Director of Revenue Operations
Since 2011, General Assembly has transformed tens of thousands of careers through pioneering, experiential education in today’s most in-demand skills. As featured in The Economist, Wired, and The New York Times, GA offers training in web development, data, design, business, and more, both online and at campuses around the world. Our global professional community boasts 60,000 full- and part-time alumni — and counting. In addition to fostering career growth for individuals, GA helps employers cultivate top tech talent and spur innovation by transforming their teams through strategic learning. More than 21,000 employees at elite companies worldwide have honed their digital fluency with our upskilling and reskilling initiatives. GA has also been recognized as one of Deloitte’s Technology Fast 500, and Fast Company has dubbed us leaders in World-Changing Ideas as well as the #1 Most Innovative Company in Education.
GA is at the leading edge of creating practical solutions to one of the most pressing challenges of our time - the future of work. As recognized by The World Economic Forum, BCG, the OECD and more, these are big challenges to which only a few companies are offering real solutions. In this role, you'll be speaking every day to corporate leaders who rely on GA to help them apply these solutions to their workforce of the future.
About the Role
As the Director of Revenue Operations at General Assembly, you will be a strategic leader responsible for building and scaling the systems, processes, and infrastructure that power our go-to-market (GTM) engine. You will partner cross-functionally with Sales, Marketing, Client Success, Finance, and HR to drive operational excellence, accelerate revenue growth, and provide clear visibility into performance across the revenue lifecycle.
This role is ideal for a highly analytical, collaborative, and systems-oriented operator who thrives in dynamic, high-growth environments.
Key Responsibilities
1. Strategy & Planning
- Revenue Forecasting: Build and own a consistent forecasting methodology rooted in pipeline data, historical trends, and market conditions. Standardize definitions and processes around commit, best case, and upside forecasting.
- Go-to-Market Planning: Lead segmentation, territory design, quota modeling, and resource allocation. Ensure recommendations are data-driven and aligned with company growth goals.
- Performance Management: Support KPI definition and documentation in partnership with Sales leadership. Ensure consistent tracking, reporting, and communication across teams.
2. Incentive Plan Design & Management
- Compensation Planning: Translate business objectives into effective sales compensation plans. Serve as the connective tissue across CRO, Finance, and HR for plan approvals and governance.
- Quota Allocation: Recommend and validate quota models using rep capacity, market opportunity, and historical data.
- Attainment Tracking: Own commission and attainment tracking systems. Provide quarterly exception recommendations and ensure transparency in how commissions are calculated.
- Governance & Collaboration: Establish clear workflows across Finance, HR, and Sales to ensure plan compliance and alignment.
3. Pricing & Commercial Support
- Pricing Operations: Partner with Sales, Finance, and Product to establish and maintain standardized pricing frameworks that balance revenue goals with market competitiveness. Ensure pricing models are consistently applied across segments and regions.
- Commercial Packaging & Deal Support: Collaborate with Sales, Marketing, and Product to design and evolve commercial offerings, bundling strategies, and pricing tiers. Provide pre-deal support to field teams for large or complex opportunities, including non-standard pricing, margin analysis, and approvals.
- Discount & Deal Desk Governance: Establish policies and guardrails for discounting, promotional pricing, and custom terms. Lead the governance process for exception approvals, partnering with Sales and Finance to ensure both speed and compliance.
- Proposal Support & Visuals: Support the creation of compelling, client-ready commercial visuals—such as pricing tables, value summaries, and ROI models—for use in sales proposals and presentations. Ensure pricing narratives are clear, consistent, and aligned with business objectives.
- Contract Templates & Guidance: Work with Legal to optimize contract workflows, maintain commercial templates, and ensure field teams have access to scalable, up-to-date documentation.
- Pricing Analytics: Analyze pricing trends, margin performance, and deal velocity to surface insights that inform future pricing strategy. Report on commercial performance against discount guidelines and product/package uptake.
4. Process Optimization
- Sales Process Design: Identify friction points in the lead-to-cash process and implement streamlined, scalable solutions.
- Marketing & Sales Alignment: Oversee lead routing, scoring, and handoff processes to drive conversion and accountability.
- Customer Success Handoff & Renewals: Build structured handoff processes to improve downstream visibility and collaboration across Sales, CS, and Delivery teams.
5. Data & Reporting
- Analytics & Dashboards: Design and deliver reporting for pipeline health, conversion rates, sales velocity, churn, and performance against goals. Collaborate with BizTech to prioritize builds.
- Data Governance: Define and enforce CRM hygiene standards, field ownership, and data accuracy protocols across all GTM systems.
- Insights & Recommendations: Analyze performance data to generate actionable insights that drive revenue growth.
6. Systems & Tools
- System Selection: Leading or heavily influencing the evaluation and purchase of tools like Salesforce, Seismic, Outreach, etc. Partnering with Sales, Marketing, CS, and IT to align systems with GTM strategy.
- Implementation & Administration: Owning or managing the deployment of CRM and related tools. Setting up workflows, fields, objects, and automations to reflect business processes. Managing vendor relationships and system roadmaps.
- Tool Governance: Defining and enforcing standards for data entry, usage, and integration across platforms. Coordinating with BizTech or IT for cross-departmental integrations.
7. Cross-Functional Collaboration
- Project Management: Lead critical cross-functional initiatives tied to GTM strategy, revenue goals, or operational scalability.
Qualifications
- 7+ years of experience in Revenue Operations, Sales Operations, or Business Operations, with 3+ years in a leadership capacity.
- Deep familiarity with Salesforce and common GTM tools; experience building scalable reporting and forecasting systems.
- Proven success leading GTM planning, territory design, and quota setting in complex sales organizations.
- Demonstrated ability to align cross-functional teams and drive operational change.
- Strong analytical, communication, and program management skills.
- Experience in a high-growth or SaaS/tech-enabled services environment preferred.
Why Join Us?At General Assembly, you’ll have the opportunity to shape how we scale revenue operations in an organization that sits at the intersection of education, technology, and workforce transformation. You’ll help drive our mission to prepare individuals and organizations for the future of work—starting with the systems and processes that power our growth.
Unless otherwise noted, remote positions can be performed from the following approved General Assembly operating countries.
United States of America (states of operation may vary), Canada (provinces of operation may vary), United Kingdom, Australia, and Singapore.