Sr. Director of Revenue Operations and Performance
Karbon
About Karbon
Karbon is the global leader in practice management software for growth-minded accounting firms. We provide an award-winning, highly collaborative cloud platform that streamlines work and communication, enabling the average accounting firm using Karbon to save 18.5 hours per week, per employee.
We have customers in 34 countries and have grown into a globally distributed team, with our people based throughout the US, Australia, New Zealand, Canada, the United Kingdom, and the Philippines. We are well-funded, ranked #1 on G2, have a fantastic team culture built on our values, are growing rapidly, and making a global impact.
Job Summary
The Sr Director of Revenue Operations and Performance reporting to the Chief Marketing Officer, is responsible for optimizing and managing the full lifecycle revenue process across the company to accelerate and sustain predictable growth. This role supports GTM growth strategy, performance management, demand generation execution, and analytics/reporting, ensuring the close alignment and efficiency of revenue-generating teams including sales, marketing, and customer success. The ideal candidate is a strategic operator and data leader, comfortable driving measurable impact through process innovation, growth experimentation, and insight-driven execution.
About the Role
Growth Strategy & Performance
- Monitor growth and performance targets across the entire customer lifecycle—pipeline creation, sales velocity, conversion rates, retention, and expansion, in conjunction with GTM & Finance leadership.
- Develop and execute cross-functional growth programs and experiments, using data to prioritize highest-impact opportunities and deploying resources for maximum ROI.
- Optimize all funnel stages to eliminate inefficiencies and maximize scalability and profitability.
Demand Generation
- Lead the design and implementation of multi-channel demand generation programs, collaborating with Marketing and Sales on campaign strategy, execution, and lead nurturing.
- Own the lead management process, from targeting, scoring, and routing to closed-loop measurement and optimization.
- Experiment with AI-driven and data-backed tactics to improve the volume, quality, and conversion rate of demand generation programs.
Analytics & Reporting
- Own revenue analytics and reporting infrastructure, creating unified, transparent dashboards and insights accessible to all GTM stakeholders.
- Leverage advanced analytics and machine learning to identify growth levers, highlight emerging trends, create lead scoring models, forecast risks, and drive revenue predictability.
- Automate reporting and use AI tools to generate actionable narratives and visualizations for internal and executive communication.
- Refine attribution frameworks between inbound and outbound pipeline sources, ensuring consistent rules and accurate visibility into ROI, conversion, and channel performance.
- Ensure all teams use shared KPIs and reporting frameworks for alignment and accountability.
- Continuously enhance forecast reliability using machine learning models trained on pipeline conversion trends and market dynamics.
Revenue Process Optimization
- Design and continuously refine scalable, end-to-end revenue processes—spanning marketing, sales, onboarding, and customer success—to accelerate growth.
- Use AI-powered process mining and analytics to identify bottlenecks and prioritize automation and improvement.
- Standardize and automate workflows across GTM teams, ensuring efficiency and consistent customer experience.
Data Management & Tech Stack Ownership
- Own and optimize Salesforce and the GTM data ecosystem, enabling data integrity, governance, and enrichment.
- Integrate and manage AI-powered tools for CRM, campaign execution, personalization, and insight generation.
- Establish and enforce data governance protocols for continuous data quality and compliance.
Cross-Functional & Continuous Improvement
- Work across Sales, Marketing, Customer Success, and Finance to unify goals, processes, and insights.
- Mentor and develop RevOps talent, building expertise in growth, analytics, and AI-enabled revenue strategy.
- Champion a culture of experimentation and intelligent automation, leveraging AI to continuously improve core revenue operations processes.
About You
- Education: Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or relevant certifications (e.g., Salesforce, RevOps) are a plus.
- Experience: 5-7 years of experience in revenue operations, sales operations, or a related field, with at least 2 years in a management role.
- You have proven experience in building a team and People Leadership
- Skills:
- Strong analytical and problem-solving skills, with the ability to interpret complex data and provide actionable insights.
- Proficiency in CRM systems (e.g., Salesforce, HubSpot), marketing automation tools, and data analysis platforms (e.g., Excel, Tableau, Power BI).
- Strong demand generation background with emphasis on spend efficiency and performance.
- Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels.
- Experience with process improvement methodologies and project management.
- Strong leadership skills with a track record of building and managing high-performing teams.
Why work at Karbon?
- Gain global experience across Australia, New Zealand, UK, and Canada
- Strong benefits package including:
- Flexible Time Off with an encouraged 4 weeks use per year
- Company paid medical for you and eligible spouse/partner and dependents
- Paid dental and vision and eligible spouse/partner and dependents
- 401(k) with company matching
- Flexible Spending Account
- Up to 8 weeks paid parental leave
- Work-from-home stipend
- Work with (and learn from) an experienced, high-performing team
- A collaborative, team-oriented culture that embraces diversity, invests in development and provides consistent feedback
- Be part of a fast-growing company that firmly believes in promoting high performers from within
As we hire across various locations within the USA we are required by law to include a reasonable estimate of the compensation range for this role.
The range provided is broad and takes into consideration a wide range of factors that are reviewed when making a hiring decision, such as physical location/cost of living in that location, years of experience, skills, and other business needs.
It is not typical for a candidate to be hired at or near the top of the pay range and each compensation decision is dependent on each individual case. The base salary is one component of the total compensation package, which for some roles may include a target bonus, for some roles very competitive equity grant, and very generous benefits. While we believe competitive compensation is a critical aspect of you deciding to join us, we do hope you also spend time considering why our mission, purpose and values are right for you. We are creating something transformational here, and we hope you are as excited about the future as we are!
Karbon embraces diversity and inclusion, aligning with our values as a business. Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single criteria. If you've made it this far in the job description but your past experience doesn't perfectly align, we do encourage you to still apply. You could still be the right person for the role!
We recruit and reward people based on capability and performance. We don’t discriminate based on race, gender, sexual orientation, gender identity or expression, lifestyle, age, educational background, national origin, religion, physical or cognitive ability, and other diversity dimensions that may hinder inclusion in the organization.
Generally, if you are a good person, we want to talk to you. 😛
If there are any adjustments or accommodations that we can make to assist you during the recruitment process, and your journey at Karbon, contact us at people.support@karbonhq.com for a confidential discussion.
At this time, we request that agency referrals are not submitted for this position. We appreciate your understanding and encourage direct applications from interested candidates. Thank you!