Senior Director - Revenue Operations

Level Access is a leading accessibility solutions provider dedicated to ensuring digital equality for all individuals. We are seeking a highly motivated leader in Revenue Operations to support revenue growth.

The Senior Director of Revenue Operations will be responsible for driving go-to-market (GTM) operational excellence with direct responsibility for sales while partnering with marketing operations and customer operations. The Revenue Operations team will work cross-functionally with the commercial leaders (e.g., CMO, CRO, CFO, VP of Account Management, Chief Customer Experience Officer, etc.) and their operations teams to ensure the entire GTM organization is operating in harmony and effectively to drive revenue growth and increase retention. This position reports to the Chief Revenue Officer. The team may consist of approximately 5-10 individuals and is expected to expand.

Key Responsibilities:

• Revenue Operations Vision and Roadmap - Drive the development and execution of a strategic vision for RevOps, leveraging prior experiences to create the evolution roadmap for this function and, equally important, with passion and credibility, effectively gain support for this vision throughout the organization. The ability to define a clear vision, execute against this roadmap and build a coalition of support across the various ops teams will be used in determining readiness for widening the scope and role advancement. 

• Revenue Operations Management - Manage the day-to-day revenue operations function, ensuring the team is delivering the necessary data intelligence to commercial business leaders, driving performance transparency, accountability, and predictability through all levels of the commercial organization. The management approach will be a hands-on, player-coach model deeply enmeshed in the systems of the business. The work includes coordinating activities of the analyst team focused on gathering and defining requirements and processes

• M&A Sales Operations Integration- The Revenue Operations Leader will play a critical role in driving the successful integration of sales functions following mergers and acquisitions (M&A), focusing on the seamless alignment of sales teams, processes, compensation structures, workflows, and systems. This includes partnering with IT to define system and tooling requirements and ensuring that sales technologies, such as CRM platforms, CPQ, and analytics tools, are effectively integrated across both organizations. While IT will have ownership of the actual systems, the Revenue Operations Leader will provide strategic input on system consolidation or divestiture, recommending the best path forward to optimize the technology stack. Additionally, they will lead efforts to harmonize sales processes, compensation plans, territories, and forecasting mechanisms while ensuring that data consistency and operational continuity are maintained. The leader will also guide the sales teams through the change management process, ensuring smooth adoption of new systems and processes and minimizing disruption. The goal is to create a unified, efficient sales organization that can quickly realize the benefits of the merger or acquisition.

• Process Definition - Work closely with commercial business leaders to enable, streamline, and optimize all elements of our GTM strategy. This includes working with the commercial leaders and their respective operations teams to define business processes and then manage the implementation and launch of those processes.

o Process Improvements - Improve sales efficiency by enforcing processes, policies, change management protocol, business requirements, and data governance to ensure effective and scalable processes. This will involve working closely with marketing, IT, product and customer success. 

o Systems of Record and Sales Tooling Requirements Gathering - The Revenue Operations Leader will be responsible for leading the requirements gathering process for Sales and Go-to-Market (GTM) systems of record, ensuring alignment between business needs and technology solutions. This includes working closely with cross-functional teams—such as Sales, Marketing, Finance, Customer Success, and IT—to define and document clear, actionable requirements for key systems like Salesforce, Clari, Outreach.ai, Gong, and other related platforms. The role will involve evaluating current processes, identifying gaps, and translating business objectives into technical specifications that drive system optimization and automation. The leader will also be responsible for prioritizing requirements based on business impact, ensuring seamless integration across platforms, and partnering with Finance and IT on the ongoing evolution of the technology stack to maximize efficiency, data accuracy, and revenue growth. 

• Commercial Reporting - Coordinate with the data and reporting teams to develop, maintain, and standardize reporting for commercial KPIs. 

➢ Commercial Analysis - Develop and execute the analysis protocols applied to the commercial reporting. This includes the analysis of both point in time data and the identification of key trends over time including pipeline properties, stage conversion rates, staff productivity, weekly forecasts, churn and expansion indicators. 

➢ Funnel Analysis & Forecasting- The Revenue Operations Leader will play a critical role in driving data-driven decision-making through funnel analysis and forecasting. This includes owning the end-to-end sales pipeline process, from lead generation to deal closure, ensuring accurate tracking, reporting, and analysis of funnel health across various stages. The leader will work closely with Sales and Marketing teams to define key performance metrics, identify bottlenecks, and implement strategies to improve conversion rates and overall pipeline velocity through sales stages. Additionally, they will be responsible for creating and maintaining reliable revenue forecasts, using historical data, trends, and predictive analytics to provide actionable insights to executive leadership. By ensuring alignment between forecasted and actual performance, the Revenue Operations Leader will help to set realistic revenue expectations, inform resource allocation, and guide strategic decisions aimed at optimizing sales performance.

➢ Other Reporting - Support executive deliverables such as Board Reviews, Executive QBRs, strategic planning, and more as needed

 • Territory Planning, Goaling & Compensation- The Revenue Operations Leader will oversee territory planning, sales goaling, and compensation strategy to ensure alignment with business objectives and drive sales performance. This includes collaborating with Sales leadership to define territory structures, establish quotas, and develop fair, data-driven sales goals that motivate and enable the team to achieve targets. The role will also involve managing the design and administration of sales compensation plans, ensuring they are aligned with company priorities, market conditions, and sales behaviors. The Revenue Operations Leader will work cross-functionally with Finance and HR to ensure compensation structures are competitive and scalable and incentivize the right outcomes. Additionally, the leader will be responsible for monitoring territory performance, making data-driven adjustments, and ensuring sales teams are equipped with the tools and resources needed to meet their goals.

• Deal Desk and Commercial Approval Workflow- The Revenue Operations Leader will be responsible for managing the Deal Desk and overseeing the deal approval processes to ensure consistent, efficient, and compliant deal execution. This includes collaborating with Sales, Legal, Finance, and other key stakeholders to define and enforce deal structuring guidelines, pricing strategies, and discounting protocols. The leader will ensure that all deals are evaluated for financial viability, compliance with company policies, and alignment with broader sales strategies. Additionally, the Revenue Operations Leader will streamline and optimize the deal approval workflow, ensuring timely reviews and approvals while minimizing friction for the sales team. This role also involves providing support to sales teams by offering guidance on complex deal structures, resolving escalations, and maintaining clear documentation of deal terms and approvals. Ultimately, the leader will drive a scalable, repeatable process that enables the sales organization to close deals efficiently while safeguarding company margins and compliance. 

• Cross-functional coordination of process change implementation:

 ➢ Enablement Coordination - Coordinate with the sales enablement team to ensure updates to enablement and training are completed as part of rolling out any new system updates. 

• Business Partnership

o Serve as a trusted business partner to commercial leaders across the organization, providing strategic counsel on all topics related to driving revenue growth. o Partner with finance to ensure commercial operational targets and actuals (i.e., bookings and/or commission expense) feeds into a financial model for accurate translation to recognized revenue and expense 

Qualifications: 

• Bachelor’s degree in Business, Finance, Operations Management, or a related field; MBA preferred.

 • 7+ years of experience in business operations, with a focus on sales operations.

• Proven leadership and team management skills.

• Strong analytical and problem-solving abilities.

• Excellent communication and interpersonal skills. 

• Proficiency in CRM and marketing automation platforms (e.g., Salesforce- required, Clarirequired, HubSpot- desired).

• Ability to work independently and as part of a team. 

• Detail-oriented with a high level of accuracy. Develop and implement operational strategies to support sales, marketing, and customer operations.

 • Oversee the analysis of sales, marketing, and customer data to identify trends and opportunities for improvement.

 • Collaborate with senior leadership to align operational initiatives with business objectives.

• Lead and mentor a team of operations professionals, fostering a culture of continuous improvement. 

• Ensure the effective use of CRM and marketing automation systems to drive efficiency and performance.

• Monitor and evaluate the effectiveness of operational processes and recommend enhancements.

• Manage budgets and resources to optimize operational efficiency.

• Provide regular reports and insights to senior management on operational performance.

• Ensure data accuracy and integrity across all operational systems. 

Application Process

his is a full-time salaried position with a competitive benefits package, including bonus opportunities and unlimited vacation/FTO. Salary is commensurate with experience. Please submit your cover letter and resume for immediate consideration.

Level Access is committed to workforce diversity. Equal Opportunity Employer. Copyright 2024, Level Access. All rights reserved.