Director of Revenue Operations
Location: Remote (US)Reports to: VP, Sales & SuccessAbout PavilionPavilion began as a bold experiment to solve a personal problem. In the early 2010s, founder Sam Jacobs realized that the higher he climbed in go-to-market leadership, the lonelier the journey became. Those peer conversations—equal parts therapy, strategy, and camaraderie—sparked a global community of GTM professionals united by shared learning and support.Today, Pavilion serves nearly 10,000 members worldwide with industry-leading retention and profitability.
At over $10M ARR, the brand is synonymous with excellence in GTM leadership. Our next chapter requires sharper forecasting and analytics, stronger lifecycle operations, and scalable automation across our GTM systems.Role OverviewThe Director of Revenue Operations is a strategic, cross-functional leader responsible for building the systems, processes, insights, and structure that power Pavilion’s growth engine. Reporting to the Vice President of Sales & Success, you will partner closely with Enrollment, Member Experience, Marketing, Product, and Finance to ensure we have a clear line of sight into the member lifecycle—from first touch through renewal—and that teams are equipped to deliver consistent, high-quality experiences at scale.This role requires an operator who thinks in systems, solves with data, and thrives in a fast-moving environment.
You will manage an analyst but should expect to roll up your sleeves and own hands-on work yourself. Your team will own the revenue infrastructure (HubSpot, SFDC, analytics, dashboards), forecasting, GTM process design, and cross-functional alignment that help Pavilion deliver more value to more members.Key ResponsibilitiesStrategic Revenue Infrastructure
- Own Pavilion’s GTM systems including architecture, data integrity, workflows, and integrations.
- Ensure the tools, processes, and playbooks exist for Enrollment, Member Experience, and Marketing to operate efficiently and consistently.
- Evaluate and implement new tools—including AI-powered platforms—that enhance visibility, automation, and productivity across the revenue lifecycle.
Forecasting, Analytics & Insights
- Build and maintain end-to-end revenue forecasting for member enrollment, churn, renewal, and expansion.
- Create dashboards and reporting that deliver actionable insights to leadership and functional teams.
- Ensure full visibility and data capture across the member journey—from application to activation to renewal.
- Partner with Finance on annual and quarterly planning, scenario modeling, and performance analysis.
Process Optimization & GTM Enablement
- Design, document, and optimize key GTM processes (e.g. lead routing, application review, sales handoffs, onboarding workflows, retention and renewal motions, and more).
- Identify opportunities to introduce AI/automation and workflow optimization and own implementation
- Equip Enrollment and Member Experience teams with enablement, tools, and data to maximize productivity and increase conversion and retention.
Cross-Functional Leadership
- Serve as the connective tissue between Revenue, Marketing, Product, Member Experience, and Finance.
- Quarterback Quarterly Business Reviews and partner with leadership to align strategy, roadmaps, and objectives.
- Support strategic initiatives such as onboarding improvements, new product launches, and pricing changes.
What Success Looks Like
- A reliable, predictable revenue engine with clear visibility into performance drivers.
- Higher conversion rates across the funnel (application → interview → enrollment → activation).
- Improved retention, renewal, and expansion performance enabled by strong processes and insights.
- A scalable operational foundation that supports Pavilion’s growth and member value creation.
- Cross-functional alignment around shared metrics, priorities, and systems.
Qualifications
- 5+ years of experience in Revenue Operations, Growth Operations, or similar GTM operations roles.
- Proven success operating in a subscription, membership, B2C or B2B2C environment.
- Expertise in HubSpot and Salesforce, data analytics and BI tools, and modern GTM tech stack (e.g. Clay, Attention, Reply).
- Strong analytical skills—comfortable building models, reports, and automation logic.
- Demonstrated ability to lead cross-functional initiatives and influence without authority.
- Excellent communicator with a bias toward clarity, structure, and crisp documentation.
- Thrives in a fast-paced, high-collaboration environment with evolving priorities.
