Senior Director, Revenue Operations

Location: Atlanta, GA (Hybrid)

Reports to: CFO with a strategic partnership and accountability to the CRO. 

Who We Are

Cognosos leads the market in delivering real-time asset location and tracking intelligence solutions. Our lightweight, flexible, and scalable platform deploys quickly indoors and outdoors, delivering an unparalleled combination of price and performance across various industries, including automotive, logistics, and healthcare. Join our dynamic team as we accelerate our momentum in our current markets and prepare to launch into our next ones. We were recently named as one of Atlanta’s Top Places to Work by the Atlanta Business Journal. Learn more about Cognosos's mission to equip enterprises with instant asset intelligence that unlocks operational potential and optimizes performance at www.cognosos.com. 

Role Overview  

This is a strategic, high-impact, player-coach role. You will design and operate the revenue engine infrastructure, including forecasting discipline, pipeline rigor, MEDDPICC enforcement, quota and capacity modeling, AOP creation, funnel analytics, and channel visibility. In this capacity, you will personally build the dashboards, models, and operating cadence that drive accountability.

You will partner directly with the CFO and CRO to ensure revenue predictability, operational discipline, and scalable growth. 

This role will be highly visible to executive leadership and the Board.

Following a year of integration, cost discipline, and product progress, 2026 is a critical year focused on restoring predictable organic growth. Cognosos is at an inflection point where strong technology, marquee customers, and a large market opportunity meet the need for operational discipline. Revenue Operations is not a support function here; it is a strategic growth lever that will help turn pipeline into predictability and predictability into growth.

Responsibilities

Forecasting & Predictability

• Own weekly forecast cadence and inspection process
• Improve forecast accuracy and transparency across the organization
• Standardize pipeline stage definitions and hygiene
• Operationalize and enforce MEDDPICC methodology
• Build pipeline coverage, conversion, and velocity analytics

Revenue Modeling & AOP

• Partner with CFO and CRO on annual operating plan creation
• Translate pipeline data into bookings and ARR forecasts
• Build scenario models to support growth investment decisions
• Deliver board-ready revenue reporting and analytics

Sales & Marketing Operations

• Own CRM architecture and optimization
• Define and measure funnel performance (MQL ? SAL ? SQL ? Closed/Won)
• Build executive dashboards for bookings, ARR, coverage ratios, and productivity
• Partner with Marketing to measure campaign ROI and pipeline creation
• Align direct and channel funnel reporting

Quota, Capacity & Compensation

• Design annual quota plans aligned to growth targets
• Model territory segmentation and hiring capacity
• Support compensation modeling and performance tracking
• Analyze rep productivity and ramp efficiency

Channel & Partner Analytics

• Track partner-sourced pipeline and bookings
• Build accountability metrics for partner performance
• Integrate channel forecasting into total revenue outlook

Who You Are 

• 8–12+ years in Revenue Operations, Sales Operations, or GTM Strategy
• Proven experience in growth-stage B2B SaaS companies ($20–100M ARR range preferred)
• Experience in hardware-enabled SaaS, IoT, or complex solution selling strongly preferred
• Deep expertise in forecasting, pipeline modeling, and revenue analytics
• Demonstrated success implementing and enforcing MEDDPICC (or similar enterprise methodology)
• Financially fluent and comfortable partnering directly with CFO-level stakeholders
• Confident operator who can drive rigor with senior sales leaders
• Builder mindset: comfortable starting as an individual contributor
• Based in or willing to relocate to Atlanta, GA

Benefits and Perks:

• Competitive salaries
• Unlimited vacation so you can rest and recharge
• Full benefits program (Health, Dental, Vision, 401(k) match, life and disability insurance)
• Parental Leave
• Paid parking at our Atlanta office
• Opportunity for equity participation
• Volunteer opportunities