Director, Revenue Operations

This is a fully remote position, open to applicants in North America.

📋 Description

• Oversee daily Revenue Operations across Sales and Marketing, collaborating with Client Service, Finance, and Sales Enablement.

• Manage a team to enhance forecast reliability, pipeline management, sales planning, and compensation processes.

• Transform performance data into actionable insights for commercial leadership.

• Take charge of sales forecasting, including submission schedules, data validation, consolidated reporting, and preparation for reviews.

• Facilitate weekly forecast meetings and organize monthly performance reviews along with quarterly business reviews.

• Evaluate deal progress, pinpoint risks, and enhance forecast accuracy.

• Document decisions, commitments, and follow-up actions while escalating unresolved issues.

• Integrate renewal and expansion visibility into commercial reporting.

• Define opportunity stages, qualification criteria, and forecast definitions.

• Monitor pipeline coverage, conversion rates, deal slippage, sales-cycle duration, and quota achievement.

• Enhance CRM data quality and assist with deal reviews and closing plans.

• Coordinate sales planning, territory design, account coverage, capacity modeling, and quota distribution.

• Model incentive compensation alternatives and manage compensation processes.

• Supervise Marketing Operations processes, including lead definitions, scoring, routing, handoffs, campaign contributions, funnel conversion, and pipeline generation.

• Maintain dashboards and analyze new business, renewals, expansions, and overall commercial productivity.

• Prepare materials for commercial leadership, executive, and board reporting.

• Establish requirements for Salesforce, reporting, and enhancements to commercial workflows.

• Promote the adoption of processes and tools among commercial teams.

• Enhance deal approvals and customer transitions with Finance, Legal, and delivery teams.

• Lead and mentor at least three direct reports, setting priorities, managing performance, and ensuring effective execution.

• Evaluate current processes within the first 90 days and present a prioritized improvement strategy.

• Achieve more reliable forecasts, stronger pipeline discipline, improved handoffs, actionable reporting, and measurable operational enhancements within the first year.

⛳️ Requirements

• Over 7 years of progressive experience in Revenue Operations, Sales Operations, or similar commercial operations within enterprise B2B software or SaaS.

• Highly preferred experience in supply chain technology, enterprise integration, or software solutions for clients in manufacturing and/or logistics.

• Proven experience leading a team or significant cross-functional operational initiatives.

• Demonstrated accountability for forecasting, pipeline reporting, sales planning, and incentive compensation processes.

• Familiarity with Marketing Operations, funnel measurement, and alignment between Marketing and Sales.

• Knowledge of recurring-revenue business models, including renewals, expansions, and retention strategies.

• Experience supporting complex enterprise sales cycles; international experience is a plus.

• Strong analytical and financial modeling capabilities.

• Proficient in Salesforce and knowledgeable about marketing automation and business intelligence tools.

• Ability to lead discussions with senior stakeholders, respectfully challenge assumptions, and follow through on commitments.

• Hands-on approach, excellent organizational skills, and good judgment in balancing competing priorities.

• Responsible for securing Elemica systems, data, and work devices using a security-first mindset.

🏝️ Benefits

• Customer-centric work environment.

• Access to cutting-edge supply chain technology and innovation.

• Flexible work locations.

• Competitive compensation packages.

• Inclusive parental leave policy that supports all parents and careers.

• Options for personal and pet insurance.

• Flexible time off and paid holidays.

• 401k and bonus program.

• Wellness and mental health initiatives.

• Generous employee referral bonus program.

• Enjoyable work atmosphere.