Senior Director - Revenue Operations

As the Sr. Director of Revenue Operations, you will play a pivotal role in shaping and executing the commercial strategy of the company. You will be responsible for optimizing commercial processes, forecasting, commercial business systems, commercial expenses and P&L management, and delivering insights that drive business growth. This role requires a blend of strategic thinking, financial acumen, operational execution, and strong cross-functional leadership. 

HOW WE’LL BE WINNING TOGETHER DAY TO DAY

• Revenue Operation and Strategy Execution:  

  • Strategy: Develop and implement strategies to enhance revenue growth, sales effectiveness, org design, and customer success. 

• Commercial Operations & Forecasting: Optimize Commercial processes, CRM usage, and pipeline management to drive efficiency and predictability. Own commercial pipeline and booking forecast and communication to Executive Leadership. 

• Quota and Commission Plan Design: Develop and refine commission structures that align with company objectives and sales incentives. Collaborate with Accounting/Commissions to ensure accurate, timely commission processing and communication to the field. 

• Data & Performance Analytics: Establish KPIs, analyze sales performance metrics, and deliver actionable insights to inform strategy and execution. 

• Commercial Systems Ownership: 

  • Tech Stack Strategy: Own the vision, roadmap, and optimization of commercial technology stack including CRM (Salesforce), sales engagement, marketing automation, and BI platforms. 

• Commercial Expense & P&L Management: 

  • Expense Ownership: Lead budgeting, forecasting, and management of Commercial (sales & marketing) operating expenses. Drive discipline in expense control and resource allocation to maximize growth and profitability. 

• P&L Insight: Collaborate with Finance to manage the commercial P&L and provide insights into commercial investments ROI.

• Team Leadership and Development: 

• Build and mentor a high-performing Revenue Operations team, including commercial strategy and operations, systems and finance professionals. 

• Foster a culture of accountability, growth, innovation, and continuous improvement.  

• Lead change management and transformation initiatives to drive company growth and efficiencies, as well as professional growth opportunities across the Revenue Operations team. 

WE SHOULD TALK IF THIS SOUNDS LIKE YOU 

• Bachelor’s degree in Business, Finance, Economics, or related field (MBA preferred). 

• 10+ years of experience in revenue operations, sales operations, or commercial operations.  

• 5+ years of managerial experience with a track record of building and scaling rev ops functions. 

• Deep expertise in B2B subscription software and services revenue/business models, GTM strategy, sales processes, CRM systems (e.g., Salesforce.com), and business intelligence tools. 

• Proven experience managing commercial budgets and owning P&L responsibilities. 

• International business experience supporting commercial teams in multiple geographies is a plus 

• Strong analytical, communication, and problem-solving skills. Proactive, professional and strong executive presence. 

• Experience working in fast-paced, complex, changing, high-growth business environments. 

• Some travel will be required 

Your individual compensation within the budgeted salary range is determined based on your skills, education, experience, and internal equity. This position is Bonus Eligible.

For full-time U.S. based-employees, we offer competitive health insurance benefits, PTO and volunteer time off, employer-paid short- and long-term disability, parental and adoption leave, 401(k), and tuition reimbursement.

Budgeted Salary Range is:

$200,000—$220,000 USD