Director of Revenue Operations, GTM Performance

The Director of Revenue Operations, GTM Performance is a highly strategic leadership role responsible for architecting how our Go-To-Market (GTM) organization measures success and rewards performance. This role owns two critical pillars: the design and administration of AvePoint’s global incentive compensation strategy, and the governance of all GTM performance data standards. You will act as the crucial bridge between GTM Leadership, Finance, and Analytics/Data Engineering—ensuring that our compensation plans drive the right seller behaviors and that our analytics teams have a flawless, standardized blueprint (the "Data Dictionary") to build their reporting infrastructure. 

Key Responsibilities 

• Global Incentive Compensation Management: Lead the end-to-end design, implementation, and administration of global sales compensation plans, quotas, and SPIFFs. Ensure plans are financially responsible, aligned with corporate revenue targets, and designed to drive specific strategic behaviors. 
• GTM Data Standardization & Governance: Own the GTM "Data Dictionary." Define the strict business logic and standardized formulas for all critical performance metrics (e.g., Pipeline Coverage, Win Rates, CAC, NRR, Ramp Time). 
• Analytics Blueprinting: Serve as the primary business stakeholder for Analytics/Data Engineering. Provide clear, documented metric definitions and requirements so they can build and operate the backend data pipelines and executive dashboards (e.g., in Power BI and consumed by AI agents). 
• Sales Performance Technology Ownership: Oversee the evaluation, implementation, and optimization of our Sales Performance Management and commission tracking software in partnership with the RevOps GTM Systems team. 
• Performance & Payout Analytics: Lead quarterly reviews of compensation effectiveness. Analyze quota attainment distributions, payout ratios, and plan ROI, providing actionable insights and recommendations to the CRO and CFO. 
• Cross-Functional Orchestration: Partner with HR, Finance, and Legal to ensure compliance, dispute resolution, and seamless communication of compensation plans to the global sales force. 

Key Skills 

• Compensation Design & Financial Modeling: Advanced ability to model complex compensation scenarios, forecast commission expenses, and perform stress tests on quota capacity and territory designs. 
• Data Governance & Architecture: Deep understanding of data structures, taxonomy, and governance. The ability to translate complex sales motions into clean, logical data definitions that technical teams can easily interpret.