Senior Director, Demandbase

• 8+ years of experience in sales operations, revenue operations, or strategic business partnership roles
• 3+ years of people management experience, leading managers or senior individual contributors
• Deep expertise across the full B2B SaaS revenue cycle from pipeline generation to renewal
• Proven track record of driving revenue growth through operational excellence and strategic insights
• Strong executive presence and ability to influence senior leadership
• Expert-level analytical skills with proficiency in data analysis tools (SQL, Excel, Tableau, or similar)
• Deep knowledge of Salesforce and modern revenue tech stack
• Exceptional communication skills with ability to translate complex data into actionable insights
• Strategic thinker with strong business acumen and problem-solving abilities
• Experience managing multiple stakeholders and competing priorities in fast-paced environment

Desirable

• The Sr. Director, Business Partners will own the revenue journey end-to-end, serving as the strategic partner to field teams across the entire revenue cycle
• This role leads business partnership for SDRs, Partners, Sales, Post-Sales, and Solutions Consultants, ensuring operational excellence, strategic insights, and enablement to drive revenue growth
• Managing two direct reports, this leader will be the connective tissue between field teams and Revenue Operations, Finance, Marketing, and Product
• Revenue Cycle Ownership
• Own the complete revenue journey from pipeline generation through customer expansion and renewal
• Partner with field leaders across SDR, Partner, Sales, Post-Sales, and Solutions Consulting teams to drive revenue outcomes
• Design and implement strategies to optimize conversion rates at each stage of the revenue funnel
• Identify bottlenecks and friction points in the revenue process and drive cross-functional solutions
• Ensure seamless handoffs and alignment across all revenue-generating teams
• Strategic Business Partnership
• Serve as trusted strategic advisor to field leadership on territory planning, quota setting, and capacity modeling
• Provide actionable insights on team performance, pipeline health, and revenue forecasting
• Develop and maintain business rhythms including QBRs, pipeline reviews, and forecast calls
• Lead strategic initiatives to improve revenue productivity and efficiency
• Translate business needs into operational requirements and drive execution with RevOps
• Data & Analytics
• Build and maintain executive dashboards and reporting for the revenue organization
• Conduct deep-dive analysis on sales performance, conversion metrics, and revenue trends
• Develop predictive models for pipeline coverage, win rates, and revenue attainment
• Provide data-driven recommendations to optimize go-to-market motions
• Partner with Business Intelligence team to ensure data integrity and reporting accuracy
• Process & Tools Optimization
• Own the business requirements for revenue tech stack including CRM, sales engagement, and partner portals
• Drive adoption of tools and processes across the field organization
• Lead process improvement initiatives to reduce administrative burden and increase selling time
• Partner with Sales Enablement to ensure teams are trained on systems and workflows
• Establish and monitor SLAs for revenue operations support
• Cross-Functional Leadership
• Collaborate with Marketing Operations on lead management and attribution
• Partner with Finance on revenue planning, forecasting, and commission structures
• Work with Product on feature prioritization based on field feedback and customer insights
• Align with Customer Success Operations on retention and expansion strategies
• Lead cross-functional projects to improve the customer and seller experience
• Team Leadership
• Lead, mentor, and develop two direct reports (Sr. Manager, Business Partners)
• Build high-performing team culture focused on impact, collaboration, and continuous learning
• Set strategic priorities and ensure team alignment with organizational objectives
• Foster career development and create growth opportunities for team members
• Scale the business partner function to support organizational growth