The Director of Revenue Operations optimizes sales processes, enhances forecasting, and drives data-driven decision-making to scale revenue growth.
At Mattermost, we build the #1 collaborative workflow solution for defense, intelligence, security, and critical infrastructure organizations. Trusted by governments, financial institutions, and technology companies, our platform enables secure, efficient operations for the world’s most critical teams.
We’re dedicated to empowering organizations to operate with confidence, reducing risks, and accelerating productivity. Guided by our core values of Customer Obsession, Earn Trust, Self Awareness, Ownership and High Impact, we collaborate closely with our customers to deliver solutions that meet complex needs and drive success.
To learn more, visit www.mattermost.com
Mattermost is seeking a results-driven and collaborative Director of Revenue Operations to join our growing GTM Strategy & Operations team. Reporting directly to the VP of GTM Strategy & Operations, this role will play a key part in scaling our revenue engine by optimizing sales processes, improving forecasting accuracy, and driving data-informed decision-making across our global GTM teams.
This is a high-impact role requiring strong business acumen, operational excellence, and a passion for building scalable systems that support ambitious growth goals in a subscription-based SaaS environment.
Key Responsibilities:
- Process Optimization Streamline and enhance sales processes across regions and segments to drive consistency, efficiency, and scalability.
- Performance Analytics & Reporting Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting.
- Forecasting & Pipeline Management Partner with sales leadership to refine forecasting methods and increase pipeline visibility through standardized analysis and tools.
- Territory & Quota Planning Collaborate with Sales and Finance on account segmentation, territory design, and quota-setting processes.
- Sales Tech Stack Optimization Work closely with our GTM Tools & Technology team to implement and improve sales systems (especially CRM), ensuring tools are aligned with rep workflows and data hygiene best practices.
- Cross-Functional Project Leadership Drive strategic initiatives and special projects that improve operational effectiveness and support revenue growth.
- Deal Desk Collaboration Partner with Deal Desk and Sales to standardize and optimize deal workflows and support high-velocity sales cycles.
Required Qualifications:
- Bachelor’s degree or equivalent experience.
- 6+ years in Sales Operations, Revenue Operations, or GTM Strategy roles within a B2B SaaS environment.
- This role may require the candidate to obtain and maintain a U.S. security clearance in the future. As such, applicants must be U.S. citizens and eligible to obtain a U.S. government security clearance.
- Proven track record supporting PLG and enterprise sales motions in high-growth SaaS companies.
- Expertise in Salesforce (admin or power user level); experience with tools like Clari, Gong, HubSpot, Pardot, and CPQ tools is a plus.
- Experience with sales compensation design, administration, and analytics.
- Advanced Excel and data modeling skills; ability to distill complex data into actionable insights.
- Experience with BI/reporting tools such as Power BI, Tableau, or similar.
- Strong cross-functional collaboration and communication skills.
- Experience working in a remote-first, distributed team environment is a plus.
- Familiarity with open-source or developer-focused tools is a bonus.
Mattermost is an EEO Employer, We are a remote-first, open-source company.
We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time.
Mattermost values your unique perspective—we welcome all applicants. We encourage individuals from all backgrounds to apply and are committed to assessing candidates based on their skills and qualifications. We do not tolerate discrimination against staff or applicants based on race, religion, national origin, age, disability, pregnancy status, veteran status, or other personal characteristics.
If you require accommodations during the interview process, please let us know—we’re happy to assist.
Top Skills
Bi/Reporting Tools
Clari
Cpq Tools
Excel
Gong
Hubspot
Pardot
Power BI
Salesforce
Tableau
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