Director of Revenue Operations

Title: Director of Revenue Operations - Americas

Location: US Remote

Department: Sales

Job Description:

Company overview

LucidLink is a fast-growing startup on a mission to make data instantly and securely accessible from everywhere. As remote and hybrid work has become the new normal, our cloud-based technology enables teams to instantly access files and collaborate from anywhere in a familiar format that works like a local hard drive.

LucidLink’s solution is designed for workflows involving huge files, massive data sets and real-time collaboration. Our customers include the world’s most creative companies like Paramount, Warner Brothers, Epic Games, Spotify, A+E and Netflix. We were founded in 2016 by storage industry experts and support over one billion customer files across more than 40+ countries. LucidLink is headquartered in San Francisco, California, has an engineering office in Sofia, Bulgaria, and remote employees across North America, Europe, and Australia.

Reasons to join LucidLink:

• Tackle big challenges: You’ll have the chance to solve complex, high-stakes problems that redefine how teams collaborate globally. By starting with the Media & Entertainment industry and expanding into data-intensive sectors, you’ll gain deep insight into cutting-edge technologies and play a role in shaping the future of global workflows.

• Values-led culture: Our values don’t just exist on paper—they guide every decision and interaction. You’ll thrive in an environment where integrity, innovation, and empathy are at the core of how we operate, empowering you to grow personally and professionally.

• Hypergrowth journey: Joining a company with rapid growth means unparalleled opportunities for advancement, learning, and being part of an exciting journey toward unicorn status. You’ll experience the adrenaline of startup speed combined with the satisfaction of building something truly impactful.

• Immediate impact: At LucidLink, your work will matter—immediately. You’ll be part of a tight-knit team of 230+ builders working at startup speed, where your ideas and actions will create tangible, exponential results that contribute to our collective success.

• Comprehensive benefits: We believe in investing in our people. With flexible PTO, a competitive salary, stock options, and full health coverage, you’ll feel supported both professionally and personally while enjoying a strong work-life balance.

   

Role Overview

Reporting to the VP of Revenue Operations, the Director of Revenue Operations – Americas is the operational backbone of our Americas go-to-market motion. This is not a support role — you're embedded in the business, co-piloting with the Americas VP of Sales, and owning the systems, data, and processes that translate pipeline into predictable revenue.

We're scaling fast across North America and Latin America, and we need someone who's done this before: owned the forecast, cleaned up the CRM, redesigned territories, and made the GTM machine run smoother without slowing it down. You'll sit at the intersection of strategy and execution — equally comfortable in a leadership QBR and deep in a Salesforce report.

This is a high-visibility, high-ownership role. If you thrive when the answer isn't obvious and the process doesn't exist yet, you'll love it here.

Key Responsibilities

• Own the Americas revenue operations end-to-end — from lead routing and pipeline management through renewal and expansion workflows.

• Run the Americas forecasting process — build and maintain the cadence, define the methodology, and deliver weekly and quarterly calls with precision. Build models that account for deal stage, velocity, rep history, and market signals.

• Be the embedded RevOps partner to the Americas VP of Sales — trusted advisor on pipeline health, rep productivity, and GTM execution. Show up as an extension of their team.

• Build and maintain pipeline analytics and dashboards that give leadership real-time visibility — not lagging indicators, not static decks.

• Design and optimize GTM processes — identify friction in the funnel, build fixes, and drive adoption across the sales org.

• Own CRM health and data integrity in Salesforce — define and enforce hygiene standards, ownership models, and object architecture.

• Lead territory design, quota setting, and comp plan administration in close partnership with Finance and Sales leadership.

• Drive cross-functional alignment with Marketing Ops and CS Ops to ensure a seamless revenue cycle from first touch to renewal.

• Support headcount planning with capacity models and productivity benchmarks that inform hiring decisions.

Required Qualifications

• 8+ years in Revenue Operations, Sales Operations, or GTM Strategy — with at least 3 years in a senior leadership role at a high-growth SaaS company.

• A proven track record of owning the forecast: you've run weekly pipeline calls, presented the number to executive leadership, and built the models behind it — not just reported on them.

• Deep Salesforce expertise — object architecture, reporting, workflow automation. You're not just a power user; you're a builder.

• Strong command of data and analytics — fluent in Excel or Google Sheets, experienced with BI tools (Tableau, Looker, or equivalent), and able to translate complex data into clean executive narratives.

• Experience designing sales territories, building quota models, and partnering with Finance on comp plan design and administration.

• Demonstrated success as a strategic partner to a VP or SVP of Sales — you know how to earn trust, push back constructively, and operate as an extension of their team.

• Experience supporting a 30+ rep quota-carrying org across North America and/or Latin America, including direct, channel, and/or PLG selling motions.

Preferred Experience

• Hands-on experience with tools like Clari, Outreach, Gong, or ZoomInfo.

• Exposure to channel/partner motion in the Americas.

• Background in infrastructure software or a high-growth SaaS environment.

• Familiarity with MEDDIC or a comparable sales methodology.

What We'd Like to See in the First 90 Days

• Deep-dive on the Americas pipeline: understand deal health, rep capacity, and forecast accuracy from day one.

• Audit current Salesforce architecture and hygiene; deliver a prioritized fix list with owners and timelines.

• Build relationships with Marketing Ops and CS Ops counterparts and identify the top cross-functional friction points.

• Draft a territory and quota framework for the next fiscal planning cycle.

About Our Team

The Revenue Operations team at LucidLink is small, sharp, and moves fast. We operate as strategic partners to the GTM org — not order-takers. We build the systems and processes that let our sales and marketing teams do their best work, and we hold the bar high for data integrity, forecast quality, and GTM efficiency. This role joins a collaborative team that's serious about craft and always looking to raise the bar.

How You'll Make an Impact

LucidLink is growing fast — and the quality of our revenue operations is a direct multiplier on that growth. In this role, you'll shape how we run the Americas business: how we forecast, how we design territories, how we measure rep performance, and how we scale. The decisions you make here won't just affect this quarter's number — they'll define how we operate as we go from scale-up to market leader.

This Role Is Not For You If…

• You need a well-defined playbook handed to you — we're still writing ours.

• You're more comfortable in spreadsheets than in conversations with sales leaders.

• You treat "data isn't clean" as a blocker, not a challenge to fix.

• You prefer to optimize from the outside rather than getting embedded in the business.

At LucidLink, AI fluency is a core professional competency. As part of our interview process, we'll explore how you currently use AI tools in your work and how you think about using them responsibly.