Digital Revenue Operations Director

CLA (CliftonLarsonAllen) • Tampa, FL

7d

About The Position

CLA is seeking a Digital Revenue Operations Director to lead the strategy, processes, systems, governance, and operating routines that support scalable Digital growth. The role owns the revenue operating model across pipeline management, sales forecasting, CRM governance, lead management, growth reporting, revenue technology, and sales process execution.

The Director advises Digital growth leadership on pipeline health, forecast risk, market coverage, productivity, operational effectiveness, and scalability. They develop a multi-year revenue operations roadmap and lead improvements to processes, technology, reporting, and governance. The position also oversees growth planning and reporting routines, pipeline and forecast standards, CRM practices, revenue technology strategy, lead management, sales process enablement, and collaboration with Digital FP&A and other cross-functional partners.

The role requires at least 10 years of progressively responsible experience in revenue operations or a related commercial function. A bachelor's degree is required, although a combination of relevant experience, education, and training may be accepted in its place. Travel is less than 10%.

Requirements

• 10 years of progressively responsible experience in revenue operations, sales operations, business development operations, growth operations, consulting operations, or a related commercial leadership function.
• Bachelor's degree required; a combination of relevant experience, education, and training may be accepted in lieu of a degree.

Nice To Haves

• Experience designing, implementing, and scaling revenue operations capabilities within professional services, consulting, technology services, SaaS, or a similarly complex organization.
• Demonstrated experience partnering with senior leadership on sales forecasting, pipeline management, growth planning, performance measurement, CRM governance, and revenue operations strategy.
• Experience leading complex cross-functional initiatives involving sales, marketing, finance, enablement, analytics, technology, and delivery teams.
• Degree in Business, Finance, Marketing, Information Systems, Data Analytics, Management, Economics, or a related field.
• Relevant certifications in Microsoft Dynamics CRM; Revenue Operations, Sales Operations, Marketing Operations, or Business Analytics; Lean, Six Sigma, Project Management, or process improvement; or AI, automation, or data analytics.

Responsibilities

• Own and evolve the Digital revenue operating model, including pipeline governance, sales forecasting, coverage models, growth KPIs, sales process standards, and revenue technology priorities.
• Advise Digital growth leadership on pipeline health, forecast risk, market coverage, growth productivity, operational effectiveness, and scalability.
• Develop and execute a multi-year revenue operations roadmap aligned with Digital growth objectives and business priorities.
• Lead process, technology, reporting, and governance improvements to increase productivity, adoption, and scalable revenue growth.
• Lead Digital growth operating routines, including pipeline and forecast reviews, KPI tracking, growth performance reviews, and quarterly business reviews.
• Develop and deliver pipeline, coverage, capacity, conversion, and activity insights for growth planning and executive decision-making.
• Identify pipeline risks and opportunities, market coverage gaps, resource constraints, and execution priorities, and recommend actions to improve growth performance.
• Establish and govern Digital growth dashboards, KPI definitions, and reporting standards across offerings, industries, geographies, markets, and teams.
• Maintain consistent pipeline and growth metrics and trusted operational data for growth planning, financial reporting, and performance measurement.
• Own Digital sales forecasting processes and establish governance standards for accurate, consistent, and actionable forecasts.
• Establish and reinforce lead-to-win pipeline standards, including CRM adoption, data quality, stage progression, opportunity ownership, activity tracking, and follow-through.
• Oversee pipeline health and coverage, identify lapsed, unmanaged, and under-covered opportunities, and escalate systemic issues.
• Govern CRM practices related to territories, market and account segmentation, client identification, source attribution, coverage, and capacity-planning inputs.
• Ensure the integrity of CRM pipeline and bookings data and partner with FP&A to reconcile operational and financial reporting.
• Lead Digital revenue technology strategy and partner with centralized IT/MarTech to translate business needs into scalable CRM, reporting, automation, and technology solutions.
• Provide strategic oversight of Digital-specific prospecting, intent data, targeting, and growth platforms, including governance, configuration, adoption, and user enablement.
• Establish scalable targeting and segmentation approaches, including ideal client profiles, priority markets, geographic segmentation, account targeting, and intent signals.
• Identify and prioritize ways to use AI, automation, analytics, and workflow improvements to improve revenue operations effectiveness and scalability.
• Oversee Digital lead management across Marketing, inside sales, and other lead channels, including routing, response standards, qualification, follow-up, and conversion performance.
• Establish and improve Digital sales processes, workflows, and playbooks to increase consistency, adoption, and effective sales-to-delivery handoffs.
• Drive consistent pre-sales operating practices for scoping, solution architecture alignment, pursuit teams, pricing, proposals, and deal reviews.
• Partner with CLA Enablement and other stakeholders to implement revenue enablement tools, resources, campaigns, and offering-specific sales plays.
• Partner with Digital FP&A to align sales forecasting, growth planning, performance measurement, metric definitions, and executive reporting.
• Ensure timely and accurate pipeline, bookings, coverage, conversion, and activity data are available for financial planning, forecasting, and performance analysis.
• Partner with FP&A to reconcile operational and financial reporting and resolve structural data, system, attribution, or metric-definition issues.

Benefits

• Comprehensive benefit options, including health, dental, vision, and 401k.
• Well-being support focused on physical, financial, social, and emotional well-being.

What This Job Offers

• Job Type: Full-time
• Career Level: Director