As our Director of Revenue Operations, you will own the design, optimization, and orchestration of Assembly Software’s complete lead-to-cash process. This is not a reporting role or a CRM admin role—this is end-to-end process architecture and continuous improvement across marketing, sales, and finance touchpoints. You will define how revenue happens here, establish operating rhythms that drive accountability, and drive business requirements that strategic IT translates into technical implementation.
Position Summary
This is a senior-level leadership role reporting directly to the CRO, operating as a peer to marketing, sales, and finance leaders. You will serve as the process architect for the entire revenue lifecycle, partnering closely with strategic IT while maintaining ownership of business requirements, technology adoption, and success validation. You will also coordinate with the transformation office through an established operating model, navigating dual accountability between CRO priorities and broader business systems architecture.
Essential Job Functions
Process Architecture & Optimization
•Own the lead-to-cash process from demand generation through collections—designing workflows, defining handoffs, establishing measurements, and identifying bottlenecks
•Drive fanatical improvement of Customer Acquisition Cost (CAC)—owning efficiency of every dollar spent from marketing spend through sales capacity to close rates and deal cycle optimization
•Establish and maintain operating rhythms (weekly/monthly/quarterly) for process review, forecast accuracy, pipeline health, and revenue performance
•Define requirements for process improvement and technology enablement; determine what needs to happen and validate success criteria are met
•Conduct regular process audits to identify friction, manual work, data integrity issues, and opportunities for automation
Strategic Requirements & Technology Rollouts
•Translate business needs into prioritized, actionable requirements for marketing automation, CRM, CPQ, billing, and analytics platforms
•Drive technology rollouts end-to-end—ensuring adoption, confirming success criteria, and iterating based on user feedback
•Partner with strategic IT on evaluation and implementation of revenue technology; own requirements and adoption while IT owns technical execution and business case development
•Maintain user guides and adoption materials that help teams use tools correctly
Commission & Incentive Design
•Design and administer sales compensation plans that drive desired behaviors and align with company objectives
•Model commission scenarios, calculate payouts, resolve disputes, and maintain transparency in compensation plan mechanics
•Partner with finance on quota setting, territory design, and revenue recognition implications of compensation structures
Revenue Enablement
•Own enablement programming for sales—curriculum design tied to process mastery and tool proficiency, not just training delivery
•Create playbooks, templates, and job aids that operationalize the lead-to-cash process
•Establish onboarding curriculum for revenue roles with clear competency milestones
Analytics & Business Intelligence
•Define KPIs and reporting frameworks for the full revenue lifecycle—what we measure, how we measure it, and who owns each metric
•Build dashboards and regular reporting that drive decision-making, not just data presentation
•Conduct deal reviews, forecast analysis, and pipeline audits with revenue leadership
•Must be able to perform the essential job functions of this position with or without reasonable accommodation
Minimum Position Qualifications
•7+ years of experience in revenue operations, sales operations, or business process architecture roles
•Demonstrated ownership of lead-to-cash process design and optimization at a B2B SaaS company
•Experience designing and administering sales compensation plans
•History of driving technology rollouts where you owned requirements, adoption, and success validation
•Track record of establishing operating rhythms and driving process improvement through data and accountability
•Strong proficiency with CRM platforms (Salesforce, HubSpot, or similar) and marketing automation tools
•Experience with revenue analytics and business intelligence tools (Tableau, Looker, Power BI, or similar)
•Excellent cross-functional collaboration skills and ability to influence without direct authority
•Strong analytical and problem-solving skills with a systems-thinking orientation
Desired Qualifications
•Bachelor’s degree in Business, Finance, Operations, or related field; MBA a plus
•Experience with CPQ and billing platforms (Salesforce CPQ, DealHub, or similar)
•Prior experience in the legal technology or professional services SaaS industry
•Experience managing or building a small RevOps team
•Familiarity with revenue intelligence tools (Gong, Clari, or similar)
•Experience working with transformation offices or managing dual reporting structures
What Success Looks Like
•90 Days: You’ve mapped the current lead-to-cash process, identified top 3 breakdown points, and established weekly operating rhythms with process owners
•180 Days: You’ve delivered prioritized requirements for 2–3 critical system improvements and launched updated commission plans for next fiscal period
•365 Days: Revenue operations run with measurably less friction, forecast accuracy has improved, and teams are actually using the systems the way they’re designed
When you’re considering a new job, it’s normal to have a ton of questions. Here are a few things we get asked all of the time:
I am tired of the daily grind of a commute, where are you located?
With the exception of an occasional visit to our Miami, FL office, we rely on Teams and Zoom for virtual video meetings, so when you work at Assembly, you get to work in the comfort of your own home in your PJs if you’d like!
What makes Assembly Software so special?
The people are the heart of our organization! Our passion for our products and our entrepreneurial spirit creates an energetic and fun work culture. Assembly Software is a SaaS organization and the leading provider of case management solutions and through our three brands, Neos, Needles, and TrialWorks, we have a rich multi-decade history.
Today we have assembled the largest user base in the industry, with over 2,500 law firm customers and more than 40,000 users. In 2017, the business was acquired by Ridge Road Partners – a group of long-term focused, business builders – who are transforming the business into a dynamic, fast-growth enterprise. Additionally, Assembly Software offers a competitive compensation package with uncapped commissions for our Account Executives, and built-in accelerators.
What are the benefits like?
Competitive! You will be able to elect from competitive health, dental, and vision benefit plans in addition to short and long term disability, and other supplemental insurance options. We also offer 401k, flexible time off, paid parental leave, and an employee assistance program. We value our employees and reward and recognize your contributions.
Assembly Software provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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