Fast Facts

The Director of Revenue Operations at Learning.com will lead and optimize the systems and processes that drive go-to-market performance, focusing on cross-departmental alignment to improve visibility and efficiency across the revenue lifecycle.

Responsibilities: Key responsibilities include developing revenue operations strategies, overseeing sales analytics, managing GTM systems and integrations, and collaborating cross-functionally to enhance customer success metrics.

Skills: Candidates should have a deep understanding of B2B SaaS revenue lifecycle, strong analytical skills, experience with GTM systems, and effective project management and collaboration capabilities.

Qualifications: The ideal candidate will have over 7 years of experience in revenue operations or related fields, with at least 3 years in leadership roles, and a proven track record in the education technology sector.

Location: Fully remote with occasional travel

Compensation: Not provided by employer. Typical compensation ranges for this position are between $130,000 - $190,000.

Director of Revenue Operations

Location: Fully remote / occasional travel

MAKE A DIFFERENCE

At Learning.com, we believe that when K-12 students, regardless of their circumstances, develop healthy and proficient relationships with technology, they are better equipped to improve academic outcomes, develop practical life skills, and foster more meaningful connections with others. We accomplish this by attracting, developing, and retaining exceptional employees representing different experiences, backgrounds, and perspectives to empower educators with the confidence, skills, and resources to integrate technology into day-to-day instruction, showcasing the power and the guardrails of safe technology use for students’ creation and consumption.

Serving millions of students across the US and around the world since 1999, Learning.com delivers engaging and effective lessons, professional development and an easy-to-use SaaS platform that adapts to meet the unique needs of students and educators in developing digital citizenship, computer science, coding, artificial intelligence, and fundamental digital skills.

POSITION OVERVIEW

The Director of Revenue Operations will lead and optimize the systems, processes, and data that drive Learning.com's go-to-market performance. Reporting to the CFO/COO with a dotted line to Sales Leadership, this strategic role aligns Sales, Marketing, Customer Success, and Finance to improve visibility, predictability, and efficiency across the entire revenue lifecycle.

The ideal candidate brings SaaS best practices, strong systems thinking, and a collaborative mindset to unify cross-functional efforts in support of scalable growth. This role also includes oversight of our Salesforce administrator and will play a critical part in scaling operational rigor in a high-growth environment.

Key Responsibilities

Revenue Strategy & Leadership

• Develop and execute a comprehensive revenue operations strategy aligned with Learning.com's growth goals.
• Partner with GTM leaders to align sales, marketing, customer success, and finance teams on shared metrics and priorities.
• Lead strategic projects to improve conversion rates, funnel velocity, and lifecycle health across the customer journey.
• Oversee SDR program and contractors and coordinate with sales leadership on targets.

Forecasting, Sales Analytics & Performance Management

• Collaborate with Reporting & Analytics to build and manage reporting frameworks and dashboards to measure funnel performance, pipeline coverage, and GTM productivity.
• Lead forecasting processes in partnership with Sales and Finance to improve revenue predictability.
• Oversee territory design, quota setting, and sales compensation modeling to support sustainable growth.
• Provide actionable insights and analytics to support tactical and strategic decision-making.

Systems, Process, & Tech Stack Ownership

• Own and optimize the GTM systems stack, including Salesforce and related tools (e.g., Gong and Service Cloud).
• Lead GTM system integrations, roadmap planning, and administration in collaboration with internal stakeholders.
• Design and document scalable sales and customer success processes that drive repeatability and performance.
• Partner with Sales and Product Marketing to operationalize pricing strategies, discounting rules, renewals, and packaging.

Lifecycle Operations & Cross-Functional Enablement

• Partner with Customer Success to support lifecycle metrics such as adoption, renewal, and NRR performance.
• Ensure handoffs between Sales, CS, and Marketing are operationalized and trackable.
• Collaborate on onboarding processes, account segmentation, and usage-driven engagement strategies.

Data Governance & GTM Automation

• Establish clear data ownership standards and enforce data hygiene practices across the GTM function.
• Implement processes and tools to improve data accuracy, completeness, and availability.
• Explore and implement AI-driven and automation-based solutions to streamline sales and marketing operations.
• Support compliance with relevant data privacy and usage policies.

Qualifications

• 7+ years of experience in revenue operations, sales operations, or similar roles, including 3+ years in a leadership capacity.
• Proven track record in B2B SaaS, ideally within the education technology sector.
• Deep understanding of the full revenue lifecycle—from lead generation through expansion and renewal.
• Hands-on experience managing GTM systems (e.g., Salesforce, HubSpot, Gong, etc).
• Strong analytical skills; ability to design, interpret, and present complex data models.
• Experience implementing and scaling sales processes, forecasting models, and compensation structures.
• Familiarity with lifecycle metrics such as CAC, LTV, NRR, and conversion rates.
• Excellent cross-functional collaboration and communication skills.
• Strong project management skills; ability to prioritize and execute multiple initiatives.

Reports to: CFO/COO with a dotted line to Sales Leadership,

Department: Finance/G&A

Supervisory Responsibilities: Manages a small team of GTM system admins