Sr Director, Revenue Operations
1 week ago• Flexible / Remote
What we’re looking for
AppFolio is more than a company. We’re a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. One in which every experience feels effortless, yet meaningful. Where customers are empowered to take on any opportunity. We show up as one team, connected by our values to be a force for good. Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves.
The Sr. Director of Revenue Operations is a critical leader responsible for elevating and guiding the strategic direction and operational execution of Sales and Client Services teams to enable scalable growth. This role enhances revenue effectiveness by establishing measurable processes to improve efficiency in execution and setting growth objectives.
The Sr. Director of Revenue Operations is a critical leader responsible for elevating and guiding the strategic direction and operational execution of Sales and Client Services teams to enable scalable growth. This role enhances revenue effectiveness by establishing measurable processes to improve efficiency in execution and setting growth objectives.
Reporting to the VP of Revenue Operations, the Sr. Director of Revenue Operations partners closely with the Sales, Onboarding, Customer Success, Customer Care, Marketing, and Finance teams to develop strategies, implement performance metrics, and ensure alignment across all RevOps. This position ensures that revenue-generating teams have the necessary resources and technology to effectively engage with customers and drive the organization's revenue growth.
Your Impact
- Revenue Strategy: Partner with leadership to develop and align go-to-market strategies, focusing on acquisition, utilization, retention, and growth to drive bookings and revenue growth. This includes defining and integrating revenue models into broader business planning, forecasting, and budgeting processes
- Operations and Process Optimization: Lead a talented RevOps team to optimize processes and operations across the entire lead-to-deal-to-renewal process. This involves identifying and implementing improvements to enhance overall productivity and efficiency in business development, sales, onboarding, customer support, and customer success
Want more jobs like this?
Get jobs in Flexible / Remote delivered to your inbox every week.
Technology and Data Management: In partnership with the CIO organization, oversee and optimize the revenue technology stack, ensuring data integrity and effectiveness across all commercial systems (CRM, CSM platforms, support solutions, etc.). Recommend and implement new tools as needed, while aligning technology strategy with overall business goals to support seamless customer journeys
Reporting, Analytics, and Insights: Define key metrics, develop dashboards, and lead data analysis to provide actionable insights that support confident decision-making and improvements to KPIs across sales and services teams
Sales Compensation: Partner with HR, Finance, and Sales to design, propose, and monitor competitive sales compensation plans and establish scalable rules and procedures
Qualifications
- 12+ years of experience in Sales Operations within B2B environments with deep expertise in sales processes and systems
- 5+ years of progressive leadership experience, successfully leading cross-functional teams and enterprise-wide programs, and effectively influencing across the organization in complex contexts.
- Proven track record of driving cross-functional execution across go-to-market teams and influencing across all levels of a complex organization.
- Demonstrated ability to develop a scalable RevOps strategy for large companies.
- Strong analytical background with experience in analyzing marketing, sales, and customer data to inform decision making
- Strategy and management consulting experience is a plus.
- Bachelor’s or Master’s degree in Business Administration, Marketing, Finance, or a related field, or equivalent work experience. Additional education in data analytics and technology disciplines is desirable.
Must Have
- Deep understanding of sales operations processes and systems with understanding of the technology marketplace (e.g., CRM systems, lead generation, pipeline management, and marketing automation).
- Advanced understanding of data management, enrichment, and governance.
- Excellent analytical, strategic thinking, optimization, and consultation skills.
- Strong interpersonal, influence, and negotiation abilities.
- Proven ability to lead and influence across complex organizational structures and upskill talent to drive high performance and collaboration.
- Proven ability to drive organization change, foster cross-functional alignment, and scale operations in a dynamic environment.
- Advanced communication skills with the ability to clearly explain complex concepts to both business leaders and technologists, adapting messaging to diverse audiences.
- Proficiency in designing and optimizing business processes.
- Experience applying critical thinking and problem solving skills to solve complex business challenges.
Compensation & Benefits
The compensation that we reasonably expect to pay for this role is: $216,600 - $270,000 [base pay]. The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and internal equity.
Please note that compensation is just one aspect of a comprehensive Total Rewards package. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.
Regular full-time employees are eligible for benefits - see here.
Client-provided location(s): Flexible / Remote
Job ID: omoHwfwH-CwbKYfw9
Employment Type: OTHER
Posted: 2025-07-25T22:15:16
Perks and Benefits
Health and Wellness
Parental Benefits
Work Flexibility
Office Life and Perks
Vacation and Time Off
Financial and Retirement
Professional Development
Diversity and Inclusion