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DESCRIPTION

The Senior Director, Revenue Operations, serves as the strategic and operational backbone of the Connected Commerce commercial organization, translating go-to-market strategies into execution that drives revenue growth. This leader designs, implements, and optimizes the processes, tools, analytics, and enablement that empower sales and customer teams to succeed.

The role partners with Commercial leadership, business development, marketing, Client Success, Finance, enterprise IT, and operations to strengthen revenue predictability, sales productivity, and operational effectiveness. Responsibilities span sales planning, CRM management, forecasting, new business launches, priority test programs, and structured issue resolution, supported by scalable systems and continuous improvement.

RESPONSIBILITIES

Strategic Leadership & Planning

+ Partner with Connected Commerce leadership to define sales strategies, go-to-market plans, and revenue goals, translating priorities into operational execution.

+ Lead annual sales planning, including ideal customer profile (ICP) analysis, territory design, quota allocation, and compensation plan strategy aligned with financial objectives.

+ Lead weekly and monthly qualification validation, forecasting, and enablement reviews to improve revenue predictability.

+ Advise business development leaders using actionable insights to identify market opportunities, mitigate risks, and accelerate pipeline velocity.

Sales Process, Technology & Optimization

+ Own the end-to-end sales process, identify bottlenecks, and implement scalable solutions that improve sales productivity and efficiency.

+ Establish and enforce MEDDIC, standard operating procedures (SOPs), and best practices across the Connected Commerce sales organization.

+ Partner with enterprise IT to manage and improve the sales technology stack, including Salesforce, Gong, revenue and market intelligence platforms, and forecasting tools; drive adoption, integration, and return on investment.

+ Create and maintain centralized sales operations playbooks, workflows, and critical paths, incorporating industry best practices to scale operations efficiently

Data, Analytics & Reporting

+ Oversee sales forecasting, pipeline management, and performance reporting to improve the accuracy and predictability of revenue projections.

+ Develop dashboards and KPIs tracking sales performance, client acquisition costs, win/loss rates, sales cycle lengths, and operational process performance.

+ Conduct deep-dive analyses to uncover trends, identify improvement opportunities, and provide executive-level insights and recommendations that inform strategic decisions and pivots.

New Business Launches & Priority Test Programs

+ Develop and implement strategies for successful new business launches, coordinating sales, marketing, Finance, and operations to ensure cohesive execution.

+ Oversee priority test programs, evaluate results, and assess opportunities to extend successful tests into other potential markets.

Issue Resolution & Operational Excellence

+ Establish and oversee structured processes to identify, escalate, and resolve operational and client-facing issues promptly.

+ Collaborate across departments to address the root causes of recurring challenges and implement preventive measures.

+ Monitor issue resolution KPIs and use data insights to improve systems, communication flows, and operational efficiency.

+ Serve as an escalation point for high-impact issues, providing leadership and guidance to resolve complex problems effectively.

+ Drive continuous process and business improvements through innovative ideas and practical solutions.

Team Leadership & Development

+ Build, mentor, and lead a high-performing sales operations team spanning different skill sets and career levels.

+ Foster a culture of continuous improvement, accountability, and operational excellence.

QUALIFICATIONS

Education Requirements:

+ Bachelor's degree in Business, Finance, Economics, or a related field; MBA preferred.

Work Experience Requirements:

+ 8+ years of progressive experience in Sales Operations, Revenue Operations, Sales Strategy, or related work.

+ 5+ years of supervisory or management experience, including managing and developing teams.

+ 3+ years leading and managing cross-functional teams, with a demonstrated ability to inspire teams and drive performance.

Knowledge, Skills and Abilities Requirements:

+ First-Principles Thinking: Break complex problems into basic facts, question assumptions, and build practical solutions from the ground up rather than relying on established habits.

+ Technical Mastery: Advanced proficiency in Salesforce, Gong, and data visualization tools such as Tableau and Power BI; Salesforce certifications are a plus.

+ Analytical Mindset: Synthesize complex data into clear, actionable executive-level insights.

+ Problem Solving: Demonstrated success managing complex, cross-functional projects from inception to completion and resolving operational challenges.

+ Business Acumen: Strong business management judgment and a deep understanding of B2B sales cycles, pipeline mechanics, and forecasting methodologies.

+ Communication & Influence: Outstanding written and verbal communication skills, with the ability to influence stakeholders at all organizational levels.

+ Leadership & Organization: Strong leadership and management skills, strategic thinking, and the ability to develop teams, navigate complex operational environments, and manage multiple priorities in a fast-paced setting.

ABOUT US

Acosta, and its subsidiaries, is an Equal Opportunity Employer

Job Category: Administration

Position Type: Full time

Business Unit: Corporate

Salary Range: $########### - $###########

Company: Acosta Employee Holdco LLC

Req ID: 43504

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Sr. Revenue Operations Director, Digital Commerce

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