Director, Revenue Operations at 6sense

Our Mission: 6sense's mission is to multiply what matters: growth, retention, and efficiency. We envision a future where companies, teams and people reach their full potential. Our People: People are the heart and soul of 6sense. We serve with passion and purpose. We live by our Being 6sense values of Win as One Team, Stay Curious, Do The Right Thing, Own the Outcome, and Create Belonging. Every 6sensor plays a part in defining the future of our industry-leading technology. 6sense is a place where difference-makers roll up their sleeves, take risks, act with integrity, and measure success by the value we create for our customers. We want 6sense to be the best chapter of your career. About the Role We are looking for a Director of Revenue Operations to lead strategy and execution for our Professional Services and Partnerships field organizations. This role sits at the center of our go-to-market engine, ensuring these teams are optimized to drive revenue growth, deal velocity, and customer outcomes. Professional Services operates as an attach/support motion, tightly integrated into the sales cycle to accelerate time-to-value and improve win rates—not as a standalone revenue center. Partnerships span a diverse ecosystem, including Systems Integrators (SIs), resellers, and technology alliances, and play a critical role in expanding reach, accelerating pipeline, and increasing deal size. You will act as a thought partner to Services and Partner leadership, building the systems, insights, and processes that enable scalable growth across deal support, partner co-sell motions, and ecosystem-driven revenue. What You’ll Own Business Partnership & Strategy • Serve as the primary RevOps partner to Professional Services and Partnerships leadership • Define and operationalize strategies to: • Maximize services attach rates and influence on deal velocity and win rates • Scale partner-sourced and partner-influenced pipeline and revenue • Support annual planning, capacity modeling, and coverage design: • Services capacity aligned to sales demand (pre-sales + delivery support) • Partner coverage across SIs, resellers, and tech alliances • Drive operating rhythms (QBRs, forecasting cadences, pipeline reviews) Forecasting, Pipeline & Performance Management • Establish forecasting frameworks for: • Services demand (attach rate, capacity alignment, backlog) • Partner contribution (sourced, influenced, and co-sell pipeline) • Build visibility into key metrics, including: • Services: attach rate, time-to-start, delivery impact on deal cycles • Partnerships: partner-sourced pipeline, influenced revenue, partner productivity by type (SI, reseller, tech) • Develop standardized dashboards to drive accountability and transparency Process Design & GTM Alignment • Design and optimize workflows across: • Sales Services integration (scoping, packaging, positioning in deals) • Partner lifecycle management (recruit → enable → co-sell → measure) • Ensure Services is embedded early in the sales cycle to increase win rates and reduce implementation friction • Standardize partner engagement models across: • SIs (implementation and strategic co-sell) • Resellers/channel partners (distribution and pipeline generation) Technology alliances (joint value props and integrations) • Remove friction to improve speed, predictability, and customer experience Systems & Data Infrastructure • Own systems strategy supporting Services and Partnerships: • Salesforce (CRM and attribution) • PSA tools (for services capacity and delivery visibility) • PRM systems (partner management and engagement tracking) • Define and enforce clean attribution models for partner-sourced and influenced revenue • Enable visibility into services impact on deal outcomes (win rate, cycle time, expansion) Compensation & Incentives • Design and manage incentive structures for: • Services teams focused on attach, deal support effectiveness, and delivery outcomes • Partnerships teams across SIs, resellers, and tech alliances, aligned to sourced and influenced revenue • Align incentives to reinforce co-sell behavior and cross-functional collaboration Partner & Services Economics • Establish frameworks for: • Services packaging and positioning to support deal acceleration (not revenue maximization) • Partner tiering, incentives, and ROI measurement across different partner types • Partner with Finance to ensure strong unit economics and efficient leverage of services and partner channels What Success Looks Like • High and consistent services attach rates across new business deals • Measurable improvement in win rates and sales cycle times driven by Services involvement • Scaled and predictable partner-sourced and influenced pipeline • Clear performance segmentation across SIs, resellers, and tech alliances • Seamless integration across Sales, Services, and Partnerships in the GTM motion • Strong executive visibility into ecosystem-driven revenue performance What You Bring: • 8–12+ years in Revenue Operations, Sales Operations, or GTM Strategy • Direct experience supporting: • Services as an attach/support function within a SaaS or tech business • Complex partner ecosystems (SIs, resellers, and/or tech alliances) • Strong understanding of: • Deal-based services models (scoping, attach, delivery alignment) • Partner motions (co-sell, channel, alliances, attribution complexity) • Experience with Salesforce, PSA, PRM, and BI tools • Proven ability to drive cross-functional alignment across Sales, Services, CS, and Partnerships • Strong analytical and executive communication skills Why This Role Matters Services and Partnerships are force multipliers for the GTM engine—but only when tightly integrated into how deals are sourced, sold, and delivered. This role ensures both functions are deliberate, measurable, and scaled contributors to revenue, not siloed or reactive participants. Base Salary Range: $157,500.00 - $231,000.00. The base salary range represents the anticipated low and high end of the base salary range for this position. Actual salaries may vary and may be above or below the range based on various factors, including but not limited to work location and experience. The base salary is one component of 6sense’s total compensation package for this position. Other compensation may include a bonus program or commission plan, and stock options if approved by 6sense’s board. In addition, 6sense provides a variety of benefits, including generous health insurance coverage, life, and disability insurance, a 401K employer matching program, paid holidays, self-care days, and paid time off (PTO). #Li-remote Notice of Collection and Use of Personal Information for California Residents: California Recruitment Privacy Notice and Policy Our Benefits: Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices. We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform. Employee well-being is also top of mind for us. We host quarterly wellness education sessions to encourage self care and personal growth. From wellness days to ERG-hosted events, we celebrate and energize all 6sense employees and their backgrounds. Equal Opportunity Employer: 6sense is an Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to [Upgrade to PRO to see contact]. We are aware of recruiting impersonation attempts that are not affiliated with 6sense in any way. All email communications from 6sense will originate from the @6sense.com domain. We will not initially contact you via text message and will never request payments. If you are uncertain whether you have been contacted by an official 6sense employee, reach out to [Upgrade to PRO to see contact]