Senior Director of Revenue Operations, Catapult Sports
Sports technology for athlete performance
Be an early applicant
Sports technology for athlete performance
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
To unleash the potential of every athlete and team on earth.
Role
Who you are
- 8+ years in RevOps, Sales Operations, or GTM Strategy, with 4+ years in a leadership role in a high-growth SaaS/subscription business; global exposure preferred
- Proven track record of successfully implementing AI/ML tools (e.g. Clari, Gong, ChatGPT for sales, Chorus.ai) to drive efficiency or innovation
- Expertise in CRM systems (Salesforce preferred), CPQ, billing platforms, and BI tools (e.g., Tableau, Qlik). Experience with enterprise-level data governance
- Strong analytical skills with experience in pricing models, forecasting, and revenue analytics
- Passion for sports technology and familiarity with the unique demands of B2B sports SaaS
- Strong interpersonal skills: Must be sharp, energetic, assertive and results-oriented; able to prioritise and focus in a rapidly evolving environment
- Demonstrated ability to collect stakeholder feedback, deeply understand their pain points, and meet them on their level to drive solutions
- Strong analytical and strategic thinking skills with proven experience driving change with action insights
- Executive presence, high EQ, and the ability to mentor cross-functional teams and foster a performance-driven culture
What the job involves
- We’re looking for a driven, curious, and strategic Senior Director of Revenue Operations to join our high-growth organization at a pivotal time of transformation
- Based in Boston, this senior leader will play a critical role in optimizing deal execution by designing efficient processes and leveraging smart automation. Their primary focus will be to deliver actionable insights that drive revenue acceleration
- They will also lead change management across the Sales function, ensuring clear communication, seamless adoption of new initiatives, and a culture of compliance and continuous improvement
- Architect and scale a global Revenue Operations strategy, aligning systems, processes, and GTM teams to support both near-term performance and long-term growth objectives
- Own the enterprise-wide RevOps tech stack (CRM, CPQ, billing, analytics), driving strategic integration and automation across Sales, Marketing, Customer Success, and Product
- Design scalable, data-informed operating models that improve deal velocity, expand margins, and reduce operational friction across the full revenue lifecycle
- Partner with executive leadership on territory design, segmentation, incentive modelling, and global quota frameworks, continuously refining based on market evolution and strategic shifts
- Lead innovation and transformation initiatives, including the adoption of advanced AI/ML technologies for predictive sales insights, churn modelling, and intelligent enablement at scale
- Champion high-leverage initiatives like automated contract intelligence, dynamic pricing strategies, and real-time customer health scoring to support GTM efficiency and personalization
- Define the enterprise analytics vision, building a centralized performance infrastructure that enables real-time visibility into pipeline health, commercial efficiency, and unit economics across regions and verticals
- Lead executive-level insights delivery—QBRs, board reporting, and strategic reviews—that unlock opportunity and enable strategic bets
- Establish and govern enterprise-wide data standards to ensure consistency and reliability across core systems (Salesforce, HubSpot, NetSuite, etc.)
- Serve as a senior stakeholder across GTM, Finance, Product, and Legal to streamline cross-functional revenue workflows—contract execution, pricing, billing, and recognition—while ensuring compliance and performance
- Mentor and scale a high-performing RevOps team, developing emerging leaders and fostering a culture of accountability, systems thinking, and operational excellence
- Drive change management across the business, ensuring adoption of new processes, technologies, and operating rhythms
- Leverage deep knowledge of the sports performance and analytics landscape to develop and iterate GTM strategies tailored to elite sports teams, leagues, and performance organisations
- Continuously monitor and respond to emerging trends in SaaS, sports technology, and AI, ensuring RevOps is a catalyst for innovation and differentiation
Our take
Catapult is a leader in the sports technology market, pioneering wearable technology that provides valuable insights to help athletes prevent injuries, optimise performance and manage their return to play. Over time, the company has expanded its offerings to include advanced wearable analytics, video analysis tools, and athlete management systems.
The company boasts an elite clientele including thousands of big-name teams worldwide, such as Real Madrid, Bayern Munich, the New York Giants, and the Australian Cricket team. These teams rely on Catapult's cutting-edge technology to monitor and improve athletes' performance across training and competition.
This is a good demonstration of Catapult's value, but where it stands out is in its support of grassroots athletes and clubs. Essentially, while many consumer-grade wearables excel at collecting data, they fail to guide people in using it effectively. To address this, Catapult creates tailored training plans to help amateur athletes leverage data for better results in a similar way to professionals.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-5% employee growth in 12 months
Company
Company HQ
Prahran, VIC
Leadership
Will Lopes
(CEO & Managing Director)Joined Catapult in 2019 as CEO and Managing Director. Previously spent 19 years at Audible in a number of roles, including Executive Vice President of International Operations and CRO. They also founded Corridor Services where they served as the CEO.
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