Senior Director, Revenue Operations

Key Responsibilities

• Lead the annual business planning process in partnership with the CRO and FP&A.
• Translate corporate revenue targets into actionable sales quotas across segments, regions, and roles.
• Design and assign quotas based on territory, tenure, and on-target compensation (OTC).
• Ensure alignment between revenue targets, capacity models, and compensation structures.
• Own forecasting cadence (annual, quarterly, and monthly) across:
  • New ARR and Upsell ARR
  • Renewals
  • Professional Services
• Partner with Sales, Customer Success, and Finance to drive forecast accuracy and accountability.
• Implement data-driven forecasting methodologies leveraging tools like Gong and Salesforce.
• Own the revenue tech stack, including:
  • Salesforce (reporting, dashboards, data integrity)
  • Gong (forecasting, scorecards, insights)
  • LinkedIn Sales Navigator
  • ZoomInfo (data enrichment)
  • Visdum (commissions)
• Manage system administration, integrations, vendor relationships, and ongoing optimization.
• Drive adoption and ROI of tools across the revenue organization.
• Lead the deal desk function, including approval workflows for non-standard terms (commercial, technical, legal).
• Partner with Legal, Finance, and Product to ensure scalable and compliant deal structures.
• Drive automation of approval processes within Salesforce (target: 2H 2026).
• Continuously improve sales processes to increase efficiency, velocity, and win rates.
• Leverage AI and automation to streamline workflows and reduce manual effort.
• Ensure consistent pipeline management and deal inspection rigor.
• Oversee the booking process to ensure:
  • Salesforce opportunities accurately reflect signed contracts
  • All required data fields are complete and accurate for downstream functions (Finance, Licensing, Commissions)
• Act as final checkpoint for deal integrity prior to booking.
• Own executive reporting for revenue performance, including:
  • Weekly, monthly, and quarterly reporting
  • Board-level presentations and metrics
• Deliver clear insights on pipeline health, forecast accuracy, and performance drivers.
• Design and manage sales compensation plans aligned to corporate objectives.
• Partner with Visdum to build plans, rules, reporting, and statements.
• Oversee commission calculations, validation, and quarterly payouts.
• Track sales performance against quotas, targets, and activity metrics.
• Lead ongoing sales enablement, including:
  • Weekly cross-functional training sessions
  • Quarterly Business Reviews (QBRs)
  • Annual Sales Kickoff (SKO)
• Plan and execute:
  • SKO (January 2027)
  • President’s Club (January 2027)
• Cross-Functional Leadership:
  • Finance: Annual planning, bookings, NetSuite integration, and reporting alignment
  • Legal: Contract templates and governance
  • Product: Product catalog, pricing configurator accuracy
  • Marketing: Lead management, funnel conversion, event reporting
  • Customer Care/Product: SO99 licensing coordination
• Special Programs & Communications:
  • Track and report on strategic initiatives and performance programs.
  • Lead internal communications, including:
    • Weekly “Revenue Round-Up” newsletter
    • Sales updates via Microsoft Teams
  • SO99 Customer Licensing Oversight:
    • Oversee deployment and updates of SO99 customer licensing configurations.
    • Coordinate with Customer Care and Product teams.
    • Evaluate and recommend structural changes to scale this function effectively.

Qualifications & Skills

• Deep experience with:
• Salesforce (advanced reporting and administration)
• Gong or similar revenue intelligence platforms
• Sales engagement and data tools (LinkedIn Sales Navigator, ZoomInfo)
• Commission systems (e.g., Visdum)
• Strong proficiency in Microsoft Excel (advanced/intermediate+)
• Experience leveraging AI for process optimization and analytics

Core Competencies

• Exceptional analytical and quantitative skills
• Strong executive communication and presentation abilities
• High attention to detail and operational precision
• Ability to manage complex, global, cross-functional environments
• Strong organizational and program management skills

Leadership Traits

• Hightly driven with strong ownership mentality
• Comfortable operating in a demanding, high-visibility role
• Solutions-oriented with a bias for action
• Creative problem solver with structured thinking
• Culturally aware and effective in global organizations