Director, Revenue Operations

United StatesRemoteFull-timeexecutive

OperationsOperations Analyst

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Quick Summary

Overview

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Revenue Operations based in the United States.

Technical Tools

OperationsOperations Analyst

The Director of Revenue Operations will lead and optimize sales operations, forecasting, planning, and commercial support activities to drive sustainable revenue growth and profitability. This strategic leadership role will partner closely with executive leadership, sales teams, Finance, and cross-functional stakeholders to improve sales effectiveness and operational performance. The successful candidate will oversee sales planning, quota setting, compensation programs, performance reporting, and CRM optimization. They will also lead Sales Operations Support and commercial pre-sales teams, ensuring efficient workflows, consistent processes, and high-quality service delivery. Through data-driven insights, process standardization, and technology enablement, the Director will strengthen sales execution and organizational productivity. This is an opportunity to shape revenue operations within a dynamic, technology-focused business environment while developing high-performing teams across a fully remote organization.

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

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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.

What We Offer

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✓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%.