Who We Are:

At Emburse, you won’t just envision the future—you’ll help create it. As a leader in travel and expense management, we’re building a future where technology delivers business value and drives exceptional outcomes.

The Director of Revenue Operations will play a critical role in driving revenue growth by aligning strategies, systems, and execution across Sales and Marketing. This position is key to accelerating growth, enhancing operational efficiency, and supporting initiatives tied to company milestones and KPIs. You’ll lead a data-driven approach to forecasting, pipeline management, and go-to-market strategy—ensuring all revenue-generating teams operate from a unified source of truth. The ideal candidate is both strategic and hands-on, capable of connecting business strategy, analytics, and technology to achieve consistent, scalable growth.

What You’ll Do:

Strategic Leadership

– Collaborate with the CRO, CFO, and cross-functional teams to develop and implement a scalable revenue operations strategy aligned with growth goals and investment priorities.
– Create a cohesive go-to-market framework that brings together Sales, Marketing, and Partnerships.
– Act as a strategic advisor to senior leadership on revenue trends, pipeline health, and operational performance.

Process Optimization

– Lead the development and ongoing improvement of revenue processes throughout the customer lifecycle—from lead generation to renewals and upsells.
– Define clear KPIs and handoff processes between Marketing and Sales to improve conversion and reduce friction.
– Implement effective lead scoring, territory management, and pipeline governance practices.
– Manage the annual design and execution of sales commission plans to ensure alignment with revenue targets and accurate payouts.

Data, Insights, & Forecasting

– Oversee company-wide revenue reporting and analytics, providing visibility into ARR, bookings, and pipeline status.
– Partner with Finance to enhance forecasting accuracy and revenue predictability.
– Deliver insights and reporting for board and investor presentations.

Technology & Systems Management

– Manage the go-to-market technology stack (Salesforce, HubSpot/Marketo, Outreach, Gong, etc.), ensuring integration and data integrity.
– Identify and implement new tools that support automation, scalability, and data-driven decisions.
– Promote data governance, accuracy, and compliance across all revenue systems.

Cross-Functional Alignment

– Work with Product and Customer Success teams to build data-informed feedback loops that influence pricing, packaging, and customer lifecycle initiatives.
– Align efforts across sales enablement, demand generation, and customer retention to improve full-funnel performance.

Team Leadership

– Build and lead a high-performing Revenue Operations team, fostering a culture of collaboration, accountability, and continuous improvement.
– Establish scalable best practices that support the company’s growth and future exit strategy.

What We’re Looking For:

Education & Experience

– Bachelor’s degree in Business, Finance, Marketing, or a related field (MBA preferred)
– 8+ years of progressive experience in Revenue, Sales, or Business Operations within a B2B SaaS company
– 3+ years of leadership experience managing cross-functional Revenue or Go-to-Market Operations teams
– Experience in a private equity–backed company, especially during a growth or transformation phase, is highly preferred
– Background in travel, expense, or financial workflow software is a plus

Technical Skills

– Advanced knowledge of Salesforce CRM, marketing automation tools, and BI/reporting platforms (e.g., Looker, Tableau, Power BI)
– Strong analytical and modeling skills, with a track record of building executive dashboards and revenue forecasts
– Proven ability to integrate technology systems to improve efficiency and data quality

Leadership & Soft Skills

– Excellent communication and executive presence; confident presenting to senior leaders and board members
– Strategic thinker who can turn data into actionable plans and scalable processes
– Highly collaborative, with the ability to influence across teams and build trust at all levels
– Results-driven with a focus on measurable outcomes, continuous improvement, and accountability

Why Emburse?

Finance is evolving—and Emburse is at the forefront. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time insights, and optimize spending—so they can focus on what’s ahead, not what’s holding them back.

– A Company with Momentum – Supporting over 12 million users in 120+ countries, we help businesses modernize their financial operations.
– A Team That Innovates – Collaborate with top talent in finance, technology, and AI to tackle real-world challenges.
– A Culture That Empowers – Enjoy competitive compensation, flexible work options, and an inclusive, collaborative environment designed for your success.
– A Career That Matters – Your contributions will drive innovation, efficiency, and smarter financial decisions for organizations everywhere.

Shape your future and discover what’s next at Emburse.

Emburse is an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, or genetics. We comply with all applicable federal, state, and local laws regarding nondiscrimination in every location where we operate. This policy applies to all aspects of employment.