Senior Director, Revenue Operations & Analytics

BRAINS AND MOTION EDUCATION•San Francisco, CA

1d•$135,000 - $160,000•Remote

About The Position

BAM is building its Revenue Operations function from the ground up; this role will design the foundation, not inherit it. The Senior Director of Revenue Operations & Analytics is the strategic owner of BAM’s sales operating system — process, data, technology, and performance management. This role leads a team of 9 direct reports, partners closely with Sales leadership and cross-functional stakeholders (including C-suite), and builds scalable foundations that improve forecast confidence, pipeline quality, field productivity, and decision velocity. The Senior Director owns the forecast, drives the operating rhythm, and powers the growth engine of the organization. This role does not carry an individual sales quota but is directly accountable for the operational infrastructure that enables the sales organization to perform.

Requirements

8+ years in Sales Ops/Revenue Ops, (preferably in K–12/education or services operations with multi-level team leadership) and has led the build-out and scale-up of Sales Ops teams, processes, and tooling in B2B services, partnering closely with go-to-market, Finance, and Operations.
Demonstrated experience interfacing with key senior leadership.
K–12 and afterschool program experience strongly preferred.
Expert in commercial modeling, problem solving, and executive-ready data storytelling.
Deep literacy in Salesforce (or similar CRM) and BI/analytics tools; owns architecture and standards while others execute configuration and integrations.
Proven expertise with territory/quota design, forecast governance, pipeline management, compensation design, and change management.
Clear, concise, and credible with senior leaders; able to drive alignment and adoption across functions.
Bachelor's degree required

Nice To Haves

Master's degree or relevant certifications preferred.
Salesforce/BI certifications; process improvement background; experience applying AI tools to sales ops or analytics workflows.

Responsibilities

Set the vision and operating model for Sales Operations. Translate company goals into clear plans across capacity, territories, quotas, motions, and policies that enable predictable growth.
Define the forecast methodology and stage/exit criteria. Establish pipeline quality standards and coaching guardrails that improve visibility, prioritization, and outcomes.
Own the KPI framework and single source of truth across the funnel. Deliver executive-ready analysis and recommendations that drive focus, investment decisions, and course corrections.
Own the CRM/BI roadmap, data standards, and governance (fields, validations, SLAs). Prioritize and accept work delivered by the Business Analyst/admin; ensure adoption and scale.
Own the modeling, mechanics, and documentation of compensation plans and incentives — built to the CRO-defined strategy and Finance guardrails. Gather input from field managers and reps, present recommendations for alignment and sign-off, and lead rollout, administration, and ongoing governance.
Own the methodology, data models, and annual realignment mechanics for territories and quotas. Build scenarios using market potential, install base, and rep capacity. Maintain documented rules and a fair change-control process — final alignment and approvals coordinated with the CRO.
Define deal readiness checklists, approval thresholds, and pricing/term guardrails in partnership with Sales leadership. Exceptions and escalations coordinated with the CRO.
Partner with Marketing, Finance, Customer Success/Operations, and Product on lead quality, bookings/revenue tie-out, capacity planning, and feedback loops that improve execution.
Work with Sales Enablement to operationalize processes and playbooks, drive manager coaching, and increase consistency and quality across the field.
Lead and develop a team of 9 direct reports, including Business Analysts (Salesforce/BI) and Sales Ops/Biz Ops Admins. Set goals, establish operating norms, coach career growth, manage capacity, and elevate the function from tactical support to a proactive, insights-driven partner. Build trusted, influence-based relationships with Sales leaders and cross-functional partners to drive alignment and adoption.