Senior Director of Revenue Operations

Pomeroy

4d•Onsite

About The Position

The Senior Director of Revenue Operations is a critical leadership role responsible for building and scaling a high-performing, data-driven revenue operating model. This individual will drive execution discipline, pipeline integrity, and forecast accuracy across the sales organization while enabling consistent, scalable growth. This role sits at the center of Sales, Services, Finance, and Marketing—ensuring alignment across teams and translating strategy into measurable outcomes. The ideal candidate is a hands-on operator who brings structure, insight, and accountability to the revenue engine.

Requirements

10+ years of experience in revenue operations, sales operations, or sales leadership roles.
Proven ability to build and scale revenue operating models in growth-oriented environments.
Strong expertise in forecasting, pipeline management, CRM systems, and sales analytics.
Experience driving sales enablement and improving seller productivity.
Ability to influence and align senior stakeholders across multiple functions.
Analytical mindset with strong business judgment and operational execution skills.

Nice To Haves

Hands-on operator with a strong bias for action
Brings structure, clarity, and accountability to complex environments.
Comfortable working across functions and influencing without direct authority.
Balances data-driven decision making with practical business insight.
Focused on outcomes, not just activity.

Responsibilities

Own and lead the revenue operating cadence, including pipeline reviews, forecast calls, and performance inspections.
Drive pipeline integrity by ensuring accurate qualification, stage progression, and data hygiene across all opportunities.
Establish and maintain bottoms-up forecasting discipline, improving predictability and visibility into revenue performance.
Identify pipeline gaps and develop actionable plans to improve coverage, conversion, and overall sales productivity.
Build executive-level reporting and dashboards that provide clear, actionable insights into performance.
Implement and enforce consistent deal qualification frameworks (e.g., MEDDPICC/BANT) across the sales organization.
Partner with Sales and Services to ensure deal structures are aligned, commercially sound, and executable.
Lead deal inspection processes to improve win rates, reduce cycle times, and increase forecast accuracy.
Ensure all opportunities are appropriately qualified with clear next steps, risk identification, and realistic close expectations.
Lead sales enablement efforts with a focus on improving seller productivity and effectiveness.
Design and deliver targeted enablement programs based on pipeline insights, performance trends, and strategic priorities.
Accelerate onboarding and ramp for new sellers through structured programs and tools.
Drive adoption of sales methodologies, tools, and best practices across the organization.
Partner with Sales and Marketing leadership to define and operationalize GTM strategies, including segmentation, coverage models, and prioritization.
Align portfolio positioning with sales execution to drive growth across core and expansion offerings.
Support account planning rigor and ensure focus on high-value opportunities and target accounts.
Serve as a key partner to Services, Finance, and Marketing to ensure alignment on deal execution, capacity planning, and revenue expectations.
Collaborate with Finance on forecast alignment and performance tracking.
Work with Services leadership to ensure delivery considerations are incorporated into deal shaping and pipeline planning.