Note: The job is a remote job and is open to candidates in USA. ToolsGroup empowers supply chain leaders to deliver on their promises through advanced planning tools. The Senior Director of Revenue Operations will drive operational excellence across the revenue lifecycle, collaborating with various departments to ensure predictable revenue growth and high-performing execution.
Responsibilities
- Lead the annual business planning process in partnership with the CRO and FP&A
- Translate corporate revenue targets into actionable sales quotas across segments, regions, and roles
- Design and assign quotas based on territory, tenure, and on-target compensation (OTC)
- Ensure alignment between revenue targets, capacity models, and compensation structures
- Own forecasting cadence (annual, quarterly, and monthly) across: New ARR and Upsell ARR, Renewals, Professional Services
- Partner with Sales, Customer Success, and Finance to drive forecast accuracy and accountability
- Implement data-driven forecasting methodologies leveraging tools like Gong and Salesforce
- Own the revenue tech stack, including: Salesforce (reporting, dashboards, data integrity), Gong (forecasting, scorecards, insights), LinkedIn Sales Navigator, ZoomInfo (data enrichment), Visdum (commissions)
- Manage system administration, integrations, vendor relationships, and ongoing optimization
- Drive adoption and ROI of tools across the revenue organization
- Lead the deal desk function, including approval workflows for non-standard terms (commercial, technical, legal)
- Partner with Legal, Finance, and Product to ensure scalable and compliant deal structures
- Drive automation of approval processes within Salesforce (target: 2H 2026)
- Continuously improve sales processes to increase efficiency, velocity, and win rates
- Leverage AI and automation to streamline workflows and reduce manual effort
- Ensure consistent pipeline management and deal inspection rigor
- Oversee the booking process to ensure: Salesforce opportunities accurately reflect signed contracts, All required data fields are complete and accurate for downstream functions (Finance, Licensing, Commissions)
- Act as final checkpoint for deal integrity prior to booking
- Own executive reporting for revenue performance, including: Weekly, monthly, and quarterly reporting, Board-level presentations and metrics
- Deliver clear insights on pipeline health, forecast accuracy, and performance drivers
- Design and manage sales compensation plans aligned to corporate objectives
- Partner with Visdum to build plans, rules, reporting, and statements
- Oversee commission calculations, validation, and quarterly payouts
- Track sales performance against quotas, targets, and activity metrics
- Lead ongoing sales enablement, including: Weekly cross-functional training sessions, Quarterly Business Reviews (QBRs), Annual Sales Kickoff (SKO)
- Plan and execute: SKO (January 2027), President’s Club (January 2027)
- Act as the primary liaison between Sales and key departments: Finance: Annual planning, bookings, NetSuite integration, and reporting alignment, Legal: Contract templates and governance, Product: Product catalog, pricing configurator accuracy, Marketing: Lead management, funnel conversion, event reporting, Customer Care/Product: SO99 licensing coordination
- Track and report on strategic initiatives and performance programs
- Lead internal communications, including: Weekly “Revenue Round-Up” newsletter, Sales updates via Microsoft Teams
- Oversee deployment and updates of SO99 customer licensing configurations
- Coordinate with Customer Care and Product teams
- Evaluate and recommend structural changes to scale this function effectively
Skills
- Deep experience with Salesforce (advanced reporting and administration)
- Deep experience with Gong or similar revenue intelligence platforms
- Deep experience with sales engagement and data tools (LinkedIn Sales Navigator, ZoomInfo)
- Deep experience with commission systems (e.g., Visdum)
- Strong proficiency in Microsoft Excel (advanced/intermediate+)
- Experience leveraging AI for process optimization and analytics
- Exceptional analytical and quantitative skills
- Strong executive communication and presentation abilities
- High attention to detail and operational precision
- Ability to manage complex, global, cross-functional environments
- Strong organizational and program management skills
- Highly driven with strong ownership mentality
- Comfortable operating in a demanding, high-visibility role
- Solutions-oriented with a bias for action
- Creative problem solver with structured thinking
- Culturally aware and effective in global organizations
Company Overview