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Director of Revenue Operations


Job description

The right person for this role is someone who thrives in the world of systems and loves to drive marketing, sales, and customer success performance forward by owning the tools that enable seamless cross-functional processes, plans, and reporting. A forward-thinking leader who knows how to partner with Marketing, Sales, and Customer Experience executives who are rapidly scaling their teams, anticipating what needs to evolve in order to enable scale. A SaaS expert who stays at the leading edge of technology and is eager to push the boundaries of what’s possible when you put awesome software in the hands of smart people.

Day to Day you’ll:

  • Operations Management
    • Drive growth by improving systems, tools, and processes used by teams across the customer lifecycle: marketing, sales, and customer success
    • Proactively collaborate with senior leaders across the business to identify and address operational pain points before they emerge
    • Assist in key processes like annual quota setting, alongside marketing, sales, and finance, and participate in recommendations for sales compensation plan design
  • Systems & Tools Ownership
    • Shape and align systems and tools across sales, marketing, and customer success to ensure best-in-class execution
    • Champion the use of technology, tools, and processes to maintain the source of truth of our sales data, and own the day-to-day management of our sales- and marketing-related stack, including SFDC
    • Lead the evaluation, procurement, and implementation of new systems and achieve alignment between different stakeholders during this process; continuously seek to introduce and enforce repeatable processes around contract administration, renewals, and other vendor communications
  • Project Management
    • Lead execution of major projects, measuring the real impact of your ideas and adapting as necessary to overcome unexpected roadblocks or other obstacles
    • Manage cross-functional stakeholders and lead by influence on company-wide initiatives to move the needle on revenue growth
  • Process Design
    • Create order out of chaos; develop new processes, or improve existing processes, in order to consistently achieve better business outcomes
    • Be a thought leader who brings industry- and function-specific best practices to bear, pushing FullStory to stay on the leading edge

This job might be a fit if you have:

  • Experience architecting and maintaining best-in-class CRM and related tools in the Marketing & Sales tech stack for SaaS companies
  • Demonstrated ability to navigate ambiguity, independently lead projects, and manage senior stakeholders
  • Understanding of key SaaS sales and marketing concepts and how they work in practice (e.g. solution selling, account-based marketing)
  • Deep knowledge of the overarching SaaS technology landscape
  • 5-7+ years of experience in Sales Operations, Revenue Operations or Business Operations in high-growth SaaS or technology companies - Preferred
  • Salesforce Administrator, Architect, or Consultant certifications - Preferred
  • Procurement experience including vendor evaluation, purchase, and implementation of SaaS platforms and related tools -
  • PreferredMBA - Preferred

About FullStory

Founded in 2014 on the belief that everyone benefits from a more perfect digital experience, FullStory helps businesses understand, measure, and improve their digital experience across sites and apps. At the core of FullStory’s platform is a powerful analytics engine that connects digital interactions to the metrics that matter most to businesses. With FullStory, product, engineering, and UX teams can align around the customer, break down internal information silos, and achieve company objectives together—faster. The end result? A digital experience customers love.
FullStory is backed by world-class investors and has 200+ employees around the world, with offices in Atlanta and London. Our company, in three words:
  • Empathy - Making a habit of empathy is a powerful way to maintain moderation and stay open to important information that doesn't originate inside your own head.
  • Clarity - Few problems can survive their thorough description. By the time you can explain a problem in excruciating detail, especially to someone else, you know how to solve it.
  • Bionics - "Study what humans do and figure out how to scale it." A dedication to building bionic systems ensures we maximally empower our users while minimizing our own unnecessary toil.


  • Have a life. FullStorians enjoy autonomy and flexibility. From a remote-first work environment to untracked paid time off, we don’t believe in micromanaging your time. After all, smart, driven people are their own best bosses.
  • Stay healthy. For our US-based FullStorians, we cover 99% of your premiums and 75% of your dependents’—same goes for dental and vision coverage. 
  • Save for retirement. For our US-based FullStorians, we offer a 401k retirement plan through Vanguard.
  • Paid parental leave. We want FullStorians to have the flexibility to balance the needs of their growing families without the added stress of figuring out work and finances.
  • Keep learning. FullStory provides professional development opportunities through online courses and internal training programs. 

FullStory is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce. We want candidates of all human varieties, backgrounds, and lifestyles. There’s no problem that can’t be made better by bringing together people with a broader set of perspectives. If you love technology but aren’t sure if you’d fit in, please apply anyway. Below you will have the opportunity to share your pronouns, gender, ethnicity, and veteran status with FullStory to help us identify areas for improvement in our hiring and recruitment process. Completion of these questions is entirely voluntary. Any information you choose to share with us will be kept confidential and will not impact the hiring decision in any way. 

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About this role

Apply before

December 13th, 2020

Job posted on

October 13th, 2020

Job type

Full Time

Hiring timezones

FullStory is hiring for this role in the following timezones:

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About the company

FullStory offers digital experience analytics, on-the-fly conversion funnels, advanced search capabilities, video-like replay of real user sessions, and robust debugging and developer tools—all while i...
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