Director, Revenue Operations

Accountabilities

• Lead the overall Sales Operations function, ensuring effective sales planning, forecasting, reporting, and commercial support aligned with revenue and profitability objectives.

• Manage weekly sales forecasting processes in collaboration with Finance and senior sales leadership, ensuring accuracy, consistency, and actionable insights.

• Oversee annual sales quota allocation and financial planning in partnership with sales leaders and FP&A.

• Design, implement, and monitor sales compensation plans, incentive programs, SPIFFs, and other revenue acceleration initiatives.

• Develop and maintain sales performance dashboards, KPIs, productivity reports, and leaderboards to support data-driven decision-making and performance management.

• Facilitate quarterly business reviews (QBRs), providing leadership with relevant reporting, analysis, and recommendations.

• Drive Salesforce adoption and optimization, focusing on data quality, reporting accuracy, process consistency, and sales team effectiveness.

• Lead and develop Sales Operations Support (SOS) and commercial pre-sales support teams, establishing clear responsibilities, performance expectations, staffing plans, and accountability.

• Oversee quotation preparation and commercial support workflows, ensuring accuracy, responsiveness, appropriate pricing, and compliance with internal approval requirements.

• Coordinate with Procurement, Finance, vendors, and sales teams to resolve pricing, product availability, lead-time, and commercial issues.

• Standardize operational procedures, documentation, escalation processes, and handoffs across teams and business units.

• Monitor service levels, quote turnaround times, accuracy, backlogs, productivity, and rework, implementing continuous improvement initiatives.

• Collaborate with IT and business stakeholders to enhance Salesforce, ERP systems, quoting platforms, reporting tools, and automation capabilities.

• Manage escalated operational and commercial support issues, identify root causes, and implement corrective actions.

• Coach, mentor, and develop employees and team leaders, supporting performance management, succession planning, and organizational effectiveness.

• Provide senior leadership with regular updates on operational performance, resource requirements, risks, and improvement opportunities.

• Foster a collaborative, service-oriented culture focused on supporting sales teams, customers, and internal stakeholders.

Requirements:

• Bachelor's degree in Business Administration, Operations Management, Finance, or a related field preferred; equivalent professional experience may be considered.

• At least 8 years of progressive experience in Sales Operations, Commercial Operations, or a related field, including responsibility for sales planning, forecasting, and performance analysis.

• At least 5 years of people management experience, including team leadership, staffing, performance management, and employee development.

• Previous experience within a technology reseller, distributor, systems integrator, or technology services organization is strongly preferred.

• Proven expertise in sales forecasting, quota and financial planning, compensation program management, and commercial support operations.

• Strong experience with Salesforce administration or optimization, including CRM adoption, data integrity, reporting, and process improvement.

• Familiarity with ERP platforms, quoting systems, business intelligence tools, and sales automation solutions.

• Excellent analytical and problem-solving skills, with the ability to translate complex sales, financial, and operational data into actionable insights and recommendations.

• Working knowledge of pricing strategies, gross margin management, sales incentive structures, and commercial approval processes.

• Demonstrated ability to streamline workflows, standardize processes, improve service quality, and increase operational efficiency.

• Strong communication, presentation, and stakeholder management skills, with the ability to collaborate effectively across different organizational levels and functions.

• Proven ability to lead organizational change, manage competing priorities, and establish accountability across distributed teams.

• Collaborative and service-oriented leadership approach, supported by sound business judgment, adaptability, and a continuous improvement mindset.

• Excellent English communication skills, both written and verbal. Additional language skills, particularly Spanish, French, or Dutch, are an advantage.

• Willingness to travel approximately 10% as required.

Benefits:

• Remote-first flexibility: 100% remote working arrangement within the United States.

• Competitive compensation: Salary-based compensation package.

• Leadership opportunity: Strategic ownership of Sales Operations, commercial support, and revenue optimization initiatives.

• Professional development: Opportunities to lead organizational improvements, develop high-performing teams, and influence business strategy.

• Cross-functional exposure: Direct collaboration with executive leadership and key stakeholders across Sales, Finance, Procurement, IT, and Service Delivery.

• Inclusive workplace: Equal employment opportunities and a commitment to a diverse, respectful, and supportive work environment.

• Travel: Limited business travel, estimated at approximately 10%.