Director, Revenue Operations

Peak Technologies•Littleton, MA

About The Position

Lead Peak Technologies’ Sales Operations function, including sales planning, forecasting, compensation program management, performance reporting, Salesforce effectiveness, and leadership of Sales Operations Support (SOS) and commercial pre-sales support. Partner with the Chief Revenue Officer, sales leaders, and Financial Planning and Analysis (FP&A) to strengthen sales execution, improve productivity, and support revenue and margin goals. Establish consistent processes, reliable reporting, and effective commercial support across assigned teams. The role supervises and develops assigned Sales Operations, SOS, and commercial pre-sales support personnel, including managers or team leads where applicable. It exercises independent judgment in planning, reporting, commercial support, resource allocation, and issue resolution, while coordinating quota, compensation, and incentive recommendations with appropriate leaders and working within established policies and delegated authority. Peak Technologies has provided end-to-end enterprise mobility, managed services, printing, and mobile data capture solutions for more than 35 years. The company describes its approach as collaborative and service-oriented, promoting a “One Peak” approach to supporting sellers, customers, and internal business partners.

Requirements

Eight or more years of progressive experience in sales operations, commercial operations, or related functions, including sales planning, forecasting, and performance analysis.
Five or more years of experience leading teams, including responsibility for staffing, performance management, and employee development.
Demonstrated experience managing sales forecasting, quota and financial planning, sales compensation programs, and commercial support workflows.
Experience driving Salesforce adoption, data quality, reporting, and process improvements; familiarity with ERP, quoting, and business intelligence tools.
Strong analytical skills, including the ability to translate sales, financial, and activity data into actionable reporting, QBR materials, and performance recommendations.
Working knowledge of pricing, gross margin, sales incentive structures, and approval controls.
Proven ability to standardize processes and improve service quality, productivity, and operational efficiency.
Strong communication, stakeholder management, and problem-solving skills.
Ability to lead change, manage competing priorities, and establish accountability across distributed teams.
Collaborative, service-oriented leadership style with sound business judgment and a continuous improvement mindset.
Ability to read and interpret documents, procedure manuals, and correspondence from internal and external sources.
Ability to speak effectively individually and before groups of external customers and employees at various organizational levels.

Nice To Haves

Bachelor’s degree in Business Administration, Operations Management, Finance, or a related field; equivalent relevant experience may be considered.
Experience supporting a technology reseller, distributor, systems integrator, or technology services organization.

Responsibilities

Manage the weekly sales forecast call process, templates, and cadence in coordination with FP&A and Sales SVPs.
Lead the annual sales quota and financial planning process with sales leaders and FP&A.
Lead annual sales compensation plan design and implementation with Sales, Finance, and HR; monitor related KPIs and plan effectiveness.
Manage monthly sales KPIs, leaderboards, and productivity reporting, providing actionable insights to sales leadership.
Participate in preparing, reporting, and facilitating sales quarterly business reviews (QBRs).
Implement Salesforce best practices covering adoption, data quality, reporting, and consistent sales processes.
Facilitate development and implementation of annual or quarterly SPIFFs and other revenue acceleration programs.
Support sales performance inspection at representative and regional levels by providing RVPs with sales data, activity reporting, and performance insights.
Lead SOS and commercial pre-sales support personnel, setting responsibilities, performance expectations, and accountability.
Develop staffing, workload allocation, coverage, and training plans aligned with business needs and sales activity.
Oversee quote preparation and commercial support workflows to improve accuracy, responsiveness, and turnaround time.
Ensure quotes and supporting documentation reflect approved pricing, applicable terms, and required internal approvals.
Coordinate with Procurement and vendor partners on pricing, product availability, lead times, and information needed for customer opportunities.
Standardize sales support procedures, documentation, escalation paths, and handoffs across assigned teams and business units.
Partner with Sales, Finance, Procurement, and service delivery teams to resolve commercial issues and support accurate transitions from quotation to order execution.
Monitor support service levels, quote turnaround, accuracy, backlog, productivity, and rework, and use findings to improve workflows and resource allocation.
Partner with IT and business stakeholders to improve Salesforce, ERP, quoting tools, reporting, and automation for sales and commercial operations.
Manage escalated support issues, identify root causes, and implement corrective actions.
Coach and develop employees and people leaders, supporting performance management, succession planning, and organizational effectiveness.
Provide leadership with reporting on operational performance, resource needs, risks, and improvement priorities.
Oversee staffing, workload allocation, goal setting, coaching, performance evaluation, and employee development for assigned personnel.
Evaluate sales, operational, and financial information to recommend improvements and support leadership decisions.
Promote a collaborative “One Peak” approach to supporting sellers, customers, and internal business partners.