Director, Revenue Operations

Job Description

The Director of Revenue Operations is a strategic leadership role responsible for building and scaling the commercial infrastructure that powers a global business generating hundreds of millions in annual revenue across global markets, including North America, Latin America, Europe, and Asia-Pacific. This role owns the core pillars of sales effectiveness and leads the managers responsible for each.

The Director partners directly with senior sales leadership and the executive team to translate corporate strategy into scalable processes, actionable insights, and equitable, motivating compensation structures that drive predictable, sustainable revenue across a matrixed, multi-region organization. This is a highly visible, cross-functional leadership position requiring a blend of strategic vision, operational rigor, systems fluency, and people leadership.

• Lead, mentor, and develop direct-report managers across Systems & Tools, Sales Operations, Sales Enablement, and Territories & Commissions, ensuring alignment with overall commercial strategy
• Set the vision and roadmap for commercial operations globally, ensuring consistent standards, processes, and reporting across every region
• Serve as the primary bridge between field sales leadership, executive leadership, and cross-functional partners on all matters related to sales systems, operations, and compensation
• Build a high-performing, scalable commercial operations function to maximize revenue

• Provide strategic direction to formulate and deliver a sales systems roadmap (Salesforce, CPQ, Order Capture, and related GTM applications)
• Champion technology investments, vendor selection, and system integrations that improve sales productivity, data quality, and business intelligence
• Ensure robust governance, change management, and UAT/BVT testing practices for all systems releases and upgrades
• Partner with IT teams to ensure systems scale with business needs and support direct and indirect sales channels

• Develop world-class reporting, dashboards, and KPIs that provide real-time visibility into pipeline health, quota attainment, and performance
• Own the cadence and quality of planning, forecasting, and business review processes across regions and segments
• Ensure sales operations standards, tools, and capabilities are applied consistently across a matrixed, multi-region organization
• Partner with Sales Finance on annual business planning, including quota setting, headcount planning, and resource allocation

• Design and deliver onboarding, ramp, and ongoing training programs that accelerate seller productivity across every region
• Own the sales methodology, playbooks, and content strategy that equip sellers with consistent messaging, tools, and skills
• Partner with Systems & Tools and Sales Operations to ensure enablement programs reinforce adoption of CRM, CPQ, and other GTM technology
• Establish enablement metrics to measure program effectiveness and continuously improve seller performance

• Direct the strategy behind sales territory design, ensuring equitable distribution and optimized revenue potential across all regions
• Oversee the design, governance, and continuous improvement of sales compensation plans
• Review and approve the annual sales compensation budget and forecast
• Ensure timely, accurate commission processing and fair resolution of compensation disputes

• Act as a strategic advisor to senior sales leadership, translating business goals into scalable commercial processes, systems, and incentive structures
• Partner with Finance, HR, Legal, and IT leadership to ensure alignment across…