Director, Revenue Operations

The Company 2025 Deloitte Technology Fast 50 Canada Recipient SpryPoint is revolutionizing how utilities serve their communities. As a high-growth software company, we’re shaking up the status quo in the utility industry with the first and only cloud-native platform built specifically for modern utilities. Founded by industry veterans in 2012, we’ve grown from a profitable startup to a rapidly scaling company of 285+ employees serving 100+ utility clients across North America and the Caribbean. Our mission is simple: utility leaders should expect more from their technology providers. We deliver comprehensive solutions including SpryCIS, SpryEngage, SpryMobile, and SpryWallet that modernize the entire meter-to-cash process. What sets us apart? Our "updates, not upgrades" approach, user-centric design, and unwavering focus on customer success—achieving 100% customer reference ability. Backed by strategic investment from Norwest Venture Partners since 2023, we’re accelerating our growth while staying true to our core values: lead with kindness, vision with impact, radical honesty, bold disruption, keep it simple, and execute with excellence. Join our award-winning team in transforming an essential industry that powers communities across the Americas. If you thrive in a fast-paced environment, have a passion for developing data-driven strategies to accelerate business growth, and enjoy working collaboratively with a team of game changers, you may be a perfect fit for our Revenue Operations leader. We’re looking for a Director of Revenue Operations to serve as a strategic partner to the CRO and executive leadership team, owning the systems, processes, and analytics that underpin revenue predictability and performance. This role is accountable for forecast integrity, capacity and coverage modeling, Go To Market (GTM) efficiency, and cross‑functional alignment across Sales, Marketing, Alliances, Client Success, and Finance. In this role you will be responsible for overseeing our GTM through data and analytics initiatives, managing Sales Operations, as well as the Proposal and Solution Engineer teams, maximizing the lead generation process, providing metric visibility, and informing business decisions and strategy driving revenue and growth. What You’ll Do Revenue Forecasting & Predictability: Own the end-to-end revenue forecasting methodology, while driving deal‑level inspection rigor with Sales leadership. Improve forecast accuracy (quarterly and annual) by aligning Sales and Marketing on core metrics and delivering scalable KPI dashboards. Provide CRO and Board‑ready insights that surface risks and trade‑offs and support Annual Operating Planning and budgeting. Capacity, Quota & Coverage Modeling: Develop and maintain quota, coverage, and capacity models that align with bookings targets and growth plans, while partnering with Sales and Client Success to optimize territory design, market segmentation, and account strategies. Model Sales, Solution Engineer and Proposal teams’ productivity, ramp curves, attrition risk, and hiring timing to inform resource planning and execution. Advise the CRO on territory designs, quota allocation, and stress‑test bookings plans against capacity and operational constraints. GTM Efficiency & Deal Economics: Partner with Finance to track and analyze client acquisition cost, sales efficiency, deal mix, and long‑term ARR quality, providing insights to guide pricing, discounting, and packaging strategies. Build and optimize scalable processes and tools, such as Deal Desk and CPQ, to drive operational efficiency and sustainable revenue growth. Lead enablement initiatives, onboarding, and GTM programs, while leveraging Sales and Marketing systems to improve outbound prospecting and team effectiveness. Partner & Alliance Operations: Own partner data architecture within Salesforce and track partner‑sourced and partner‑influenced pipeline and bookings. Provide alliance leadership with co‑sell forecasting, ROI measurement, and performance insights. Enable data‑driven decisions to optimize channel leverage, investments, and overall partner strategy. Post‑Sale Signal Integration: Track and report referenceable client availability by tier and product to inform growth opportunities. Support expansion and land‑and‑expand strategies using adoption and readiness signals. Close the loop between Sales, Professional Services, and Client Success to drive coordinated post‑sale execution. Systems, Process & Data Governance: Own revenue systems architecture (Salesforce and connected tools), ensuring data integrity, reporting consistency, and scalable GTM workflows. Continuously optimize opportunity‑to‑bookings processes and serve as the steward of a single source of truth for all revenue data. What You’ll Bring 5+ years experience in Sales/Revenue Operations at a high‑growth software/SaaS company Experience scaling companies from ~$20M ARR to $50M+ preferred Bachelor's degree (advanced degree or MBA a plus) Experience supporting enterprise sales motions with long sales cycles Proven track record improving forecast accuracy and revenue predictability Previously designed and implemented sales processes and infrastructure while leveraging data to drive influence and strategy Deep expertise in Salesforce and revenue analytics Fluency in other systems and sales tools that drive Sales/CS productivity, as well as BI tools Quick learner with ability to multitask, work independently, think critically and problem solve Strong analytical abilities to understand the "why" and "how" of data, and can tell the story behind it Strong executive communication experience Advanced Microsoft Excel/Google Sheets skills Join us in transforming the utility sector with smart, innovative solutions that matter. Your expertise will directly impact how utilities serve millions of customers across North America. Ready to power the future? Let’s talk. Expect More From Your Career at SpryPoint