SaaS or professional services.  

• Proven track record of building and scaling RevOps functions in high-growth organizations.  

• Background in sales compensation design, forecasting, and cross-functional GTM planning.  

• Experience implementing or optimizing revenue systems across the full lifecycle—from lead-to-renewal and quote-to-cash.  

Schellman is an equal opportunity employer (EOE) and strongly supports diversity in the workplace; therefore, providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. Schellman uses E-Verify in our hiring process.  

At Schellman, we strive to provide a flexible and balanced environment and therefore offer the opportunity to work remotely, unless otherwise stated in the job requirements. Connecting, collaborating and continuous education are also highly valued and therefore we require some travel annually for our Internal Service Delivery roles, which can include in-person training, team meet-ups, and strategy meetings. Service Delivery team members will also be required to travel based on business and client needs.