Your impact

Handshake is hiring a Director, Revenue Operations (New Business) reporting to the VP, Revenue Operations. In this high impact leadership role, you'll be the strategic and operational force behind our U.S. new business field teams, driving enterprise growth and market expansion. As a key partner to senior leadership, you'll lead mission-critical initiatives that shape and execute Handshake's go-to-market strategy. You bring a rare blend of strategic vision, analytical depth, and operational rigor. From crafting scalable growth playbooks to unlocking new market opportunities, you'll be the connective tissue across Sales, Marketing, Product and Strategy. Your leadership will drive alignment, sharpen execution, and elevate the productivity of our field teams. 

The ideal candidate is a transformational operator—part strategist, part builder—with a proven track record of turning complex challenges into scalable solutions. You’re equally comfortable in the strategy and the field, bringing clarity, energy, and direction wherever you go. A natural connector and persuasive communicator, you’ll champion both our customers’ success and the performance of our Revenue organization.

Your role

• Serve as a key operational strategist to the GTM sales leaders, iterating and implementing the go-to-market strategy to drive significant new logo growth for our Employer business

• Provide oversight of all operational functions for Strategic, Enterprise, Mid-Market AE teams, including full-funnel optimization, strategic revenue planning, performance analytics, and transformational program design

• Lead operating cadence, implementing enterprise-wide governance to ensure robust business health metrics, forecast integrity, and strategic initiatives to maximize logo acquisition, ACV growth, and sales force effectiveness

• Collaborate with Finance and Marketing leadership to deliver insights on pipeline dynamics and lead cross-functional GTM initiatives to improve funnel metrics and sales productivity

• Drive enterprise-wide strategic planning with Sales, Finance, Marketing, and Product leaders on go-to-market initiatives, long-range planning, and board-level business performance reporting

• Own segmentation, territory design, quota setting, comp strategy and performance management for US new business 

• Represent segment business requirements in cross-functional initiatives and partner with centralized operations team to drive transformation in planning, data analysis, systems, and process 

• Hire, develop, and manage sales operations professionals to support the growth of the tea

Your experience

• 8+ years in strategic operational leadership within SaaS B2B companies with demonstrated success driving enterprise sales transformation and supporting complex enterprise products

• 5+ years building and leading high-performing teams with a track record of developing future leaders

• Experience leading market opportunity assessment, segmentation strategy, and expansion initiatives

• Strategic thought leader with exceptional analytical capabilities and business acumen 

• Outstanding executive presence with polished communication skills capable of influencing C-suite audiences

• Analytics visionary able to design and implement sophisticated dashboard frameworks and executive reporting systems

• Proven expertise translating complex business challenges into actionable strategies with measurable outcomes

• Experience leading financial planning processes and driving resource allocation decisions

• Deep expertise optimizing full-funnel performance and implementing revenue acceleration programs

• Exceptionally disciplined operational leader with solution-oriented mindset, ownership mentality, and proven success in high-growth, performance-focused environments

• Comprehensive understanding of Enterprise B2B SaaS sales methodology, customer lifecycle optimization, and go-to-market strategy development

• Track record building and developing high-performance revenue operations organizations

Bonus areas of expertise

• Experience leading sales transformation initiatives resulting in significant productivity improvements

• Proven success developing board-level insights, recommendations, and strategic presentations

• Distinguished leadership record building high-performing teams with strong organizational influence

• Advanced Salesforce optimization expertise

• MBA, Management Consulting and/or Investment banking experience