New Relic

Director, Revenue Operations

San Francisco, California, USA · Director

No sponsorship$180k-$225kDetected 8 days ago

A/B TestingSalesforceCRMFinancial ModelingForecastingFP&ACustomer SuccessCadenceLeadershipCommunicationCollaborationPublic Speaking

About the role

In this role, you act as both the architect of our commercial strategy and the engineer of our revenue automation.
You will ensure our go-to-market behavior is perfectly aligned with strategic objectives while maximizing sales velocity through a scalable, automated, and intelligent technology ecosystem.
Act as the primary liaison to Data and BI teams to ensure a seamless, high-quality Single Source of Truth.

Responsibilities

Incentive & Quota Design: Act as the GTM thought leader on compensation. Design and implement all GTM comp plans to drive desired behaviors, and manage the end-to-end quota methodology to ensure equitable targets.
Tech Stack Strategy & Architecture: Own the roadmap and design for our GTM systems (e.g., Salesforce, CPQ, Anaplan, Xactly). Conduct field discovery to identify high-impact workflow opportunities and ensure technology follows our "Signal Strategy."
Revenue Automation & Process Replacement: Lead complex projects to systematically eliminate manual "CRM debt." Build behavior-based trigger architectures and automated data enrichment so reps spend more time selling and less time doing administrative work.
Support the Operating Cadence: Partner with Ops leadership on forecast roll-ups, pipeline reviews, and QBR/MBR support, providing the systems rigor that drives decisions in those forums.
Financial Controllership: Partner tightly with FP&A on headcount and expense management, compensation modeling, forecast accuracy, and variance analysis.
Build Measurement Frameworks: Create the experimentation frameworks that turn GTM system outputs into the next version of the system, identifying what is working, what isn't, and what must change.
Team Leadership: Hire, mentor, and develop a cross-functional team of planning analysts, system engineers, and compensation experts. Design the infrastructure that enables a lean team to deliver compounding leverage as the organization scales.
If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!
You will partner closely with executive leadership, serving as the connective tissue between Marketing, Sales, Customer Adoption, Partners, and Finance.
Drive capacity modeling, territory design, quota allocation, and the headcount and expense plans that fund the organization.

Requirements

Technical & Architecture Expertise: Deep expertise in designing and integrating complex GTM tech stacks, with advanced proficiency in Salesforce, CPQ, and automation platforms.
Communication & Collaboration: Excellent written and verbal communication skills with a proven track record of presenting to executives and translating between technical logic, financial modeling, and sales strategy.
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification.
Owner-Operator Mindset: You treat the GTM function as a system you own end-to-end: you build it, run it, fix it when it breaks, and measure it by outcomes, not just activity.
Strategic Challenger: You are a credible partner to executive and Ops leadership. You bring data, a distinct point of view, and the willingness to disagree well. You earn trust by being right, and you advocate for the field when the business case is sound.
Planning Mastery: Deep fluency with the planning toolkit, including capacity models, territory design, quota allocation, comp modeling, and forecasting methodologies in a B2B SaaS or consumption-based environment.
Technical & Architecture Expertise: Deep expertise in designing and integrating complex GTM tech stacks, with advanced proficiency in Salesforce, CPQ, and automation platforms. You possess a "product management" mindset for process optimization.
Full-Funnel Perspective: Experience working across the entire customer lifecycle, including marketing operations, pre-sales, and post-sale/customer success motions.
Education: Bachelor's degree in a quantitative field
MBA or equivalent post-graduate education is preferred.
Please note that visa sponsorship is not available for this position.
#LI- KM #LI- Hybrid
The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant's skills, qualifications, and experience.

Skills

Conduct field discovery to identify high-impact workflow opportunities and ensure technology follows our "Signal Strategy."

Compensation

Lead Annual Planning End-to-End: Drive capacity modeling, territory design, quota allocation, and the headcount and expense plans that fund the organization.
The pay range below represents a reasonable estimate of the salary for the listed position.
Estimated Base Pay Range
$180,000 - $225,000 USD

Benefits

Bachelor's degree in a quantitative field; MBA or equivalent post-graduate education is preferred.
This role is eligible for a corporate bonus plan.
We believe in empowering all Relics to achieve professional and business success through a flexible workforce model.
Own the GTM Architecture: Define markets, segments, roles, coverage models, and the underlying planning logic that turns business strategy into a deployable revenue system.

Company info

We are a global team of innovators and pioneers dedicated to shaping the future of observability.
At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems.
As we continue to expand our global footprint, we're looking for passionate people to join our mission.
We are looking for an exceptional leader to head our combined GTM Planning, Process, and Engineering disciplines.
We're looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.

Equal opportunity

If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com.

Visa & Work Authorization

Please note that visa sponsorship is not available for this position.

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This listing is sourced directly from New Relic's careers page and normalized into a canonical job model.