Director of Revenue Operations

Idera, Inc.•Houston, TX

About The Position

The Director of Revenue Operations leads the Revenue Operations function and owns the technology, processes, data, and reporting that enable Marketing, Sales, Channel, and Support teams to operate effectively. The position is also a business-planning partner, supporting channel and partner performance, quota and compensation planning, and pricing and packaging decisions. The role partners with leadership to analyze pipeline health, sales performance, conversion, forecast accuracy, and customer trends, translating complex data into actionable recommendations. It works closely with Marketing, Sales and Support Operations, Finance, and executive leadership to provide accurate data, effective processes, and insights that support revenue goals. The Director owns revenue forecasting and the revenue technology roadmap, leads planning and operational improvements, and manages and develops the Revenue Operations team as it grows.

Responsibilities

Partner with Sales, Marketing, Support, Finance, and executive leadership, providing data-driven insights and recommendations to drive revenue growth and operational efficiency.
Analyze revenue and customer data to identify trends, opportunities, risks, and performance gaps across segments, geographies, products, sources, and sales representatives.
Build and maintain dashboards for pipeline generation and coverage, conversion rates, sales velocity, win/loss, bookings, retention, expansion, and forecast performance.
Define and monitor KPIs aligned with company objectives, assess performance against targets, and identify drivers of over- or under-performance.
Work with Sales and Marketing leadership to analyze funnel performance and improve conversion, velocity, and revenue efficiency.
Conduct ad hoc analysis and modeling to support business questions, planning, and strategic decisions.
Own and continuously improve the revenue forecasting process, ensuring forecasts are accurate, consistent, and based on reliable data.
Analyze pipeline health, coverage, aging, velocity, and stage progression; identify stalled or at-risk opportunities and risks to revenue targets.
Partner with Sales leadership to understand forecast gaps and develop plans to address them.
Analyze channel, partner, and distributor performance, including partner-sourced pipeline, partner productivity, and distributor sell-through, and recommend ways to grow the partner ecosystem.
Lead annual and quarterly quota setting, territory design, and sales capacity planning in alignment with the fiscal-year planning calendar.
Model, design, and administer sales compensation plans with Finance and HR, including analysis of plan cost, attainment distribution, and new-hire ramp policies.
Support pricing and packaging decisions through analysis of deal size, discounting, win rates, and competitive positioning.
Analyze product and license usage data, including migration volumes and license utilization, to identify expansion, renewal, and churn signals.
Own the revenue technology roadmap and direct administration of Salesforce.com and other revenue platforms, working hands-on when needed while delegating day-to-day administration.
Lead the design and implementation of system features, functionality, and processes, and provide technical options and estimates for change requests.
Evaluate, deploy, and support technology solutions and integrations that improve productivity, data quality, and reporting.
Ensure systems capture the data needed for reporting, analysis, and forecasting, and document platform best practices to maintain data integrity.
Partner with Marketing, Sales, and Support Operations to deliver scalable solutions.
Streamline revenue processes, eliminate inefficiencies, and automate manual workflows.
Establish standardized definitions, methodologies, and data governance practices to ensure revenue data is accurate, consistent, and reliable.
Lead cross-functional initiatives that improve revenue productivity, efficiency, and scalability.
Lead, mentor, and develop the Revenue Operations team, initially including Salesforce and systems administration support; shape the team’s structure and skill mix as the function grows and set priorities aligned with company and revenue objectives.
Present revenue performance, trends, risks, and opportunities to senior leadership.
Translate data into clear recommendations for technical and non-technical audiences while serving as a trusted advisor.
Balance multiple strategic initiatives with immediate business needs.