The Senior Director of Revenue Operations is a critical leadership role responsible for building and scaling a high-performing, data-driven revenue operating model. This individual will drive execution discipline, pipeline integrity, and forecast accuracy across the sales organization while enabling consistent, scalable growth.
This role sits at the center of Sales, Services, Finance, and Marketing—ensuring alignment across teams and translating strategy into measurable outcomes. The ideal candidate is a hands-on operator who brings structure, insight, and accountability to the revenue engine.
Essential Duties & Responsibilities:
The duties listed below are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to this position.
Revenue Operations & Sales Execution
- Own and lead the revenue operating cadence, including pipeline reviews, forecast calls, and performance inspections.
- Drive pipeline integrity by ensuring accurate qualification, stage progression, and data hygiene across all opportunities.
- Establish and maintain bottoms-up forecasting discipline, improving predictability and visibility into revenue performance.
- Identify pipeline gaps and develop actionable plans to improve coverage, conversion, and overall sales productivity.
- Build executive-level reporting and dashboards that provide clear, actionable insights into performance.
Data Quality & Pipeline Governance
- Implement and enforce consistent deal qualification frameworks (e.g., MEDDPICC/BANT) across the sales organization.
- Partner with Sales and Services to ensure deal structures are aligned, commercially sound, and executable.
- Lead deal inspection processes to improve win rates, reduce cycle times, and increase forecast accuracy.
- Ensure all opportunities are appropriately qualified with clear next steps, risk identification, and realistic close expectations.
Sales Enablement & Productivity
- Lead sales enablement efforts with a focus on improving seller productivity and effectiveness.
- Design and deliver targeted enablement programs based on pipeline insights, performance trends, and strategic priorities.
- Accelerate onboarding and ramp for new sellers through structured programs and tools.
- Drive adoption of sales methodologies, tools, and best practices across the organization.
Go-to-Market (GTM) Alignment
- Partner with Sales and Marketing leadership to define and operationalize GTM strategies, including segmentation, coverage models, and prioritization.
- Align portfolio positioning with sales execution to drive growth across core and expansion offerings.
- Support account planning rigor and ensure focus on high-value opportunities and target accounts.
Cross-Functional Leadership
- Serve as a key partner to Services, Finance, and Marketing to ensure alignment on deal execution, capacity planning, and revenue expectations.
- Collaborate with Finance on forecast alignment and performance tracking.
- Work with Services leadership to ensure delivery considerations are incorporated into deal shaping and pipeline planning.
Success Measures
- Improved forecast accuracy and predictability
- Increased pipeline coverage and quality
- Higher win rates and deal conversion
- Measurable gains in seller productivity and quota attainment
- Consistent execution of sales operating cadence and discipline
Minimum Knowledge, Skills and Abilities required:
- 10+ years of experience in revenue operations, sales operations, or sales leadership roles.
- Proven ability to build and scale revenue operating models in growth-oriented environments.
- Strong expertise in forecasting, pipeline management, CRM systems, and sales analytics.
- Experience driving sales enablement and improving seller productivity.
- Ability to influence and align senior stakeholders across multiple functions.
- Analytical mindset with strong business judgment and operational execution skills.
Desired Profile:
- Hands-on operator with a strong bias for action
- Brings structure, clarity, and accountability to complex environments.
- Comfortable working across functions and influencing without direct authority.
- Balances data-driven decision making with practical business insight.
- Focused on outcomes, not just activity.
Physical and Mental Demands
The physical and mental demands described here are representative of those that must be met by employees to successfully perform the essential functions of this class. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical Demands
While performing the duties of this class, employees are regularly required to sit; talk or hear, in person and by multi-media; use hands to finger, handle, feel or operate standard office equipment; and reach with hands and arms. Employees are frequently required to walk, stand and move about to accomplish tasks, particularly for long distances or moving from one work site to another. Must have ability to ascend and descend stairs. Specific vision abilities required by this job include close vision and the ability to adjust focus.
Mental Demands
While performing the duties of this class, employees are regularly required to effectively use written and oral communication skills; read and interpret data, information and documents; analyze and solve problems; use math and mathematical reasoning; learn and apply new skills and information; perform highly detailed work on multiple, concurrent tasks; and interact with Pomeroy employees, Clients and Vendors. Specific incumbent must maintain composure in a fast paced, high-quality environment where personal and team accountabilities are the defining factors.
General Office Environment
Work is generally sedentary in nature but may require standing and walking for up to 10% of the time. Work is generally performed within an office environment, with standard office equipment available.
