Reports To: Chief Revenue Officer

Department: Sales

Employment Type: Full-Time

ROLE SUMMARY

As Senior Director of Revenue Operations, you will be the connective tissue between Sales, Account Management, Supply Chain, and Finance. Your mandate is simple but high-impact: make sure customers get their orders on time, are delighted with our service, and have the data they need to make fast, informed decisions about their business with Blulabs.

You’ll design the systems, workflows, and reporting infrastructure that allow our commercial team to scale without losing the personal, high-touch service our key accounts rely on. You’ll also serve as a strategic partner to the CRO and COO — surfacing insights, identifying friction points across the customer journey, and driving cross-functional alignment to resolve them.

KEY RESPONSIBILITIES

Cross-Functional Strategy & Alignment

  • Own the end-to-end revenue operations calendar — aligning Sales, Account Management, Supply Chain, and Finance around key customer commitments, order windows, and renewal cycles.
  • Serve as the central coordinator for escalations that span departments — from supply delays and pricing changes to onboarding new accounts at scale.
  • Lead regular cross-functional operating reviews, ensuring each team has clear visibility into KPIs, blockers, and open actions.
  • Partner directly with the CRO to develop and execute go-to-market strategies, account tiering frameworks, and coverage models.

Customer Experience & Account Operations

  • Build and maintain operational playbooks that ensure customers receive consistent, proactive communication — from order confirmation through delivery and invoicing.
  • Own the on-time delivery measurement framework: define SLAs, track performance against them, and drive root cause analysis and corrective action when commitments are missed.
  • Partner with Account Management to create scalable QBR (Quarterly Business Review) processes, ensuring every key account receives regular performance reporting and strategic dialogue.
  • Develop customer health scoring and early-warning systems to proactively identify at-risk accounts before issues escalate.

Inventory Management & Supply Chain Integrity

  • Ensure that all customer-specific inventory purchases are authorized in advance and covered under executed purchase contracts or written customer commitments — no speculative procurement without documented approval.
  • Own the identification and resolution of overstock and excess inventory across Blulabs’ warehouse network and factory partners — including inventory procured on behalf of specific customers that is at risk of aging, cancellation, or write-off.
  • Develop and enforce inventory governance policies in partnership with Supply Chain and Finance — including authorization workflows, exposure thresholds, and escalation protocols for uncommitted stock.

Data, Reporting & Customer Intelligence

  • Build and deliver a data reporting capability that gives customers — from national chains to large distributors — clear, actionable visibility into their Blulabs spend, usage patterns, and inventory position.
  • Design and maintain internal dashboards tracking revenue performance, pipeline health, order fulfillment, and account satisfaction across all segments.
  • Translate raw operational data into strategic insights for customer conversations: pricing analyses, SKU optimization recommendations, usage trend summaries, and demand forecasting inputs.
  • Establish data quality standards across CRM, ERP, and order management systems to ensure reporting is reliable and consistent.

Process Design & Operational Excellence

  • Map, document, and continuously improve the processes that govern how orders are taken, fulfilled, communicated, and billed.
  • Identify and eliminate manual, error-prone workflows — building scalable systems and templates that allow a lean team to manage a high volume of complex accounts.
  • Lead the evaluation and implementation of tools that enhance RevOps capabilities (CRM optimization, order tracking, customer portal solutions, BI tooling).
  • Establish standard operating procedures for new account onboarding, ensuring smooth handoffs from Sales to Account Management and Operations.

Pricing Administration & Commercial Integrity

  • Own and maintain a centralized pricing architecture across all accounts, SKUs, and channels — ensuring that contracted rates, distributor allowances, and program pricing are accurately reflected in ERP, quotes, and customer invoices.
  • Manage the end-to-end price change process — from internal cost analysis and margin modeling through customer notification, contract amendment, and system implementation — ensuring changes are communicated professionally, on time, and with full documentation.
  • Develop and enforce pricing governance standards — including deal approval workflows, exception management, and audit processes — to reduce pricing errors, revenue leakage, and billing disputes across the customer base.
  • Build pricing visibility tools and SKU-level margin reporting that allow Sales and Finance to quickly assess the impact of cost increases, tariff adjustments, or DDP structure changes on customer profitability and contract compliance.
  • Serve as the operational owner of customer pricing agreements — maintaining a living database of contract terms, expiration dates, and renewal triggers, and proactively flagging misalignments between agreed pricing and actual billing.

Team Leadership & Development

  • Build and lead the Revenue Operations function — initially as a player/coach, with the potential to grow a team as the function matures.
  • Mentor and coach Account Management and Operations team members on data-driven customer engagement and operational best practices.
  • Champion a culture of accountability, transparency, and continuous improvement across the commercial organization.

QUALIFICATIONS

Required

  • 10+ years of experience in Revenue Operations, Sales Operations, or a related commercial operations role — ideally in B2B distribution, manufacturing, foodservice, or supply chain-intensive industries, with at least 3 years in a senior leadership capacity.
  • Demonstrated ability to work cross-functionally and drive alignment across Sales, Operations, Finance, and Customer Success teams.
  • Strong analytical capability: you can build a model, interpret a dashboard, and translate data into a clear narrative for a customer or executive.
  • Experience designing and implementing customer reporting programs — not just internal dashboards, but outward-facing data deliverables that add value to key accounts.
  • Proven track record of improving on-time delivery performance, order accuracy, or customer satisfaction in a high-SKU, multi-warehouse environment.
  • Excellent project management skills — you drive clarity, own timelines, and follow through.
  • Strong written and verbal communication; able to navigate conversations with Fortune 500 buyers and internal operations teams with equal credibility.
  • Demonstrated experience managing long lead time procurement cycles — including international sourcing, vessel booking, and order fulfillment across multi-country supplier networks under volatile macro conditions.
  • Hands-on experience with pricing administration — managing customer price books, processing price increases, resolving billing discrepancies, and maintaining pricing integrity across a multi-SKU, multi-channel business.

Preferred

  • Experience at a company managing national chain accounts (foodservice, retail, hospitality, or airline).
  • Familiarity with ERP/order management systems; experience with CRM platforms (HubSpot, Apprise, Salesforce, or similar).
  • Background in a company with DDP/landed cost pricing models, private label programs, or long-lead-time imported goods.
  • Experience building RevOps functions at a growth-stage company — comfortable with ambiguity and energized by building from scratch.
  • Experience managing customer-specific inventory programs — including purchase authorization frameworks, overstock resolution, and inventory exposure mitigation in a contract manufacturing or import environment.
  • Familiarity with tariff structures, trade compliance, and their downstream impact on DDP/landed cost pricing — with experience navigating cost pass-throughs and force majeure pricing scenarios with customers.

WHAT WE OFFER

  • Competitive base salary plus performance bonus tied to category growth.
  • Direct access to executive leadership and meaningful influence over category strategy.
  • High-growth environment with aggressive expansion plans across new channels and accounts.
  • Collaborative, entrepreneurial culture with fast decision-making and real ownership.
  • Comprehensive health benefits, PTO, and 401(k).
  • Remote work flexibility.

HOW TO APPLY

To apply, please submit your resume and a brief cover letter to [application link]. We review applications on a rolling basis.

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