Sr. Director, Revenue Operations Business Partner at Demandbase

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform. As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom. ABOUT THE ROLE The Sr. Director, Business Partners will own the revenue journey end-to-end, serving as the strategic partner to field teams across the entire revenue cycle. This role leads business partnership for SDRs, Partners, Sales, Post-Sales, and Solutions Consultants, ensuring operational excellence, strategic insights, and enablement to drive revenue growth. Managing two direct reports, this leader will be the connective tissue between field teams and Revenue Operations, Finance, Marketing, and Product. RESPONSIBILITIES REVENUE CYCLE OWNERSHIP - Own the complete revenue journey from pipeline generation through customer expansion and renewal - Partner with field leaders across SDR, Partner, Sales, Post-Sales, and Solutions Consulting teams to drive revenue outcomes - Design and implement strategies to optimize conversion rates at each stage of the revenue funnel - Identify bottlenecks and friction points in the revenue process and drive cross-functional solutions - Ensure seamless handoffs and alignment across all revenue-generating teams STRATEGIC BUSINESS PARTNERSHIP - Serve as trusted strategic advisor to field leadership on territory planning, quota setting, and capacity modeling - Provide actionable insights on team performance, pipeline health, and revenue forecasting - Develop and maintain business rhythms including QBRs, pipeline reviews, and forecast calls - Lead strategic initiatives to improve revenue productivity and efficiency - Translate business needs into operational requirements and drive execution with RevOps DATA & ANALYTICS - Build and maintain executive dashboards and reporting for the revenue organization - Conduct deep-dive analysis on sales performance, conversion metrics, and revenue trends - Develop predictive models for pipeline coverage, win rates, and revenue attainment - Provide data-driven recommendations to optimize go-to-market motions - Partner with Business Intelligence team to ensure data integrity and reporting accuracy PROCESS & TOOLS OPTIMIZATION - Own the business requirements for revenue tech stack including CRM, sales engagement, and partner portals - Drive adoption of tools and processes across the field organization - Lead process improvement initiatives to reduce administrative burden and increase selling time - Partner with Sales Enablement to ensure teams are trained on systems and workflows - Establish and monitor SLAs for revenue operations support CROSS-FUNCTIONAL LEADERSHIP - Collaborate with Marketing Operations on lead management and attribution - Partner with Finance on revenue planning, forecasting, and commission structures - Work with Product on feature prioritization based on field feedback and customer insights - Align with Customer Success Operations on retention and expansion strategies - Lead cross-functional projects to improve the customer and seller experience TEAM LEADERSHIP - Lead, mentor, and develop two direct reports (Sr. Manager, Business Partners) - Build high-performing team culture focused on impact, collaboration, and continuous learning - Set strategic priorities and ensure team alignment with organizational objectives - Foster career development and create growth opportunities for team members - Scale the business partner function to support organizational growth QUALIFICATIONS - 8+ years of experience in sales operations, revenue operations, or strategic business partnership roles - 3+ years of people management experience, leading managers or senior individual contributors - Deep expertise across the full B2B SaaS revenue cycle from pipeline generation to renewal - Proven track record of driving revenue growth through operational excellence and strategic insights - Strong executive presence and ability to influence senior leadership - Expert-level analytical skills with proficiency in data analysis tools (SQL, Excel, Tableau, or similar) - Deep knowledge of Salesforce and modern revenue tech stack - Exceptional communication skills with ability to translate complex data into actionable insights - Strategic thinker with strong business acumen and problem-solving abilities - Experience managing multiple stakeholders and competing priorities in fast-paced environment PREFERRED - Experience in high-growth B2B SaaS companies ($100M+ ARR) - MBA or advanced degree in business, analytics, or related field - Background in management consulting or business strategy - Experience with partner/channel operations - Deep understanding of revenue recognition and SaaS metrics - Prior experience as a quota-carrying sales professional - Change management and organizational transformation experience Benefits Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, paid holidays, and access to mental health and wellness resources. We also provide a 401(k) with pre-tax, after tax, and roth options, as well as short-term/long-term disability, life insurance, and other great benefits. Our Commitment to Diversity, Equity, and Inclusion at Demandbase At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis. We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply! We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together. Unsolicited Submissions At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.