Director of Revenue Operations Resume Example
Director of Revenue Operations get hired when they prove GTM strategy ownership measured by ARR growth, not by listing CRM administration tasks.
This resume is for Directors of Revenue Operations who lead cross-functional GTM strategy and manage large-scale tech stacks, but aren't yet responsible for the entire CRO function or global business unit P&L.
- Ownership of end-to-end GTM strategy and organizational design
- Evidence of measurable revenue growth or operational efficiency at an enterprise scale
- Ability to influence C-suite decisions through board-level reporting and predictive insights
- Experience sections prioritized by strategic revenue impact over tactical administration
- Technical skills categorized by functional domain including GTM tech and analytics
- Summary focused on organizational scale and cross-functional leadership outcomes
Andres Morales
Summary
Experience
- Led a 12-person RevOps organization, centralizing GTM functions across sales and marketing to drive a $42M increase in annual recurring revenue.
- Engineered a Quote-to-Cash (QTC) transformation using Salesforce CPQ and LeanData, reducing deal cycle times by 32% through automated approval workflows.
- Implemented a predictive forecasting model in Clari that improved quarter-over-quarter accuracy from 74% to 93% for the North American enterprise segment.
- Prioritized the migration of legacy billing systems over internal dashboard expansion, saving $2.4M in annual licensing fees and improving data integrity for board reporting.
- Spearheaded the redesign of the global territory planning process for 600+ account executives, utilizing Tableau to optimize patch equity and increase pipeline coverage by 28%.
- Owned the integration of Marketo and Salesforce for the marketing operations team, improving lead-to-opportunity conversion rates by 35% through advanced scoring logic.
- Directed a cross-functional task force to standardize compensation design, resulting in a $1.8M reduction in commission overpayments.
- Managed a $6M annual GTM tech stack budget, negotiating renewals for Gong and Outreach to ensure 95% tool adoption across the sales organization.
- Built the first centralized reporting dashboard for the customer success organization, tracking net retention and churn metrics for 1,200+ enterprise accounts.
- Automated the sales onboarding process by developing a custom training curriculum and certification path, reducing ramp time for new hires by 4.5 weeks.
- Defined the rules of engagement for the mid-market and enterprise sales teams, eliminating 85% of territory disputes through clear account ownership logic.
- Analyzed sales performance data for the Western Region, identifying $5.2M in untapped expansion opportunities within the existing customer base.
- Developed weekly executive reporting packages in Excel and Power BI, providing visibility into pipeline health and sales velocity for the VP of Sales.
- Refined the lead routing process in Salesforce, decreasing lead response time from 24 hours to under 2 hours for high-intent inbound inquiries.
Education
Skills
Salesforce Administration · Sales Process Design · Forecasting · Data Analysis · Territory Planning · Reporting · RevOps Strategy · GTM Planning · Org Design · Executive Communication · Revenue Strategy · Tech Stack Transformation · Board Reporting · CPQ · Quote-to-Cash · Tableau
What makes this resume effective
- This resume meets the hiring bar for a Director of Revenue Operations by demonstrating GTM org leadership, Quote-to-Cash transformation, and predictive forecasting accuracy.
- Andres shows executive-level prioritization at Databricks by choosing legacy billing migration over dashboard expansion to save $2.4M, proving he understands bottom-line impact.
- The Salesforce experience highlights global territory planning for 600+ reps, signaling the ability to manage complex operations at an enterprise scale.
How to write better bullet points
Managed the Salesforce CPQ implementation for the sales team.
Engineered a Quote-to-Cash (QTC) transformation using Salesforce CPQ and LeanData, reducing deal cycle times by 32% through automated approval workflows.
It moves from a passive task description to a strategic outcome that highlights specific tools and measurable efficiency gains.
Created reports for the VP of Sales to show pipeline health.
Developed weekly executive reporting packages in Power BI, providing visibility into pipeline health and sales velocity for the VP of Sales.
It specifies the tool and the strategic value of the insight provided rather than just the act of reporting.
Improved the lead routing process to help sales.
Refined the lead routing process in Salesforce, decreasing lead response time from 24 hours to under 2 hours for high-intent inbound inquiries.
It provides a concrete 'before and after' metric that proves the operational impact on sales responsiveness.
Director of Revenue Operations resume writing tips
- Quantify how your operational changes directly increased ARR or reduced cycle times.
- Highlight instances where you led cross-functional teams to solve GTM friction.
- Showcase your ability to manage multi-million dollar tech stack budgets and renewals.
Common mistakes
- Focusing too much on CRM administration instead of GTM strategy, which fails to show leadership of the 'why' behind the 'how.'
- Failing to mention board-level or executive reporting, as directors are expected to translate complex data into actionable C-suite insights.
- Omitting the size and scope of the team managed, which is a critical signal for leadership roles at this level.
Frequently asked questions
Is this resume right for someone with 8 years of experience? Yes, if you have transitioned from analyst tasks to managing teams and owning end-to-end GTM strategy rather than just CRM tickets.
Yes, if you have transitioned from analyst tasks to managing teams and owning end-to-end GTM strategy rather than just CRM tickets.
Yes, if you have moved from analyst roles into managing teams and owning GTM strategy. It is less suitable if your experience remains focused on ticket-based CRM administration without strategic oversight.
What if I haven't worked at massive companies like Databricks or Microsoft? Yes, because success is measured by relative impact, such as building a RevOps function from scratch or scaling it through a specific growth stage.
Yes, because success is measured by relative impact, such as building a RevOps function from scratch or scaling it through a specific growth stage.
The framework remains effective by focusing on the scale of impact relative to your company size. Highlighting how you built a RevOps function from scratch or scaled it through a specific growth stage is a strong alternative signal.
What if I don't have exact ARR impact numbers? Use percentages or process improvements that imply revenue value, like forecasting accuracy or dollar savings from tech stack consolidation.
Use percentages or process improvements that imply revenue value, like forecasting accuracy or dollar savings from tech stack consolidation.
Impact is often normalized by using percentages or process improvements that imply revenue value. In this resume, Andres uses a mix of hard dollar savings and percentage-based accuracy improvements to show breadth.
How much should I change before applying? Maintain the GTM-focused structure but swap specific tools and focus areas, like Deal Desk or Quote-to-Cash, to match the job description.
Maintain the GTM-focused structure but swap specific tools and focus areas, like Deal Desk or Quote-to-Cash, to match the job description.
The structure of the GTM-focused bullets should remain, but the specific tools must match the job description. If a role emphasizes 'Deal Desk,' the Quote-to-Cash bullets should be the most prominent.
What do hiring managers focus on at this level? They prioritize revenue architecture—the ability to build repeatable growth systems and predictive forecasting models that drive C-suite decisions.
They prioritize revenue architecture—the ability to build repeatable growth systems and predictive forecasting models that drive C-suite decisions.
Hiring managers look for 'revenue architecture' or the ability to build systems that make growth repeatable. In this resume, the Clari forecasting accuracy metric serves as the primary signal for that capability.
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