Sr. Director, Segment Management

Are you a strategic commercial leader who thrives on turning insights into growth and building the operational capabilities that power high-performing revenue organizations?

Do you enjoy partnering across Sales, Product, Finance, Marketing, Legal, and Customer Success to optimize revenue performance and deliver measurable business impact?

About our Team

LexisNexis Legal & Professional, which serves customers in more than 150 countries with 11,800 employees worldwide, is part of RELX (http://www.relx.com), a global provider of information-based analytics and decision tools for professional and business customers. Our company has been a long-time leader in deploying AI and advanced technologies to the legal market to improve productivity and transform the overall business and practice of law, deploying ethical and powerful generative AI solutions with a flexible, multi-model approach that prioritizes using the best model from today’s top model creators for each individual legal use case. The company employs over 2,000 technologists, data scientists, and experts to develop, test, and validate solutions in line with RELX Responsible AI Principles.

About the Role

This is a hybrid role. Team members are required to be in the Miamisburg, Ohio office weekly on Wednesday, Thursday & Friday.

Reporting to the Vice President and General Manager, the Senior Director of Revenue Strategy & Operations is responsible for developing and executing the commercial strategies, operational capabilities, and revenue optimization initiatives that drive profitable growth across the business segment.

This leader serves as a strategic partner to Sales, Product, Finance, Marketing, Legal, and Customer Success to improve revenue performance throughout the customer lifecycle. The role owns pricing and packaging strategy, commercial planning, Deal Desk operations, revenue analytics, sales technology enablement, and go-to-market optimization while ensuring the organization has the processes, insights, and capabilities necessary to achieve revenue and profitability objectives.

Key Responsibilities

Revenue Strategy & Growth

• Lead the development and execution of commercial strategies that maximize annual recurring revenue (ARR), customer acquisition, renewal performance, and long-term revenue growth.

• Develop and continuously refine pricing and packaging strategies that improve market competitiveness, product adoption, and revenue realization.

• Partner with Sales leadership to define annual and quarterly commercial priorities, including new business acquisition, expansion, renewal, and cross-sell strategies.

• Identify revenue growth opportunities through market analysis, customer insights, competitive intelligence, and performance analytics.

• Evaluate commercial risks and opportunities, recommending strategic actions that improve revenue performance while supporting long-term business objectives.

Revenue Operations

• Lead the Deal Desk and Pricing function, ensuring consistent governance of pricing, discounting, commercial approvals, and deal structures.

• Partner with Sales, Finance, and Legal to streamline contracting, approvals, and commercial workflows while improving sales velocity and customer experience.

• Drive continuous improvement of revenue-related business processes, sales policies, and operational efficiency.

• Lead implementation and adoption of sales technologies and automation that improve productivity, forecasting accuracy, and pipeline management.

Commercial Performance & Analytics

• Establish executive dashboards and KPI reporting that provide leadership with actionable visibility into bookings, ARR, renewals, pipeline health, pricing performance, win rates, sales productivity, and overall commercial performance.

• Analyze business performance to identify revenue trends, risks, opportunities, and recommended actions.

• Partner with Finance on forecasting, business planning, and financial performance analysis to support strategic decision-making.

• Develop commercial playbooks that enable consistent execution across new business, renewals, and strategic account growth.

• Gather competitive intelligence and market insights to inform pricing, positioning, and sales strategies.

Requirements

• Bachelor's degree; MBA or other advanced business degree preferred.

• 8+ years of progressive experience in Revenue Operations, Commercial Strategy, Sales Operations, Pricing, or related leadership roles within a B2B SaaS or technology organization.

• Demonstrated success leading initiatives that improve revenue growth, commercial performance, or operational efficiency.

• Experience developing pricing strategies, commercial policies, and deal governance processes.

• Strong understanding of SaaS business models, recurring revenue metrics (ARR, MRR, NRR, GRR), sales pipelines, forecasting, and revenue drivers.

• Experience building executive dashboards and translating business data into strategic recommendations.

• Proven ability to influence senior leaders and drive cross-functional initiatives across Sales, Finance, Product, Marketing, Customer Success, and Legal.

• Excellent analytical, financial, communication, and executive presentation skills.

• Demonstrated ability to lead organizational change and manage complex strategic initiatives.

Preferences

• Experience within Legal Technology, Legal Services, Information Services, or other enterprise SaaS organizations.

• Familiarity with CRM, CPQ, pricing, forecasting, and revenue intelligence platforms.

• Knowledge of LexisNexis products, commercial processes, and supporting business systems.

Work in a Way That Works for You

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

About the Business

LexisNexis Legal & Professional® provides legal, regulatory, and business information and analytics that help customers increase their productivity, improve decision-making, achieve better outcomes, and advance the rule of law around the world. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis® and Nexis® services.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.

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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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