Revenue Operations Director

What Cognite is:
Relentless to achieve

Cognite operates at the forefront of industrial digitalization, building AI , and data solutions that solve the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.

Our Moonshot is bold:
Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.

As the Revenue Operations Director, you will own selected global revenue operations processes and work closely with regional presidents to identify areas of stagnation and design targeted processes to address them. You will architect and scale the global engine that powers our "Land-to-Expand" model, ensuring every dollar of potential industrial value is identified, forecasted, and captured through AI-driven precision and operational excellence.

AI-driven forecasting and pipeline health

• Own the cadence for forecasting and pipeline calls using Clari. While the VP sets the overall strategy, you are responsible for data accuracy and ensuring clear prioritization.
• Use AI tools (e.g. Clari, Claude Code, Gemini) to generate rolling, real-time forecast scenarios and continuously monitor and score pipeline health.
• Turn real-time, AI-scored deal data into clear narratives for executive leadership, proactively highlighting risk and helping to mitigate forecast variances well ahead of quarter-end.

Territory management

• Lead the territory setting process by defining criteria for geographic and vertical assignments.
• Ensure each representative has a fair, data-driven path to achieving quota.

Funnel, market, and deal analytics

• Build and maintain models that show how field activities convert to revenue.
• When a territory under performs, analyze contributing factors and refine the model and recommendations accordingly.

• You foster a culture of shared responsibility by leading complex projects across multiple teams.
• You influence team goals by propelling department-wide goals and motivating cross-functional teams.
• You solve complex, ambiguous problems independently by pushing boundaries and designing new ways of operating.
• Executive Presence: You command the room when presenting to senior leaders, turning raw data into high-conviction narratives that drive immediate action.
• Strategic Growth Mindset: You don’t just report on the past; you build predictive models that identify the next $100M opportunity within our existing customer base.
• Change Management: You excel at navigating a fast-scaling organization, bringing global teams along as you implement new, AI-integrated workflows.

To align with Cognite’s hub strategy, this role is based in Houston, Phoenix, or Boston
.

You will support global teams across multiple time zones. Depending on business needs and the quarter's stage, extended hours beyond the normal business day may be required. Evening and/or weekend work may be needed occasionally.

• 7–10 years of experience in Revenue Operations or Sales Operations, with a proven track record of scaling core revenue processes in a high-growth SaaS environment.
• Expert-level proficiency in the Revenue Tech Stack: Salesforce, Clari, and a demonstrated ability to use AI tools (e.g., Gemini, Claude) for deep-dive analysis and automation.
• Global Operational
  
  Experience:
  
  Proven ability to manage complex territory and commission structures across multiple international regions.

• Data Visualization Mastery: Experience with Power BI or similar tools to build executive-level dashboards that visualize the end-to-end "Land-to-Expand" funnel.
• Industrial Domain Knowledge: Familiarity with the digital transformation needs of heavy assets…