Senior Director of Revenue Operations - SaaS, AI & GTM Transformation

You’ll be responsible for driving operational excellence across the entire revenue lifecycle, from lead routing and prospect engagement through to renewal, expansion and forecasting.

You’ll act as a trusted strategic partner to Sales, Marketing, Customer Success, Enablement and Finance leadership while ensuring our systems, processes and technology continue to scale alongside the business.

Most importantly, you’ll help define how AI is embedded across the revenue organisation, driving measurable improvements in productivity, forecasting, decision-making and execution.

What Your Day Might Look Like:

Revenue Operations & GTM Excellence

• Own Salesforce architecture as the source of truth across the GTM organisation
• Lead end-to-end lead management, routing, qualification and hand-off processes
• Develop account scoring, prospect prioritisation and ICP frameworks
• Govern the GTM technology stack including Salesforce, Outreach, 6sense, Proposify, DocuSign and associated platforms
• Drive process optimisation, automation and operational scalability
• Partner on Quote-to-Cash and Salesforce-to-NetSuite improvement initiatives

AI-Enabled Revenue Execution

• Lead the adoption of AI-enabled selling capabilities across Sales and Marketing
• Embed AI into prospecting, enrichment, qualification, forecasting and reporting workflows
• Improve productivity, ramp times, attainment and overall sales effectiveness
• Build intelligent automation that reduces manual effort while improving customer engagement
• Evaluate and implement emerging AI technologies that support GTM performance

Forecasting, Planning & Analytics

• Lead forecasting, budgeting, quota-setting and territory planning processes
• Develop executive and board-level dashboards and reporting frameworks
• Build models supporting capacity planning and growth scenarios
• Define and track revenue KPIs across the organisation
• Partner with Finance on compensation planning and performance measurement

Cross-Functional Leadership

• Act as the strategic Revenue Operations partner to the CRO, Sales Leadership and Marketing teams
• Support Customer Success initiatives focused on retention and expansion performance
• Partner with Enablement on onboarding, adoption and productivity programmes
• Collaborate with Finance on forecasting, quote-to-cash and revenue operations governance
• Lead high-impact cross-functional projects that support revenue growth and scalability

People Leadership

• Lead, coach and develop the Sales Operations Analyst
• Create clear ownership, accountability and development pathways
• Build future capability within the Revenue Operations function as the business scales
• Foster a culture of continuous improvement and operational excellence

Do you have experience in Senior leadership?, You’re an experienced Revenue Operations leader who understands how world-class SaaS businesses scale.

You combine strategic thinking with operational rigour and know how to turn systems, data and technology into measurable commercial outcomes.

You’ll likely bring:

• 7-10 years’ experience within Revenue Operations or Sales Operations in a B2B SaaS environment
• At least 3 years’ experience leading and developing direct reports
• Deep Salesforce expertise with the ability to design, govern and optimise complex environments
• Proven experience partnering with CROs, Sales VPs and executive leadership teams
• Strong understanding of modern GTM technology stacks and revenue workflows
• Experience building executive-level forecasting, planning and reporting processes
• Excellent communication skills with the ability to influence across Sales, Marketing and Finance functions
• Strong commercial judgement, resilience and accountability

It Would Be Great If You Also Have:

• Experience within legal technology, vertical SaaS or professional services software environments
• Experience with Agentforce, Claude, Clay, Attention or similar AI-enabled platforms
• Experience with ZoomInfo, DealHub or comparable GTM technologies
• Experience with NetSuite, revenue recognition processes and Salesforce integrations
• Experience leading RevOps redesign or transformation programmes
• Experience supporting multi-product cross-sell motions
• Experience scaling Revenue Operations within high-growth SaaS organisations

1.51.5 out of 5 stars Denver, CO 80281 Hybrid work $155,000 - $175,000 a year - Full-time, Pulled from the full job description

• 401(k)
• Health insurance
• 401(k) matching
• Paid time off
• Vision insurance
• Dental insurance, $155,000 - $175,000 Plus: Medical, Dental & Vision Coverage, 401(k) with Company Match, Flexible Working, Generous PTO, Birthday Off, Team Events, Training & Development

Reporting to: VP of Finance with a strong partnership / dotted-line relationship to the CRO Company: Global Legal Practice Management SaaS Platform Pedigree: Fast-Growing Legal Technology Business Supporting 50,000+ Legal Professionals Worldwide

Your Background / Skills: Revenue Operations, Sales Operations, Salesforce Architecture, GTM Strategy, Forecasting, Territory Planning, AI-Enabled Selling, SaaS, Revenue Analytics, Sales Technology, * Competitive executive-level compensation package

• Robust medical, dental and vision plans
• 401(k) with company match
• Flexible remote-first working
• Generous PTO
• Birthday off every year
• Regular team-building events
• Ongoing training and development opportunities
• Opportunity to influence the future of a fast-growing global SaaS business
• Exposure to cutting-edge AI initiatives and GTM transformation programmes

At Actionstep, we’re building something special.

Your Experience / Background / Previous Roles May Include: Senior Director Revenue Operations, Director of Revenue Operations, Head of Revenue Operations, Senior Director Sales Operations, VP Revenue Operations, GTM Operations Director, Commercial Operations Director, Revenue Strategy Director, Sales Operations Director, RevOps Leader.

Apply today. If you’re excited by the opportunity to modernise revenue operations, harness AI at scale and help shape the next phase of growth for a global SaaS leader, we’d love to hear from you.

Application notice… We take your privacy seriously. As you might expect you may be contacted by email, text or telephone. Your data is processed by our talent partner RR (Recruitment Revolution) on the basis of their legitimate interests in fulfilling the recruitment process. Please refer to their Data Privacy Policy & Notice on their website for further details.

Pay: $155,000.00 - $175,000.00 per year, * 401(k)

• 401(k) matching
• Dental insurance
• Health insurance
• Vision insurance

Trusted by more than 50,000 legal professionals globally, Actionstep is one of the world’s fastest-growing legal technology businesses, helping law firms streamline operations through our market-leading cloud-based practice management platform.

As we continue our growth journey, we’re looking for an exceptional Senior Director of Revenue Operations to architect and scale the operating system that powers our entire go-to-market engine.

This is not a maintenance role.

It’s an opportunity to take a good revenue engine and make it exceptional.

You’ll sit at the centre of Sales, Marketing, Customer Success, Finance and Enablement, driving operational excellence, forecasting accuracy, AI-enabled productivity and scalable growth across the full customer lifecycle.

If you’re passionate about Revenue Operations, Salesforce, AI-enabled selling and building world-class GTM systems, we’d love to hear from you., We think lawyers are awesome.

Lawyers play a critical role in almost every milestone in life and business. We believe they deserve the freedom and technology to do their best work.

That’s why Actionstep exists.

As one of the fastest-growing legal technology companies globally, we help law firms modernise operations, improve efficiency and deliver better client experiences through our cloud-based platform.

With a growing customer base, ambitious expansion plans and increasing investment in AI-enabled innovation, there’s never been a more exciting time to join Actionstep.