Senior Director, Revenue Operations

Calabrio

About The Position

The Senior Director, Revenue Operations leads Americas field operations end to end, serving as a strategic and operational partner to the Americas CRO and as a member of the Americas leadership team. The role is responsible for territory and quota execution, sales operations, order operations, and partner operations across the region, and is accountable for the operational foundation supporting revenue performance. The Americas organization is consolidating onto a unified CRM platform while carrying its largest target to date. This leader will own substantial operational cleanup and process rebuilding, establishing reliable practices in a changing environment. The role also builds and leads a multi-layer field operations organization, develops managers and succession depth, and ensures recurring processes have documented procedures and named coverage. The position partners with global Revenue Operations centers of excellence across planning, analytics, compensation, and systems. Success requires earning trust across teams with different histories and ways of working, delivering through influence as well as authority, and working comfortably with sales teams, finance, executives, and colleagues across regions and time zones.

Requirements

At least 12 years of experience in revenue or sales operations.
At least 5 years leading multi-function regional field operations organizations, with managers reporting directly.
Experience designing territories and quotas at scale in a global enterprise software business.
Track record building processes and documentation in environments where little existed.
Experience as the senior operations partner to a CRO or regional sales leader for a large, multi-country business.
Strong Salesforce skills and fluency with planning and analytics tools such as Anaplan or equivalent.
Hands-on experience with sales engagement platforms such as Outreach or Gong.
High attention to detail and ownership of forecast and quota numbers as the source of truth, with zero tolerance for error.
Executive presence and credibility with the C-suite; comfortable leading and presenting in executive-level meetings.
Experience leading a team through a systems migration, merger, or organizational integration.
Comfort operating across regions and time zones.
Bachelor’s degree required.
Ability to design, implement, and scale operational processes, governance, and documentation standards in environments undergoing transformation.
Demonstrated success leading operational teams through complex systems implementations, mergers, acquisitions, and organizational change.
Ability to influence, collaborate, and drive results across geographically dispersed teams, regions, and time zones.

Nice To Haves

MBA or equivalent advanced degree.

Responsibilities

Maintain forecast discipline through pipeline hygiene, forecast accuracy, and a consistent weekly cadence.
Design and manage territory and quota assignments, coverage models, and in-year adjustments across the Americas.
Lead sales operations, including territory execution, forecasting cadence, and CRM and sales systems support for the field.
Oversee commercial operations, including quote-to-order execution, booking accuracy, and cycle time.
Lead partner operations, including partner registration, deal flow, and channel operational support.
Provide field-facing reporting for the region and Americas inputs into the global planning cycle.
Partner with the Americas CRO to translate regional priorities into operational plans with named owners and dates.
Represent field operations in regional and global leadership forums and surface risks early with actionable context.
Build and lead a multi-layer Americas field operations organization; develop managers and succession depth across functions.
Ensure recurring processes have documented procedures and named coverage.
Shape global Revenue Operations strategy in partnership with centers of excellence across planning, analytics, compensation, and systems.
Lead operational cleanup and process rebuilding associated with the region’s consolidation onto a unified CRM platform.