Senior Director of Revenue Management and Operations
On-siteAtlanta, Georgia, United States
Job Summary
Analyze and streamline end-to-end sales processes to enhance efficiency, scalability, and rep productivity. Identify gaps across the lead-to-close cycle, establish sales training policies, and assist in annual territory design and segmentation strategies. Track key SaaS metrics including MRR, LTV, CAC, and churn to inform strategy, while developing strategic pricing frameworks and dynamic pricing models. Own the pricing lever, uncover revenue growth opportunities through pipeline and win/loss analysis, and implement data-driven initiatives to improve conversion rates. Validate forecasting inputs, monitor pipeline hygiene, and produce accurate dashboards for Sales Leadership. Ensure consistent adherence to pricing policies and establish the company's deal desk framework. Serve as a strategic liaison between Sales, Finance, Marketing, Product, and Customer Success to align on goals and execution plans.
Required Qualifications
- B.S. in business administration or a related field or equivalent work experience
- 10 years minimum experience working in revenue and/or sales operations
- Minimum of 5 years in a managerial position
- Strong leadership and program management capabilities to drive organizational change, prioritize initiatives effectively, and deliver both strategic and tactical outcomes. A driver of action, not just analysis
- Must be a self-starter, capable of driving results without a direct reporting structure
- Demonstrated ability to translate complex data into clear, compelling strategies and communicate insights effectively at the executive/senior leader level
- Proven track record of influencing senior leadership and driving alignment across Sales and Customer Success for end-to-end revenue optimization
- Demonstrated success leading a team
- Working knowledge of Salesforce, Tableau and database management
- Advanced troubleshooting and multi-tasking skills
- Excellent verbal and written communication skills
Desired Qualifications
- Proficient with Microsoft Office Suite
- B.S. degree in business administration or related field
- Excellent supervisory and leadership skills
- Prior management skills are highly preferred
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