Sr Director, Revenue Operations

Join to apply for the Sr Director, Revenue Operations role at AppFolioJoin to apply for the Sr Director, Revenue Operations role at AppFolioGet AI-powered advice on this job and more exclusive features.DescriptionWhat we’re looking forAppFolio is more than a company. We’re a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. One in which every experience feels effortless, yet meaningful. Where customers are empowered to take on any opportunity. We show up as one team, connected by our values to be a force for good. Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves.The Sr. Director of Revenue Operations is a critical leader responsible for elevating and guiding the strategic direction and operational execution of Sales and Client Services teams to enable scalable growth. This role enhances revenue effectiveness by establishing measurable processes to improve efficiency in execution and setting growth objectives.Reporting to the VP of Revenue Operations, the Sr. Director of Revenue Operations partners closely with the Sales, Onboarding, Customer Success, Customer Care, Marketing, and Finance teams to develop strategies, implement performance metrics, and ensure alignment across all RevOps. This position ensures that revenue-generating teams have the necessary resources and technology to effectively engage with customers and drive the organization's revenue growth.Your ImpactRevenue Strategy: Partner with leadership to develop and align go-to-market strategies, focusing on acquisition, utilization, retention, and growth to drive bookings and revenue growth. This includes defining and integrating revenue models into broader business planning, forecasting, and budgeting processesOperations and Process Optimization: Lead a talented RevOps team to optimize processes and operations across the entire lead-to-deal-to-renewal process. This involves identifying and implementing improvements to enhance overall productivity and efficiency in business development, sales, onboarding, customer support, and customer successTechnology and Data Management: In partnership with the CIO organization, oversee and optimize the revenue technology stack, ensuring data integrity and effectiveness across all commercial systems (CRM, CSM platforms, support solutions, etc.). Recommend and implement new tools as needed, while aligning technology strategy with overall business goals to support seamless customer journeysReporting, Analytics, and Insights: Define key metrics, develop dashboards, and lead data analysis to provide actionable insights that support confident decision-making and improvements to KPIs across sales and services teamsSales Compensation: Partner with HR, Finance, and Sales to design, propose, and monitor competitive sales compensation plans and establish scalable rules and proceduresQualifications12+ years of experience in Sales Operations within B2B environments with deep expertise in sales processes and systems5+ years of progressive leadership experience, successfully leading cross-functional teams and enterprise-wide programs, and effectively influencing across the organization in complex contexts.Proven track record of driving cross-functional execution across go-to-market teams and influencing across all levels of a complex organization.Demonstrated ability to develop a scalable RevOps strategy for large companies.Strong analytical background with experience in analyzing marketing, sales, and customer data to inform decision makingStrategy and management consulting experience is a plus.Bachelor’s or Master’s degree in Business Administration, Marketing, Finance, or a related field, or equivalent work experience. Additional education in data analytics and technology disciplines is desirable.Must HaveDeep understanding of sales operations processes and systems with understanding of the technology marketplace (e.g., CRM systems, lead generation, pipeline management, and marketing automation).Advanced understanding of data management, enrichment, and governance.Excellent analytical, strategic thinking, optimization, and consultation skills.Strong interpersonal, influence, and negotiation abilities.Proven ability to lead and influence across complex organizational structures and upskill talent to drive high performance and collaboration.Proven ability to drive organization change, foster cross-functional alignment, and scale operations in a dynamic environment.Advanced communication skills with the ability to clearly explain complex concepts to both business leaders and technologists, adapting messaging to diverse audiences.Proficiency in designing and optimizing business processes.Experience applying critical thinking and problem solving skills to solve complex business pensation & BenefitsThe compensation that we reasonably expect to pay for this role is: $216,600 - $270,000 [base pay]. The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and internal equity.Please note that compensation is just one aspect of a comprehensive Total Rewards package. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.Regular full-time employees are eligible for benefits - see here.About AppFolioAppFolio is the technology leader powering the future of the real estate industry. Our innovative platform and trusted partnership enable our customers to connect communities, increase operational efficiency, and grow their business. For more information about AppFolio, visit .Why AppFolioGrow | We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Our challenging and meaningful work drive the growth of our business, and ourselves.Learn | We partner with you to realize your potential by investing in you from the start. We're cultivating a team of big thinkers through coaching and mentorship with our best-in-class leaders, and giving you the time and tools to develop your skills.Impact | We are creating a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive. We do this by innovating with purpose while cultivating a culture of impact. We learn as much from each other as we do our customers and our communities.Connect | We excel at hybrid work by fostering an environment that feels flexible, personal and connected, no matter where we are. We create space to fuel innovation and collaboration, and we come together to celebrate, connect, and succeed.Paddle as One.Learn more at /company/careersStatement of Equal OpportunityAt AppFolio, we value diversity in backgrounds and perspectives and depend on it to drive our innovative culture. That’s why we’re a proud Equal Opportunity Employer, and we believe that our products, our teams, and our business are stronger because of it. This means that no matter what race, color, religion, sex, sexual orientation, gender identification, national origin, age, marital status, ancestry, physical or mental disability, or veteran status, you’re always welcome at AppFolio.Seniority levelSeniority levelDirectorEmployment typeEmployment typeFull-timeJob functionJob functionFinance and SalesIndustriesSoftware DevelopmentReferrals increase your chances of interviewing at AppFolio by 2xSign in to set job alerts for “Director of Revenue Operations” roles.Director/Senior Director of Revenue OperationsSan Francisco, CA $197,000.00-$240,000.00 1 day agoSan Francisco, CA $200,000.00-$230,000.00 2 weeks agoSan Francisco, CA $168,000.00-$214,000.00 2 months agoSan Francisco, CA $168,000.00-$214,000.00 2 months agoSan Francisco, CA $206,000.00-$326,000.00 2 weeks agoSr. Director, Partner Operations & InsightsOakland, CA $154,500.00-$168,500.00 3 weeks ago(USA) Director, Revenue Operations Scaled Services, Enablement and SupportSan Bruno, CA $143,000.00-$286,000.00 4 days agoSan Mateo, CA $207,000.00-$297,000.00 4 days agoSan Francisco, CA $215,000.00-$240,000.00 2 weeks agoSenior Director - Digital Acquisition and Revenue Marketing (Growth)San Mateo, CA $228,200.00-$327,980.00 4 days agoFoster City, CA $200,000.00-$250,000.00 1 week agoSenior Director - Digital Acquisition and Revenue Marketing (Growth)San Francisco, CA $210,000.00-$235,000.00 2 weeks agoSr. Director, Product Management, MSSP and MROC StrategiesFoster City, CA $220,000.00-$250,000.00 5 days agoSan Francisco, CA $140,000.00-$170,000.00 5 months agoRevenue Cycle Reporting/Analysis ManagerSan Francisco, CA $118,300.00-$268,900.00 7 hours agoSan Francisco, CA $92,100.00-$131,500.00 4 days agoProgram Architect Director, Revenue OperationsSan Francisco, CA $153,000.00-$227,000.00 2 weeks agoSenior Director - Sales Effectiveness StrategySan Francisco, CA $240,000.00-$285,000.00 2 weeks agoSan Bruno, CA $117,000.00-$234,000.00 2 weeks agoSan Francisco, CA $120,000.00-$150,000.00 3 weeks agoSan Francisco, CA $190,000.00-$225,000.00 4 weeks agoSan Francisco, CA $100,000.00-$110,000.00 1 month agoTechnical Strategist, Customer Strategy and OpsSan Francisco, CA $99,450.00-$204,750.00 10 hours agoWe’re unlocking community knowledge in a new way. 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Created: 2025-09-17