Director of Revenue Systems

Octus is seeking a Director, Revenue Systems to own the revenue tech stack end to end. Our commercial teams win on insight and speed, and this role builds and manages the systems that deliver both. You will lead a small, high-leverage team (a Salesforce Admin and a GTM Engineer) and partner closely with Revenue Strategy & Planning, Sales Operations, Revenue Enablement, Customer Success Operations, Product & Technology, and Information Security.

Your first job is to bring Gong to life, from rollout plan to adoption.

Responsibilities

Gong Rollout

• Plan and Launch: Define scope, timeline, rollout waves, risks, and success measures. Run the project and keep commercial leadership informed.
• Integrate: Connect Gong to Salesforce, calendar, email, and conferencing tools, so every conversation lands on the right account, contact, and opportunity.
• Govern: Set up roles, permissions, recording policies, and consent practices with Legal & Compliance and Information Security. Our clients work in regulated markets, so we get this right from day one.
• Configure: Build trackers, scorecards, deal boards, and dashboards that reflect our sales process, products, and competitors.
• Enable: Partner with Revenue Enablement to turn Gong into a coaching engine, including call libraries, onboarding playlists, manager coaching routines, and rep-level insight into ramp time and win rate.
• Measure: Define adoption and usage metrics, report them to commercial leadership on a regular cadence, and act on what they show.
• Align the Data: Work with Revenue Strategy & Planning so Gong data matches pipeline, forecast, and reporting in Snowflake and Sigma.
• Manage the Vendor: Own the Gong relationship with Procurement, including contract milestones, license utilization, and renewal planning.

Revenue Technology Stack

• Salesforce: Own process, workflows, and governance. Partner with Sales and Marketing Operations on data hygiene and workflows, end to end.
• Connected Tools: Administer and optimize our data orchestration, enrichment, lead routing, and content management tools. Retire what we don’t use and integrate what we do.
• Signal-to-Action Workflows: Build workflows that turn signals into Sales rep and CSM actions, and own the signal-routing handoff that sends product usage and CSM insight to Account Management queues.
• Vendors, Roadmap, and Intake: Manage tech stack vendor relationships and renewals, run one intake and prioritization process for commercial tooling requests, and publish a roadmap that commercial leaders can see and shape.
• AI and Automation: Evaluate AI tools with a clear build-or-buy view and show the value they create.
• Documentation and Change: Keep the stack documented, communicate releases, and run training so changes stick.
• Security and Compliance: Work with Information Security, Legal & Compliance, and Procurement to keep our tools and data safe.
• People: Hire, coach, and develop the GTM Engineer and Salesforce Admin. Set clear goals and build a team that stays motivated and engaged.

Qualifications

• 8+ years in revenue operations or sales systems, including 3+ years leading people.
• A record of implementing conversation intelligence from kickoff to adoption. Gong experience is strongly preferred; experience with a similar CI platform also counts.
• Deep Salesforce expertise across architecture, data model, automation, integrations, and governance. Salesforce certifications are a plus.
• Hands-on experience connecting GTM tools through APIs and workflow automation platforms.
• Working knowledge of a data warehouse and BI tools, such as Snowflake and Sigma, to connect system data to reporting.
• Comfort with AI-enabled workflows, including LLM-based automation and MCP, and a clear sense of where automation shines and where people still lead.
• Experience with enablement, lead routing, and sales intelligence platforms.
• Experience managing vendors, contracts, and budgets alongside Procurement and Finance.
• Strong change management skills. You can bring skeptical sellers along and make the new tool the easy choice.
• Experience in B2B SaaS, data, or financial information services is a plus.

Who You Are

You pair process and engineering rigor with seller empathy. You like a clear target and a blank page. You challenge how things have always been done and back your ideas with data. You explain complex systems in plain language, whether you’re talking to a rep, a lawyer, or an executive.