Director of Revenue Strategy & Operations

Join UpKeep, a high-growth SaaS company, as the Director of Revenue Strategy & Operations. In this hands-on role, you will build the analytical and AI infrastructure to drive full-funnel growth and revenue analytics. You will lead a lean RevOps function that supports Sales, Marketing, Customer Success, and Finance, and report directly to the CFO. Your responsibilities will include diagnosing funnel performance, analyzing conversion and pipeline health, and owning the analytical framework for GTM capacity planning. You will also have the opportunity to work remotely or in our Los Angeles HQ, and enjoy a comprehensive benefits package including stock options, flexible time off, and paid parental leave.

• Build the analytical and AI infrastructure to understand funnel dynamics and inform strategic decisions.
• Lead and develop the RevOps team, overseeing pipeline creation, lead flow, funnel conversion, and rep-level productivity.
• Partner with GTM Engineering and functional leaders to identify and implement high-value AI use cases, delivering end-to-end visibility from lead generation through new business.

• You should be comfortable getting into the data, inspecting the funnel, building the analyses and models yourself, and sitting down with functional leaders to solve problems
• Builder mentality: inquisitive, high-energy, low-ego, and comfortable working in a small team and directly in the details
• Exposure to Salesforce Revenue Cloud / CPQ or similar quote-to-cash systems is preferred; this is not a Salesforce implementation role, and you will not be the day-to-day administrator
• Hands-on with the modern GTM stack: Salesforce, Gong, Clay, enrichment and intent data, SQL, dbt, or BI tools
• Root-cause diagnosis across Marketing, BDR, Sales, and Customer Success — demand, qualification, process, capacity, productivity, or execution
• Ability to communicate complex analytical findings clearly to executives and functional leaders
• Strong Excel/Google Sheets modeling skills; SQL, BI, or data warehouse experience is a plus
• Deep, practical AI experience — hands-on building, not familiarity with AI tools for drafting and content generation
• Bachelor's Degree with equivalent experience a plus
• Experience at high-growth SaaS companies in the ~$30M–$150M ARR range, where you personally pulled the data, built the model, and worked directly in the CRM
• Strong full-funnel analytics: pipeline, conversion, segmentation, retention, expansion, cohort analysis, and capacity modeling
• A career built through Sales Strategy, Sales Ops, Marketing Ops, or GTM Strategy, rather than one centered primarily on Salesforce administration and systems ownership
• 6–10+ years across Sales Strategy, Sales Operations, GTM Strategy, Revenue Analytics, Revenue Intelligence, Revenue Operations, or FP&A
• Proven ability to diagnose performance problems independently — and equally, to spot what is working and build the case for scaling it
• Receptive to change – is flexible. Seeks and adopts improved approaches and processes
• Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance
• Manages the workload - makes timely decisions, prioritizes effectively, solves problems, monitors results and takes remedial action where necessary
• Technically proficient – knows the role and has a solid familiarity with tasks and responsibilities
• Takes responsibility for own learning - knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learn
• Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives
• Works collaboratively – shares information, fosters teamwork and contributes to a positive work environment where people want to come to work
• Display ethical character and competence - acts with integrity and intent, is accountable for own actions, behaves according to the company values
• Act as a good citizen of UpKeep