Director, Revenue Operations

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! We are looking for an exceptional leader to head our combined GTM Planning, Process, and Engineering disciplines. This is a senior, high-leverage role on the Revenue Operations team, with a broad scope that spans GTM architecture, territory and capacity planning, pipeline modeling, incentive compensation, and the technical systems and automation that bring these strategies to life. You will partner closely with executive leadership, serving as the connective tissue between Marketing, Sales, Customer Adoption, Partners, and Finance. In this role, you act as both the architect of our commercial strategy and the engineer of our revenue automation. You will ensure our go-to-market behavior is perfectly aligned with strategic objectives while maximizing sales velocity through a scalable, automated, and intelligent technology ecosystem. What You’ll Be Doing GTM Architecture & Planning Own the GTM Architecture: Define markets, segments, roles, coverage models, and the underlying planning logic that turns business strategy into a deployable revenue system. Lead Annual Planning End-to-End: Drive capacity modeling, territory design, quota allocation, and the headcount and expense plans that fund the organization. Incentive & Quota Design: Act as the GTM thought leader on compensation. Design and implement all GTM comp plans to drive desired behaviors, and manage the end-to-end quota methodology to ensure equitable targets. GTM Engineering & Systems Tech Stack Strategy & Architecture: Own the roadmap and design for our GTM systems (e.g., Salesforce, CPQ, Anaplan, Xactly). Conduct field discovery to identify high-impact workflow opportunities and ensure technology follows our "Signal Strategy." Revenue Automation & Process Replacement: Lead complex projects to systematically eliminate manual "CRM debt." Build behavior-based trigger architectures and automated data enrichment so reps spend more time selling and less time doing administrative work. Multi-Channel Integration & Data Governance: Orchestrate the flow of data across the GTM stack, managing multi-channel signal ingestion and ensuring system reliability. Act as the primary liaison to Data and BI teams to ensure a seamless, high-quality Single Source of Truth. Operating Cadence & Governance Support the Operating Cadence: Partner with Ops leadership on forecast roll-ups, pipeline reviews, and QBR/MBR support, providing the systems rigor that drives decisions in those forums. Financial Controllership: Partner tightly with FP&A on headcount and expense management, compensation modeling, forecast accuracy, and variance analysis. Build Measurement Frameworks: Create the experimentation frameworks that turn GTM system outputs into the next version of the system, identifying what is working, what isn't, and what must change. Team Leadership: Hire, mentor, and develop a cross-functional team of planning analysts, system engineers, and compensation experts. Design the infrastructure that enables a lean team to deliver compounding leverage as the organization scales. What You Bring Along Experience: 10+ years in revenue operations, sales strategy, GTM finance, or system engineering, with at least five years of experience leading cross-functional teams. Owner-Operator Mindset: You treat the GTM function as a system you own end-to-end: you build it, run it, fix it when it breaks, and measure it by outcomes, not just activity. Strategic Challenger: You are a credible partner to executive and Ops leadership. You bring data, a distinct point of view, and the willingness to disagree well. You earn trust by being right, and you advocate for the field when the business case is sound. Planning Mastery: Deep fluency with the planning toolkit, including capacity models, territory design, quota allocation, comp modeling, and forecasting methodologies in a B2B SaaS or consumption-based environment. Technical & Architecture Expertise: Deep expertise in designing and integrating complex GTM tech stacks, with advanced proficiency in Salesforce, CPQ, and automation platforms. You possess a "product management" mindset for process optimization. Full-Funnel Perspective: Experience working across the entire customer lifecycle, including marketing operations, pre-sales, and post-sale/customer success motions. Communication & Collaboration: Excellent written and verbal communication skills with a proven track record of presenting to executives and translating between technical logic, financial modeling, and sales strategy. Education: Bachelor's degree in a quantitative field; MBA or equivalent post-graduate education is preferred. Please note that visa sponsorship is not available for this position. #LI-KM #LI-Hybrid The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience. New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time-off, and other competitive benefits designed to improve the lives of our employees. Estimated Base Pay Range $180,000—$225,000 USD Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes. If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com. We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. 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