Director/Sr. Director of Revenue Operations

About the Role

We're seeking a strategic Director/Senior Director of Revenue Operations to own the systems, productivity, and analytics that power our revenue organization across the full customer lifecycle — from initial outreach through renewal. This role sits at the center of revenue execution, with end-to-end visibility into every stage of the funnel: prospecting and outreach, pipeline and conversion, close, onboarding, and renewal/expansion.

You'll partner closely with Marketing, Inside/Outside Sales, Finance, Energy Markets, and our Customer Organization to ensure alignment across the revenue lifecycle, translating revenue strategy into operational execution — owning forecasting, pipeline management, go-to-market efficiency, and customer growth. Critically, you'll be the person who connects the dots across the funnel: surfacing risks, opportunities, and performance trends as they emerge at any stage, and elevating the right insights and recommended actions to leadership. Because a signed contract at Voltus is just the start of revenue generation, not the end of it — value depends on enrolled assets actually performing in market events — this role also owns the forecasting and reporting that connects committed contract value to realized, performance-based revenue.

Responsibilities

Full Lifecycle Ownership

• Own end-to-end visibility across the full customer lifecycle funnel — initial outreach, pipeline progression, close, onboarding, and renewal — ensuring data, process, and reporting connect seamlessly across each stage

• Build the reporting and analytics infrastructure to flag leading indicators of risk or opportunity at any point in the journey and route them to the right owner in real time

• Serve as the connective tissue between Sales, Marketing, and the Customer Org so handoffs (lead → pipeline → customer → renewal) are governed by consistent data and process, not disconnected systems

• Design and own a customer health score — combining enrollment status, market-event performance, engagement, and support signals — that flags at-risk customers early and gives Sales, Customer Success, and Energy Markets a shared, actionable view for coordinated intervention

• Regularly synthesize cross-funnel insights into clear, action-oriented recommendations for sales and executive leadership

• Own forecasting and reporting that tracks contracted value through enrollment, market participation, and dispatch performance to realized revenue — partnering with Energy Markets and Finance to reconcile committed vs. realized revenue and flag performance risk before it hits the P&L

Team Leadership

• Manage and develop a team spanning sales productivity, analytics, and operations — mentoring managers within the function

Forecasting & Analytics

• Own accurate revenue forecasting and pipeline analytics across the full funnel, including renewal/retention forecasting in partnership with the Customer Org and Finance; present findings directly to sales and executive leadership

Planning Infrastructure

• Build planning infrastructure for scale: Sales and Customer Success headcount modeling, territory design, capacity planning, quota setting/allocation, and potential quota/comp redesign across segments — in partnership with Sales and Customer leadership — as new markets and segments come online

Systems & Tooling

• Lead the cross-functional GTM systems roadmap (CRM, forecasting, and business intelligence platforms) spanning outreach through renewal tooling, in partnership with IT/Systems teams

• Partner with Inside Sales, Outside Sales, Customer Success, and training to align tooling and process changes with rep productivity goals

Process & Standardization

• Drive standardization of GTM processes across the full customer journey, from prospecting through renewal

• Define and track core RevOps KPIs across the funnel (win rate, sales cycle length, rep ramp time, pipeline coverage, renewal, expansion rate)

• Own CRM pipeline hygiene — stage definitions, probability methodology, and data-quality standards — and hold the team accountable to consistent, trustworthy pipeline data leadership can act on

Requirements

• 7+ years in revenue operations, with 3-5 years manager/director level or above – has owned the function, not just supported it

• Track record partnering cross-functionally across the customer lifecycle

• Advanced proficiency with CRM administration and business intelligence tools (Salesforce, Tableau, Gong, Outreach, etc.)

• Experience building forecasting models and comp plans at scale

• Experience connecting funnel-stage data (outreach, pipeline, renewal) into a unified reporting view, including revenue that is realized post-close through usage-, performance-, or event-based models

• Energy, utilities, or complex B2B background strongly preferred — comfortable with deal cycles and revenue recognition driven by external market timing, program windows, and regulatory context

Please note that at this time, we do not sponsor visas or transfers for new hires. Voltus teammates need to be authorized to work from their home location (in the US or Canada, unless otherwise indicated on the role description).

Additionally, while Voltus is an all-remote workplace, we have limitations on where employees are able to work for regulatory and security reasons. We expect that Voltans are working primarily from their home country. Working while traveling to other countries must be approved as per our Global Remote Travel Policy.

At Voltus, we are proud to be an equal opportunity employer because we recognize that a diverse organization begins with a diverse candidate pool. This means we do not tolerate discrimination of any kind and are committed to providing equal employment opportunities regardless of your gender identity, race, nationality, religion, age, sexual orientation, veteran status, disability status, or marital status.