How to apply for Sr. Director of Revenue Operations

About Voltus

Voltus connects distributed energy resources to optimize grid flexibility and combat climate change. The company operates in energy markets where revenue depends on whether enrolled customers are nominated and perform in market events. This makes the business model different from typical SaaS or subscription companies.

About the role

This role owns building the Revenue Operations function from the ground up at Voltus. You will connect reporting, forecasting, and productivity data across the full customer journey into one source of truth. The key difference is that revenue is performance-based, not fixed contract value, so forecasting means linking committed contract value to realized revenue from market events.

A typical day

A typical day might involve meeting with Sales, Finance, and Customer Org leaders to align on revenue definitions and reporting needs. You would spend time in data tools building or fixing reports that connect contract value to realized performance revenue. You would also review forecasting models and prepare updates for leadership on pipeline, close, onboarding, and renewal metrics.

Who Voltus is looking for

• Has built or rebuilt a revenue operations function, not just maintained an existing one.
• Understands performance-based or usage-based revenue models, not only fixed-contract SaaS revenue.
• Can connect data across sales, finance, customer success, and operations teams into one reporting system.
• Is comfortable influencing senior leaders without direct authority over teams outside Sales.

Tips for this application

• In your resume, highlight specific revenue operations systems you built from scratch, including what data sources you connected and what decisions the reporting enabled.
• Address the performance-based revenue model directly. Explain how you would connect committed contract value to realized revenue from market events.
• Name the tools you have used for CRM, BI, forecasting, and sales productivity tracking. Be specific about integrations you have built.
• Show that you have worked across Sales, Finance, and Customer teams. Give examples of how you got those teams to agree on one set of metrics.
• Research Voltus's market model before applying. Understand what nominated, enrolled, and performed mean in their context, and reference that in your materials.

What to cover in your cover letter

['Your experience building a revenue operations function from zero, including what you prioritized first and what you delivered.', 'How you have handled forecasting when revenue is not fixed at contract signing, such as usage-based, performance-based, or marketplace revenue.', 'A specific example of creating one source of truth across multiple teams and the resistance you had to overcome.', 'Why the energy market model at Voltus interests you and how your background prepares you for its complexity.']

Research before applying

• Learn how Voltus makes money: what nomination, enrollment, and performance in market events mean for revenue recognition.
• Find out what CRM, BI, and forecasting tools Voltus currently uses, or ask during the interview process.
• Understand the structure of the Sales organization at Voltus and how the Customer Org and Energy Markets teams interact with revenue data.
• Look into the energy markets Voltus operates in and how performance-based revenue is measured and settled.

Likely interview topics

Based on the job description, expect questions about:

• How would you build a single source of truth for revenue data when reporting, forecasting, and productivity tracking currently sit in different teams?
• Walk us through how you would forecast revenue when it depends on enrolled customers being nominated and performing in market events.
• How have you worked with Finance and Sales to agree on definitions for pipeline, bookings, and realized revenue?
• What tools and data architecture would you choose to connect outreach, pipeline, close, onboarding, and renewal data?
• Describe a time you had to influence a team outside your reporting line to adopt new reporting or processes.

Common mistakes to avoid

• Talking only about SaaS metrics like ARR and MRR without addressing performance-based or usage-based revenue.
• Describing revenue operations as maintaining dashboards rather than building systems and connecting data across teams.
• Focusing on tools alone without explaining how you got different teams to agree on definitions and act on the data.