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Position Summary
The Sr. Director, Revenue Operations Technology is responsible for the strategy, governance, roadmap, and performance of the technology portfolio supporting commercial and revenue operations. This leader connects business priorities to practical technology plans, ensuring platforms, data, integrations, and automation work together as a reliable and scalable operating system for the business.
The Sr. Director leads portfolio decisions related to demand, prioritization, sequencing, funding, dependencies, risks, infrastructure, adoption, and value realization. This role partners closely with business, product, engineering, data, security, legal, finance, sourcing, and vendor teams to establish clear decision-making authority and drive disciplined execution.
This leader also promotes an AI and automation mindset across the function, using emerging capabilities responsibly to simplify work, improve decision-making, and increase commercial productivity.
Key Responsibilities
- Own the multi-year vision, strategy, and roadmap for Revenue Operations technology, aligning investments with commercial priorities, customer needs, and enterprise standards.
- Establish and lead digital and technology governance, including demand intake, prioritization, decision rights, funding recommendations, stage reviews, risk management, and executive reporting.
- Oversee the technology portfolio supporting customer relationship management, sales engagement, enablement, analytics, workflows, data, integrations, and related commercial platforms.
- Make portfolio trade-offs based on business value, risk, organizational readiness, capacity, cost, architecture, and cross-platform dependencies.
- Maintain visibility into infrastructure needs, technical debt, delivery risks, data risks, control gaps, and platform dependencies, ensuring clear ownership and mitigation plans.
- Partner with technology and data leaders to ensure solutions are secure, scalable, integrated, supportable, and aligned with enterprise architecture and data governance requirements.
- Establish a consistent operating model for product ownership, configuration, releases, testing, change readiness, adoption, support, service levels, and ongoing platform health.
- Lead the technical delivery and day-to-day business integration of Revenue Operations technologies, ensuring approved priorities move effectively from roadmap through implementation, adoption, support, and continuous improvement.
- Establish clear accountability across product leaders, platform owners, technical resources, data partners, and business stakeholders for requirements, delivery decisions, dependencies, testing, releases, and support.
- Ensure platforms are consistently and effectively used within daily commercial workflows by identifying and resolving adoption gaps, process barriers, data issues, and system friction.
- Oversee platform execution, including configuration, enhancements, integrations, testing, release coordination, issue management, user support, documentation, controls, and performance.
- Advance the responsible use of AI and automation by identifying high-value use cases, establishing governance, testing outcomes, and measuring productivity and quality improvements.
- Define and monitor portfolio measures related to adoption, reliability, delivery health, user experience, cost, efficiency, risk, and realized business value.
- Lead strategic vendor relationships, licensing, performance management, renewals, and value reviews in partnership with Sourcing, Legal, Security, and Finance.
- Serve as the senior connector between commercial leaders and technology teams, translating business priorities into an integrated technology strategy and resolving complex cross-functional issues.
- Hold the team accountable for delivery quality, platform adoption, service reliability, documentation, controls, and measurable business outcomes.
Leadership Responsibilities
- Lead and develop a diverse team responsible for platform ownership, technical delivery, business adoption, support, and continuous improvement across the Revenue Operations technology portfolio.
- Establish clear priorities, roles, decision rights, performance expectations, and operating rhythms that support speed, accountability, and transparency.
- Coach and develop product, platform, program, and technical leaders through ongoing feedback, stretch assignments, workforce planning, and succession planning.
- Build the team structure, capabilities, and capacity required to support existing platforms while preparing for future roadmap, AI, automation, data, and integration needs.
- Foster strong working relationships across business and technology teams and ensure issues are addressed at the appropriate level without unnecessary delay.
- Promote disciplined execution, customer focus, continuous improvement, responsible innovation, and clear ownership across the team.
Scope and Decision Accountability
- Accountable for the overall direction, performance, and health of the Revenue Operations technology portfolio, not solely the delivery of individual projects.
- Approves portfolio sequencing and recommends investment priorities within the approved budget and governance framework.
- Serves as the escalation owner for material technology dependencies, delivery risks, platform conflicts, adoption barriers, and vendor performance concerns.
- Defines the standards, governance, and operating rhythms needed to move the organization from reactive requests to planned, transparent, and measurable portfolio management.
- Balances near-term business priorities with long-term platform health, architecture, data quality, security, scalability, and supportability.
Minimum Qualifications
Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience
Education and Experience
- Bachelor’s degree in business, marketing, technology, or a related field, or equivalent professional experience.
- MBA preferred.
Knowledge, Skills, and Abilities
- Advanced knowledge of enterprise technology portfolio management, digital product management, governance, and long-range roadmapping.
- Strong understanding of commercial systems, data flows, integrations, platform operations, release management, and technology controls.
- Demonstrated knowledge of commercial platforms such as Salesforce, Outreach, and Highspot, including how these technologies support customer relationship management, sales engagement, enablement, workflows, data, and reporting.
- Experience leading platform strategy and delivery across Salesforce, Outreach, Highspot, or comparable enterprise commercial technologies.
- Ability to translate business strategy into clear technology priorities, investment decisions, sequencing, and measurable outcomes.
- Experience establishing governance, decision rights, portfolio reviews, risk management practices, and executive reporting within a complex organization.
- Working knowledge of AI, automation, analytics, and responsible adoption practices, including value assessment, human oversight, data quality, risk management, and controls.
- Strong financial acumen, including experience with business cases, vendor economics, licensing, budget planning, and value realization.
- Demonstrated ability to influence senior business and technology leaders, resolve competing priorities, and lead effectively within a matrixed organization.
- Strong executive communication skills, with the ability to simplify complex technology decisions while maintaining accuracy and substance.
- Proven experience in people leadership, talent development, workforce planning, and succession planning.
- Ability to operate with a high degree of autonomy while maintaining disciplined follow-through, accountability, and transparency.
- Experience leading a complex technology, digital product, commercial systems, or portfolio function across multiple teams and platforms.
- Experience owning enterprise roadmaps, governance, risks, dependencies, vendor relationships, budgets, and cross-functional delivery.
- Experience leading teams responsible for the implementation, administration, adoption, support, and continuous improvement of enterprise commercial technology platforms.
- Experience working in a regulated or highly controlled environment preferred.
- Experience with revenue operations, sales technology, customer relationship management, commercial analytics, AI, or workflow automation preferred.
Measures of Success
Success in this role will be demonstrated through:
- A visible, prioritized technology roadmap aligned with business goals and approved investment decisions.
- Clear governance, ownership, decision rights, dependencies, risks, and escalation paths across the portfolio.
- Improved platform adoption, reliability, integration, data quality, and user experience.
- Reduced duplication of tools, unplanned requests, avoidable delivery delays, and unresolved technology debt.
- Demonstrated business value from technology, AI, and automation investments.
- A capable, accountable team with clear roles, strong product ownership, and appropriate succession depth.
Physical Requirements
Travel
We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.
Our Base Pay Range for this position
$148,500 - $247,500
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McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
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McKesson job postings are posted on our career site: careers.mckesson.com.
McKesson is an Equal Opportunity Employer
McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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