Director of Revenue Operations

Casella Waste Systems, Inc. • Mendon, VT

1d • $125,000 - $190,000

About The Position

The Director of Revenue Operations leads Casella’s Revenue Operations function with enterprise accountability for pricing strategy, price realization, revenue reporting, KPI governance, forecasting support, and process improvement. This strategic leadership role optimizes the Company’s go-to-market engine by bridging Sales, Finance, and Operations to drive profitable growth across commercial, industrial, residential, municipal, and specialty service lines.
The role is responsible for ensuring accurate, timely, and actionable insights into revenue performance, customer trends, retention, margin opportunities, and operational effectiveness. The Director leads a team of analysts and partners cross-functionally to model scalable growth, strengthen pricing discipline, and improve revenue capture and accountability.

Requirements

• Bachelor’s degree in Business, Finance, Economics, Data Analytics, Accounting, or a related field is required.
• Minimum of eight (8) years of progressive experience in Revenue Operations, Pricing, Sales Operations, Finance, Business Analytics, or a related discipline.
• Demonstrated success leading revenue reporting, pricing strategy, KPI governance, and forecasting initiatives.
• Strong analytical and financial acumen.
• Advanced proficiency in Microsoft Excel and PowerPoint.
• Experience with CRM platforms (e.g., Salesforce).
• Experience with business intelligence tools such as Power BI, Tableau, or Looker.
• Exceptional communication, organizational, and problem-solving skills.
• Ability to translate complex data into actionable insights.
• Ability to effectively partner across the Sales, Finance, and Field Operations teams.

Nice To Haves

• MBA or advanced degree is preferred.
• Prior leadership experience developing and managing teams in a collaborative, cross-functional environment is preferred.
• Experience within industrial, logistics, environmental services, or other service-based industries is highly desirable.

Responsibilities

• Drives pricing strategy and realization by governing price increases, fee execution, discounting, exceptions, and minimizing pricing leakage across markets and segments.
• Leads enterprise revenue analytics by evaluating performance by market, region, customer segment, service line, and channel to identify growth and margin opportunities.
• Delivers actionable insights by translating complex data on pricing, revenue, churn, retention, and margin into clear executive recommendations and action plans.
• Establishes KPI governance and reporting standards to ensure a single source of truth across Revenue Operations, Sales, Finance, and Operations.
• Develops and maintains forecasting models that provide visibility into new business, renewals, pricing actions, and revenue risk aligned to financial reporting standards.
• Implements dashboards and performance tools that provide leadership with timely visibility into revenue, volume, yield, margin, and sales productivity metrics (e.g., ARPU, CAC, lifetime value).
• Strengthens revenue processes and controls by leading audits of pricing, fee compliance, and revenue management practices while improving lead-to-cash efficiency.
• Partners cross-functionally with Sales, Finance, Operations, Sales Operations, and Customer Care to align strategies, validate assumptions, and execute revenue initiatives.
• Leads and develops a high-performing team by setting priorities, coaching analysts, removing barriers, and ensuring rigorous, high-quality analytical output.

What This Job Offers

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