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About the Role
Revenue Operations is a strategic growth engine at Clio, optimizing how we acquire, expand, and retain revenue globally. This role translates company and GTM strategy into capacity plans, territories, quotas, and incentive design, operating as a strategic advisor to GTM and Finance leadership.
Responsibilities
- Lead GTM capacity planning and quota-setting, translating growth targets into coverage, headcount, and productivity plans.
- Develop and evolve quota-setting methodologies.
- Partner with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements.
- Establish planning frameworks and analytics to monitor capacity, quota attainment, and productivity.
- Own quota exceptions, relief policies, and disputes.
- Lead territory design and account segmentation, aligning selling resources with company strategy.
- Translate revenue targets into coverage models and account assignments.
- Own ongoing territory maintenance, including account assignments and in-year territory changes.
- Own and evolve Clio's global GTM compensation and rewards strategy.
- Lead the design, modeling, and optimization of Sales and CS compensation plans, pay mix, quotas, accelerators, SPIFFs, and performance levers.
- Partner with Finance and Sales/CS Ops to model plan effectiveness, risk, and ROI.
- Lead quarterly and annual compensation effectiveness reviews.
- Develop and deliver clear, compelling compensation education and enablement programs.
- Ensure accurate, timely, and compliant compensation processing.
- Establish and maintain compensation governance, principles, and decision frameworks.
- Own compensation communications, including plan documentation, guidelines, timelines, and appeals processes.
- Lead the refinement, governance, and continuous improvement of Clio's compensation and commission system.
- Champion automation, self-service, and AI capabilities across planning and compensation.
- Lead, coach, and develop high-performing GTM planning and compensation teams.
- Build scalable processes and operating rhythms, including the cross-functional planning calendar.
- Support change management for new plans, territories, tools, and policies.
- Serve as a role model for cross-functional partnership, ownership, and results-driven leadership.
Requirements
- 8+ years of experience in SaaS or technology, with direct ownership of capacity planning, territory, quota, and compensation design.
- Demonstrated ability to operate as a strategic advisor to senior GTM and Finance leaders.
- Excellent executive-level communication skills, both written and verbal.
- Experience leading and developing teams, with a focus on coaching and accountability.
- High integrity, sound judgment, and comfort handling sensitive information.
- Ability to thrive in ambiguity, make high-quality decisions with incomplete data, and drive outcomes in a fast-paced environment.
- Action oriented, ownership driven mindset with a strong bias toward impact and results.
- Proven ability to develop presentations with strong visual storytelling.
- Advanced Excel skills.
- Experience in translating measurements into recommendations, and connecting multiple data sources and building dashboards in data visualization tools (CRMA, Looker, Tableau, Google Sheets).
- Knowledge of statistical modeling techniques.
- Fluency in Salesforce data and at least one planning or ICM platform.
Skills
- Capacity planning
- Territory design
- Quota setting
- Incentive compensation design
- GTM strategy
- Financial modeling
- Data analysis
- Salesforce
- CRMA
- Looker
- Tableau
- Google Sheets
- Statistical modeling
- Excel
Location
- Vancouver
- Calgary
- Toronto
- Remote (Canada, excluding Québec)
- Remote (US)
Work Type
- Hybrid
- Remote
Experience Level
- Director
Salary/Compensations
- $207,400 to $311,000 (OTE)
Benefits
- Competitive, equitable salary
- Top-tier health benefits
- Dental insurance
- Vision insurance
- Flexible time off policy (20 days encouraged)
- EAP benefits for you and household members
- 401k matching
- Child Education Savings
- Clioversary recognition program
About the Company
- Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.
- We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.
- We're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations.
Equal Opportunity
- We are dedicated to diversity, equity and inclusion.
- We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation.
- We are committed to equal employment and we encourage candidates from all backgrounds to apply.
- Clio provides accessibility accommodations during the recruitment process.