Sr Director Revenue Operations

Actionstep

Job Overview

Location

Remote

Employment Type

Full-time

Work Arrangement

Remote

Sector

Information Technology & Software

Experience Level

Executive (12+ years)

Application Deadline

June 24, 2026

About the Company

Actionstep is a leading innovator in the Software-as-a-Service (SaaS) sector, dedicated to developing and selling cutting-edge Legal Practice Management software. As a rapidly expanding and dynamic business, Actionstep serves a global clientele of over 50,000 users. The company boasts a diverse and talented team of over 220 professionals spread across the USA, Australia, UK, Canada, and New Zealand.

Actionstep is committed to fostering an inspirational working environment where employees are empowered to be different and take initiative. The company's core values revolve around teamwork, community, doing things right, and understanding customer needs to make lawyers more effective. This culture is driven by a passion for delivering an exceptional user experience that legal professionals love, enabling them to build thriving practices.

Job Description

Actionstep is a leading innovator in the SaaS industry, specializing in Legal Practice Management software. We are a rapidly growing, dynamic company with a global customer base and a strong international presence.

As the Senior Director of Revenue Operations, you will be instrumental in building and optimizing the operational framework that drives Actionstep's Go-To-Market (GTM) engine across Sales and Marketing. This role is focused on leveraging Artificial Intelligence to enhance daily operations and drive efficiency throughout the entire revenue lifecycle, from initial lead engagement through to renewals and expansions.

You will serve as a key strategic partner to the CRO, Sales, Marketing, Customer Success, Sales Enablement, and Finance departments. Your primary objective is to elevate the GTM engine from a functional state to an exceptional one, inheriting a robust tech stack and a dedicated analyst to achieve this transformation.

Required Skills

Salesforce AdministrationRevenue OperationsSales OperationsGTM StrategyAI IntegrationLead ManagementForecastingData AnalysisTerritory PlanningQuota DesignSaaSCRM ManagementSalesforce ArchitectureTech Stack GovernanceExecutive Dashboards

Key Responsibilities

Own and optimize the Salesforce architecture as the central source of truth for the GTM engine, ensuring data integrity and AI readiness.
Manage the end-to-end lead management process, including routing, qualification, and hand-offs across various sales motions.
Develop and implement account and prospect scoring models to enhance targeting and prioritization.
Oversee data enrichment, attribution, and the integration of marketing automation and intent signal tools with Salesforce.
Govern the GTM tech stack, driving adoption, ROI, and continuous improvement.
Identify and eliminate process bottlenecks to create a scalable foundation for growth.
Partner on quote-to-cash redesigns, including order form and amendment workflows, and Salesforce-to-NetSuite integration.
Lead the development of AI-enabled GTM capabilities across the customer acquisition process.
Embed AI into daily workflows for sales representatives to drive measurable productivity gains.
Build automated research and enrichment workflows to increase personalization in outbound campaigns.
Integrate AI-driven insights into the sales process to strengthen messaging and strategy.
Coordinate sales forecasting, planning, budgeting, and quota-setting processes.
Lead territory modeling, quota design, and capacity planning using data-backed analysis.
Build and maintain dashboards for executive and operational audiences.
Partner with Finance and HR on sales compensation plan design and administration.
Define and track measurable KPIs for the revenue function.
Act as a trusted strategic partner to Sales VPs and the CRO.
Collaborate with Marketing on lead management, attribution, and ICP definition.
Partner with Customer Success on retention and expansion data and processes.
Work with Sales Enablement on program design, onboarding, and tool adoption.
Liaise with Finance and Accounting on forecasting and revenue recognition.
Represent Revenue Operations in strategic revenue discussions.
Manage and develop the Sales Operations Analyst, delegating tasks appropriately.
Set clear expectations, provide coaching, and define ownership boundaries.
Build the function's capacity for future company scaling.

Qualifications

7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company.
Minimum of 3 years in a leadership role managing direct reports.
Demonstrated interest and experience in building AI-enabled selling capabilities for measurable productivity gains.
Deep expertise in Salesforce, including architecture and platform review.
Proven track record of effective partnership with senior sales leadership (VPs and CRO-level).
Experience connecting and governing a modern GTM tech stack (e.g., Salesforce, Outreach, ZoomInfo, 6sense, DocuSign).
Experience building executive and board-level dashboards.
Experience with territory modeling, quota design, and capacity planning using data-backed scenario analysis.
Strong written and verbal communication skills, with the ability to translate between sales, marketing, and finance.
Ability to be direct, accountable, and resilient under change, with a positive reception to feedback.
Vertical SaaS experience, particularly in legal tech or other regulated verticals (preferred).
Experience with tools like ZoomInfo, DealHub, Agentforce, Attention, Anthropic Claude, or Clay (preferred).
Experience with NetSuite, Zone Billing, ASC 606 revenue recognition, and Salesforce-to-NetSuite integration (preferred).
Experience with Salesforce Revenue Cloud Advance (RCA) or equivalent CPQ tooling (preferred).
Experience leading a Salesforce or RevOps redesign engagement with an external partner (preferred).
Experience scaling Revenue Operations from approximately $50M to $200M+ revenue (preferred).
Experience supporting cross-sell motions in a multi-product environment (preferred).

Benefits & Perks

Robust medical, dental, and vision offerings
401K with company match
Flexible working arrangements
Generous Paid Time Off (PTO)
Birthday off
Frequent team building events
Fantastic training and development opportunities

How to Apply

To apply for this role, click the Apply button on this page and follow the instructions.

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The US SaaS market is experiencing significant growth, driven by AI integration and demand for scalable revenue engines. This Senior Director of Revenue Operations role is pivotal in optimizing Actionstep's Go-To-Market (GTM) operations, focusing on AI-driven enhancements across sales and marketing. You will own the entire revenue lifecycle, from lead generation to expansion, acting as a strategic partner to executive leadership. Key responsibilities include architecting Salesforce, managing lead flow, developing scoring models, governing the GTM tech stack, and identifying process efficiencies. Your impact will directly influence business ROI by transforming the GTM engine from functional to exceptional, enabling substantial organizational growth.