Director, Business and Revenue Operations

Cambium Learning Group

43d•Remote

About The Position

The Director of Business and Revenue Operations is a blended role driving for organizational effectiveness and optimizing the revenue engine to support growth across D2C (families), B2B2C (school choice marketplaces), and B2B (schools and districts) markets. This leader owns operational strategy and execution, KPI development and reporting, process improvement, revenue-related tooling, and order management and fulfillment. The Director has two primary responsibilities: (1) supporting the President by helping to bridge executive strategy with daily operations and (2) enabling sales and retention-based teams to achieve revenue goals. The role reports to the President and works closely with department heads within Time4Learning and leaders across the larger Cambium Learning group.

Requirements

7-10 years experience in business and/or sales operations, PMO, and/or strategic planning, supporting any combination of sales, revenue, and/or customer success.
BA/BS degree required in business/business administration or similar field, and/or equivalent experience.
Demonstrated success with process improvement in a SaaS/software/technology environment required.
Data-driven mindset with experience using metrics and KPIs to improve operational performance.
Ability to partner with executive leadership and cross-functional teams to translate strategic priorities into operational plans.
Hands-on expertise optimizing lead-to-cash processes, including pipeline management, contracting, order processing, billing, account provisioning, and renewals.
Proven ability to lead cross-functional initiatives and influence stakeholders across business and technology teams.
Strong analytical, project management, and organizational skills, with the ability to manage multiple priorities in a fast-paced environment.
Ability to hire, train, and lead a high performing team.
Experience supporting B2B business required; additional experience in B2B2C or D2C appreciated.

Nice To Haves

Lean six sigma, Kaizen, TQM, or BQM certification preferred

Responsibilities

Direct development and execution of annual planning activities in support of the President's plan, including goal setting, creation of annual strategic operations plan, department MBOs, and business health metrics and KPIs.
Serve as operational lead for major strategic initiatives and projects within T4L and across the larger Cambium Learning Group.
Collaborate with Finance, Sales, and Customer Success leadership on pipeline forecasting, and revenue predictability and visibility.
Drive the creation and management of dashboards to track key metrics (e.g. pipeline velocity, win rate).
Support customer-facing teams to refine and enhance their reporting and analytics needs.
Refine, reimagine, and optimize lead-to-cash processes (e.g. lead and pipeline management, contracting, order processing, billing).
Identify operational bottlenecks and lead cross-functional improvement initiatives to streamline and create efficiencies.
Collaborate closely with department heads on company-wide initiatives to automate tasks and processes, and increase efficiency of work flows, using AI and other technologies.
Oversee and manage tools used for operations, sales, and revenue supporting teams, including CRM, order management/fulfillment, payment processor, project management system, and merchant processor.
Streamline and enhance the entire sales funnel and post-sale management activities as part of continuous improvement practices.
Drive operational readiness for new products, partnerships, customer segments, and market expansion initiatives.
Set up bulk customers on LMS/SIS in collaboration with Product and Engineering staff.
Collaborate with Product and Engineering on account provisioning enhancements.
Process bulk orders and related reporting.
Ensure data accuracy for accounting, licensing, and customer needs.