Director of Revenue Operations

Director Of Revenue Operations

At Emburse, you'll not just imagine the future you'll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. The Director Of Revenue Operations will be a driving force behind the company's revenue performance, aligning strategy, systems, and execution across Sales and Marketing. This role will play a pivotal part in accelerating growth, improving operational efficiency, and supporting value creation initiatives tied to organizational milestones and KPIs. You will lead a data-driven approach to forecasting, pipeline management, and go-to-market optimizationensuring that every revenue-generating team operates from a single source of truth. The ideal candidate is both strategic and hands-on, with the ability to bridge business strategy, analytics, and technology to drive sustainable, predictable growth.

What You Will Do!

• Strategic Leadership
• Partner closely with the CRO, CFO, and cross-functional stakeholders to design and execute a scalable revenue operations strategy that aligns with the company's growth objectives and investment thesis.
• Build a unified go-to-market operating framework that integrates Sales, Marketing, and Partnerships.
• Serve as a trusted advisor to executive leadership on revenue performance, pipeline trends, and operational efficiency.
• Process Optimization
• Lead the design and continuous improvement of revenue processes across the entire customer journeyfrom lead generation to renewal and expansion.
• Establish clear KPIs and handoff processes within Marketing and Sales to enhance conversion rates and reduce friction.
• Implement and maintain robust lead scoring, territory management, and pipeline governance standards.
• Own the annual design, rollout, and administration of the company's sales commission plans to ensure alignment with revenue goals and accurate, timely payout execution.
• Data, Insights, & Forecasting
• Own company-wide revenue reporting and analyticsdelivering clear visibility into ARR growth, bookings, and pipeline health.
• Partner with Finance to improve forecasting accuracy and revenue predictability.
• Deliver board- and investor-level insights through regular reporting packages and dashboards.
• Technology & Systems Management
• Oversee the go-to-market tech stack (Salesforce, HubSpot / Marketo, Outreach, Gong, etc.), ensuring seamless integrations and data accuracy.
• Evaluate and deploy new tools that support automation, scalability, and data-driven decision-making.
• Champion data hygiene, governance, and compliance across all revenue systems.
• Cross-Functional Alignment
• Collaborate with Product and Customer Success to create data-backed feedback loops that inform pricing, packaging, and customer lifecycle initiatives.
• Drive coordination across sales enablement, demand generation, and customer retention programs to optimize full-funnel performance.
• Team Leadership
• Build and mentor a high-performing Revenue Operations team, fostering a culture of collaboration, accountability, and continuous improvement.
• Establish best practices for operational excellence that can scale with the company's growth trajectory and future exit strategy.

What We Are Looking For :

Finance is changingand at Emburse, we're leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spendso they can focus on what's next, not what's slowing them down.

A Company with Momentum We serve 12M+ users across 120 countries, helping businesses modernize their finance operations.

A Team That Innovates Work alongside some of the brightest minds in finance, tech, and AI to solve real-world challenges.

A Culture That Empowers Competitive pay, flexible work, and an inclusive, collaborative environment that supports your success.

A Career That Matters Your work here drives efficiency, innovation, and smarter financial decision-making for businesses everywhere.

Shape your future & find what's next at Emburse. Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.