Director Strategic Revenue Operations

Located in Austin, Texas (Hybrid 3 days a week).

Context & Impact

Lansweeper plans to grow three to four times over the next three to five years, with an AI-native go-to-market. As Director, Strategic Revenue Operations, you tell leadership whether we are on track, explain why when we are not, and turn that into decisions.

You own how we plan, forecast, price, pay, and report revenue, from lead to renewal. You report to the COO, partner daily with the CRO and CCO, and have regular exposure to the CEO. This is a Director role with a VP growth trajectory.

Your near-term goals (next 12 to 24 months):

• A forecast leadership can plan against, with accuracy measured every cycle

• One version of the truth across Marketing, Sales, and Customer Success, and the definitions that make it add up

• A RevOps function rebuilt for agents and automation, with every AI workflow tied to a business case

• The foundations to run Revenue Operations at the scale of a $300M+ ARR company

Challenge

The main challenges you'll face are:

• Forecast predictability. Leadership needs a forecast it can plan against, with accuracy measured and improving cycle over cycle across segments, regions, and categories.

• One version of the truth. Marketing, Sales, and Customer Success each have their own view. You build the single funnel view all of them recognize as theirs, and you own the definitions that make it add up.

• An AI-native RevOps function. Not bolting AI onto today's processes, but asking what forecasting, analysis, planning, and deal operations look like when agents do much of the work, and holding the business case from hypothesis to realized value.

• Authority without a reporting line. The systems, data, and AI teams you depend on do not report to you. You get there with business cases and standards people accept.

Key Responsibilities

Forecasting

• Set the forecast process, methodology, stage and category definitions, and the tooling behind them

• Run forecast governance: roll-up, inspection cadence, scenario planning, risk escalation, and the business call to the COO, CEO, and Board

• Measure forecast accuracy every cycle and report it next to actuals

• Challenge the roll-up, surface the risk and upside it hides, and flag early where coverage does not support the commit

Performance and Insight, Lead to Renewal

• Own the golden set of reports for the CRO, CEO, and board, and the definitions that make the funnel add up: lead and MQL criteria, stage conversion, attribution, handoffs, GRR, and NRR

• Define lead handling standards and handoffs across Marketing, Sales, and Customer Success, with GTM AI Labs building the automation

• Partner with Marketing on spend, pipeline contribution, funnel velocity, and conversion by source and segment

• Set the operating rhythm: forecast, pipeline, monthly business, and quarterly GTM reviews, with clear decisions, owners, and follow-up

Annual Planning

• Lead annual planning and quarterly re-forecasts with the CRO, CCO, and CFO, including capacity, targets, territory and coverage inputs, and pipeline creation expectations

Sales Operations, Deal Desk, and Pricing Operations

• Run GTM sales operations as a service to sales: deal structuring, data quality, account and lead assignment, and territory and quota administration

• Build and run a deal desk with standards, approval paths, and turnaround commitments

• Run discount governance, approval thresholds, price book maintenance, and the rollout of pricing and packaging changes

Commissions

• Own commission mechanics, quota logic, accelerators, payout rules, and the accuracy and audit trail of the payout cycle

• Design plans with the CRO, CCO, and Finance

• Run rollout, seller queries, and disputes against clear service levels

GTM Data and Systems

• Make GTM data quality and master data a permanent capability, and enforce the data contract with the teams that own the systems

• Turn GTM needs into one prioritized, business-cased demand list for GTM Apps, CRM, Data, and Quote-to-Cash leaders

• Review and prioritize system and process changes for the GTM organization, and bring clarity to requirements, working from the priorities and requirements the GTM Chief of Staff brings from the GTM organization

AI

• Rebuild forecasting, pipeline inspection, root-cause analysis, scenario modeling, deal operations, data quality monitoring, and recurring reporting for agents and automation

• Say plainly where AI moves a number and where it does not

• Set business priorities for GTM AI Labs and hold each business case from hypothesis to realized value

Leadership

• Lead and grow the Strategic RevOps team

• Act as a trusted counterpart to the leadership team, with the standing to challenge the plan and the numbers

• Lead through influence across the systems, data, and AI teams your outcomes depend on

Decision Rights

You decide how revenue is forecast, defined, and measured. You recommend on plans, and the CRO, CCO, and CFO hold the final call.

You decide:

• Forecast methodology, stage definitions, and category definitions

• The metric dictionary: one definition per metric, one owner

• Coverage and capacity assumptions behind the plan

• Deal desk policy and approval paths

• Discount thresholds and price book mechanics

• GTM data standards

• The priority of systems and data demand, based on business cases

You recommend, and the CRO, CCO, and CFO decide:

• Commission plan design (you own mechanics and payout accuracy)

• Quota, territory, and segment allocation

• Headcount and marketing investment assumptions

You are not:

• A CRM administrator

• The owner of the sales commit, which stays with Sales leadership

• A report factory (you own the standard report set and say no to the rest)

Scope Boundaries

Three rules keep the roles apart:

• One pack, one owner. You produce it, FP&A certifies the revenue figures, and Sales writes the commentary.

• Forecasting systems, processes, and tooling belong to you, including forecast accuracy as a metric. The owner of the sales commit remains with sales leadership.

• Key results come from the metric dictionary, so definitions always stay with you.

Who owns what, by partner:

Finance (FP&A)

• You own: Forecast method, planning model, metric dictionary, deal desk, pricing mechanics, commissions

• They own: Revenue plan, board pack revenue section, revenue recognition, GTM budget and margin, pricing financial modeling, economics of non-standard enterprise deals

Sales leadership and the GTM Chief of Staff

• You own: Forecasting systems, processes, and tooling, the reporting standard, the pre-read pack, the independent on-plan call, and the review and prioritization of the system and process changes that follow

• They own: The commit, the forecast calls, strategic GTM initiatives and their follow-through, OKR selection and cadence, funneling GTM priorities to Operations, and agreeing requirements within the GTM organization

Revenue Enablement

• You own: Definitions, data, and rollout requirements

• They own: Content, training, and sales kickoff delivery

GTM Apps, CRM, Data, and Quote-to-Cash

• You own: Prioritized, business-cased demand

• They own: Building and running the systems

GTM AI Labs

• You own: Business priorities, business cases, and lead handling standards

• They own: Building the agents and automation

Marketing

• You own: Funnel definitions: MQL criteria, stage conversion, attribution, and handoffs

• They own: Spend decisions and campaigns

Hard Skills: 

• Eight or more years in revenue operations, including several years leading the function through growth at a B2B SaaS scale-up, ideally at $150M to $500M ARR

• Built a forecast process and tooling for a multi-segment, multi-region organization, with accuracy you can show before and after

• Owned annual GTM planning, including territory, quota, and capacity models, and reconciled them to a Finance top-down target

• Led sales operations, including process design, deal desk, pricing operations, and GTM data governance

• Can define, calculate, and explain GRR and NRR, including what sustained NRR below 100% means for a SaaS business

• Hands-on with commission plan design and a commission system (Xactly, CaptivateIQ, Spiff, Everstage, or similar), plus Salesforce and BI tooling

• Led a team that includes managers

Soft Skills: 

• Credible with a CRO, a CFO, and a data engineer on the same day

• Holds the line on definitions and data integrity under pressure from sales leaders

• Drives outcomes through teams that do not report to you

• Communicates directly and turns analysis into decisions and follow-up

AI Specific Skills: 
Lansweeper is an AI-native company. AI fluency is a hard requirement in this role — on three levels at once. 

• Personal. AI is part of your daily work for analysis, modelling, research and communication, and you evaluate what it produces critically. 

• Functional. You make Strategic RevOps progressively AI-native, redesigning workflows and building the team's ability to work alongside agents — from forecasting and pipeline inspection to deal operations and recurring reporting. 

• Business. You prioritise GTM AI opportunities on measurable commercial impact, work with GTM AI Labs, Data and Systems to scale the strongest, and hold the business case from hypothesis to realised value. 

We believe AI multiplies strong Revenue Operations expertise. It does not substitute for it. 

Team Info: 

You report to the COO and partner daily with the CRO and CCO, with regular exposure to the CEO. You also work closely with the CFO, Finance, GTM AI Labs, Data, and GTM Apps leadership.

Team size: a core team of six across Belgium and the United States, and the team will grow.

About Lansweeper: 

Lansweeper is the AI Cyber Asset Intelligence platform helping IT and Security teams gain full visibility, reduce cyber risk, and scale automation with confidence. 
In today's complex IT, OT, cloud, and IoT environments, fragmented asset data slows decisions and increases risk. We transform raw asset data into a continuously validated, trusted source of truth — so teams can move faster and act with certainty. 

With Lansweeper, organizations can: 

• See – Truly complete visibility across hybrid environments 

• Know – Enriched asset intelligence with lifecycle and risk context 

• Act – Automate workflows, coordinate remediation, and enforce policy at scale 

From universal asset discovery to AI-powered intelligence, we provide the shared foundation modern IT Operations, Cybersecurity, and Digital Transformation teams rely on. 

Our culture: 
We're built on four core values: 

• One Team – United across boundaries 

• We Care – Customers and people at the center 

• We Grow – Learning, sharing, improving 

• We Deliver – Focusing on what truly matters 

Pay Transparency: 
At Lansweeper, every role is assigned to a level defined by three things: the expertise it requires, the complexity it involves, and the scope of impact it carries. 
Each level maps to a salary band based on salary benchmarks from the Software/SaaS industry of your country, so your pay reflects what the market pays for comparable roles. 

Where you land within that range depends on the expertise you bring, the complexity you have navigated, the scope of impact you have owned, and your track record of delivering results in comparable roles — the same criteria applied consistently to every candidate. 
We welcome applicants of all backgrounds, regardless of gender, religion, ethnic origin, age, sexual orientation, or disability. 

AI Usage during Hiring Process: 
We use AI to support and not replace during the hiring process. HR decisions are made by our talent acquisition team. You can request more info at any time via [email protected] 

Diversity Statement: 
It is Lansweeper's policy to provide equal employment opportunity to all applicants and employees. 
Lansweeper disapproves of, and will not tolerate, unlawful discrimination against any applicant or employee because of race, color, national origin or ancestry, gender (including pregnancy, childbirth, or related medical conditions), gender identity, age, religion, disability, family care status, veteran status, marital status, sexual orientation, or any other basis protected by local, state, or federal laws. 

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