Sales and Revenue Operations Director

About HSI HSI is a fast-growing SaaS company helping organizations simplify safety, compliance, and workforce management. Our solutions enable businesses to keep their people safe, trained, and compliant — all in one place. We’re seeking a Director, Sales and Revenue Operations to play a critical leadership role in aligning and optimizing the systems, processes, and strategies that drive revenue across the organization. In a fast-paced SaaS environment, this role ensures seamless collaboration among Sales, Marketing, Customer Success, and Finance, enabling sustainable growth, predictable revenue, and operational efficiency. Location: Hybrid position based out of Frisco, TX What You’ll Do Strategy and Planning Develop and implement strategic initiatives to optimize the entire revenue lifecycle. Align business goals with revenue strategies across departments. Deliver data-driven insights to support planning and improve sales performance. Marketing Operations Work with Marketing to align campaigns and automation strategies with revenue objectives. Evaluate and enhance marketing automation tools to improve lead generation and conversion rates. Customer Success Operations Partner with Customer Success to strengthen retention strategies and identify upsell and cross-sell opportunities. Leverage analytics to drive improvements in multi-line product conversions. Data Management and Analytics Ensure the integrity, quality, and usability of customer and prospect data, building on current initiatives. Provide actionable insights through data analysis to support decision-making and continuous improvement. Sales & Revenue Forecasting Design and maintain accurate sales and revenue forecasting models in collaboration with Finance. Monitor variances between projected and actual revenue and adjust strategies accordingly. Cross-Functional Collaboration Foster alignment and open communication across Sales, Marketing, Customer Success, and Finance. Act as a strategic liaison to ensure a cohesive and unified approach to revenue generation. Technology Stack Management Oversee evaluation, integration, and management of RevOps tools and platforms. Ensure seamless interoperability between technologies to maintain a streamlined tech stack. Process Optimization Identify, implement, and refine processes that enhance operational efficiency and drive scalability. Continuously evaluate processes using performance data and KPIs. Training and Development Lead training initiatives on new tools, processes, and best practices. Promote a culture of continuous improvement and professional development within the revenue operations team. Performance Metrics and KPIs Define, track, and report on key performance indicators that measure the effectiveness of revenue operations. Deliver performance reporting and actionable insights to executive leadership on a regular basis. Sales Operations Leadership Leads and directs the work of other employees and has responsibility for personnel actions, including hiring, performance management, and termination. Contributes to strategic planning, direction, and goal setting for the department or function in collaboration with senior management. Establishes departmental policies, practices, and procedures that have a significant impact on the organization. Oversees existing applications related to sales force operations or automation. Develops quote-to-order processes meant to improve efficiency and increase customer satisfaction. Creates reports detailing pipelines, forecasts, productivity, quota attainment, or other sales metrics. Assists in territory planning by analyzing territory potential. May assist with sales incentive development, administration and interface with the broader organization Other duties as assigned. Bachelor's degree in Business, Analytics, Marketing, or a related field (Master’s degree preferred). 7+ years of progressive experience in Revenue Operations, Sales Operations, or a related function within a SaaS organization. 5+ years in a leadership or management role, with direct responsibility for hiring, performance management, and team development. Demonstrated success in developing and executing cross-functional revenue strategies. Strong working knowledge of CRM systems (e.g., Salesforce), marketing automation platforms (e.g., HubSpot or Marketo), and BI tools (e.g., Tableau, Power BI) Exposure and knowledge of building out Data Warehouse for reporting across SFA/CRM Applications (e.g. Salesforce) and Production Systems for Account Health reporting, Risk Assessment and Leading Indicators for Churn/Downnsell and Upsell/Cross-Sell Proven ability to design and manage forecasting models, lead process optimization initiatives, and align departmental goals with business strategy. Experience establishing departmental policies, practices, and procedures with measurable organizational impact. Excellent project management, communication, and interpersonal skills Be part of an established SaaS organization entering an exciting phase of accelerated growth and market expansion. Lead the evolution of HSI’s alliances strategy, building enterprise partnerships that complement our existing partner ecosystem and accelerate market reach. Work directly with the CRO and senior leadership team to define and execute high-impact partnership and go-to-market strategies. Grow into a leadership role with future responsibility for a dedicated partnerships and channel team as the department scales. Enjoy a competitive compensation structure, including commission tied to partnership performance and comprehensive employee benefits. Join a collaborative culture where innovation, accountability, and entrepreneurial thinking are encouraged at every level.