Director of Revenue Operations, Clio
Enterprise
$187.2-280.8k
For experienced individuals, we typically hire at or around the midpoint of the band. The top portion of the salary band is reserved for employees who demonstrate sustained high performance and impact at Clio. Plus variable pay that is based on company performance.
Legal practice management software
Be an early applicant
Legal practice management software
1001+ employees
Be an early applicant
$187.2-280.8k
For experienced individuals, we typically hire at or around the midpoint of the band. The top portion of the salary band is reserved for employees who demonstrate sustained high performance and impact at Clio. Plus variable pay that is based on company performance.
1001+ employees
Company mission
Clio's mission is to build cloud-based and client-centred technology that will transform the legal experience for all.
Role
Who you are
- Bachelor's degree; MBA preferred
- 7+ years as a Senior Manager of RevOps or 3+ years as a Director of RevOps in a B2B SaaS environment
- Experience building or scaling Enterprise GTM operations, ideally in a company moving upmarket
- Management experience required — 3+ direct reports
- Strong analytical skills with the ability to translate complex data into clear recommendations for senior leadership
- Comfortable in a matrix environment — influencing without direct authority across multiple functional teams
- Roll-up-your-sleeves mentality — this is a builder role, not a manager-only role
- Familiarity with core GTM tools including Salesforce, SalesLoft, Gong, CPQ platforms, Professional Services Automation (PSA) and Customer Success platforms
- Ability to travel to or within Canada one week per quarter
What the job involves
- We are currently seeking a Director of Revenue Operations, Enterprise to join our Revenue Operations team preferably in Toronto, Calgary, Vancouver, or the U.S
- Revenue Operations has one job—to drive growth by accelerating our revenue-generating teams. We directly support Sales, Marketing, and Customer Success by providing insights, reducing friction, and enabling teams to be innovative and self-sufficient
- Clio is at an inflection point
- With the strategic acquisitions of ShareDo and vLex, we are significantly expanding our enterprise footprint and investing in the dedicated operational leadership to match that ambition
- The Director of Enterprise Revenue Operations will be the single operational owner responsible for scaling and maturing our Enterprise GTM motion end-to-end — from Sales Operations through to Customer Success operations and enablement — ensuring our Enterprise business runs with the speed, precision, and sophistication that our customers and growth targets demand
- This is a builder role
- You will stand up the operational infrastructure, processes, and team that power Clio's enterprise segment
- Reporting to the VP, Revenue Operations and partnering directly with the SVP of Enterprise, you will work in close collaboration with Clio's RevOps functional leaders to ensure enterprise execution is tightly integrated with the broader GTM engine
- Build and lead the Enterprise Revenue Operations team, covering Sales Operations, CS Operations and Enablement
- Partner with the SVP of Enterprise to design and execute GTM strategies that enable the enterprise segment to scale
- Establish enterprise sales processes, operating cadences, and Rules of Engagement, and build enablement programs that equip GTM teams to execute across the full customer lifecycle
- Own enterprise post-sales operations, ensuring onboarding, adoption, renewal, expansion and professional services processes are built for enterprise complexity and scale
- Ensure enterprise tooling integrates into Clio's core tech stack, partnering with the Director of GTM Applications and SMB Revenue Operations leadership team
- Partner with Product, Product Marketing and Enterprise leadership to operationalize GTM strategies across Clio’s suite including Vincent and Clio Operate
- Ensure pricing, packaging and sales motions support enterprise buyers adopting multiple products across the customer lifecycle
- Develop operational frameworks that support cross-sell and expansion within complex enterprise environments
- Own pipeline and ARR forecasting across the enterprise segment, establishing the methodology and cadences that give leadership visibility into risk and upside
- Lead territory design, segmentation, quota allocation, and capacity planning, translating growth targets into actionable coverage models
- Own incentive compensation design in partnership with the Director of Compensation for the enterprise GTM organization, partnering with Finance and HR to ensure plans drive the right behaviors
- Lead QBRs, MBRs and executive reporting, translating performance data into clear insights and recommendations for senior leadership
- Define how GTM metrics are measured, distributed, and actioned across the enterprise segment; covering pipeline health, conversion, retention, expansion, and efficiency
- Partner with Data & Finance to maintain clean, consistent GTM data infrastructure and support board-level reporting
Our take
Modern law firms increasingly manage their work digitally but the lack of a specialised remote solution means that workflows have become fragmented. This leads to legal practice managers having to juggle multiple software solutions across various devices.
Clio provides a legal practice management platform designed for law firms, allowing users to manage billing for legal aid cases, access and manage documents and store files across multiple devices. Whilst other startups are operating in this niche, Clio has uniquely focussed on synchronisation across remote devices and on a wide range of integrations, allowing the user to access information from other industry standard software such as Xero and Klyant from within a single interface.
Clio has raised a large amount of investment capital and benefited from the COVID-era move to cloud technologies. Most recently, it raised a 2024 Series F round, which saw the company attain a valuation exceeding $3 billion. This funding is being used to accelerate AI development and to allow existing investors and employees to cash out their shares.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Company equity
- $500 contribution when you become a parent and/or guardian
- 4-week minimum vacation
- Work from home when you need to (role-specific)
- Parental leave options for moms and dads
- Customizable extended health benefits (including $2000 per year to spend on counseling)
- Wellness programs including an onsite naturopath physiotherapist, and RMT (location-dependent), healthy snacks, and exercise classes
- 401k 🇺🇸
- RRSP-matching 🇨🇦
Company HQ
Burnaby, BC
Leadership
Jack Newton
(Founder & CEO)Experience as Director of Product Development for Chenomx Inc. from 2004 to 2009. Advisor for Logikcull.com, dealcloser, and Athennian.
Rian Gauvreau
(Board Member)Experience developing legal technology for Gowling Lafleur Henderson LLP from 2000 to 2008. Graduated the University of British Columbia with an M.B.A. in Strategic Management in 2011.
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