Senior Director, Revenue Operations (Onsite)

Uniphore • Palo Alto, CA

10d • $232,900 - $291,100 • Onsite

About The Position

Uniphore is hiring a Senior Director of Revenue Operations to drive growth, forecast predictability, and sales productivity. The role combines executive-level collaboration with hands-on operational execution, with a focus on expanding automation and AI use throughout Revenue Operations. Partnering with the SVP RevOps, the role owns the global forecasting process end to end and builds the operating discipline needed for a trusted, board-grade forecast. The position leads a small global team and is onsite in Palo Alto, California, with collaboration across time zones.

Requirements

• 12+ years of experience in Revenue Operations, Sales Operations, Commercial Operations, or Partner Operations, including close work with Marketing, IT, Legal, and Finance.
• Experience in enterprise sales involving multi-year TCV deals of $1M or more.
• Experience leading offshore or global teams to high-performance standards.
• A track record of owning a company-level forecast and measurably improving forecast accuracy, linearity, and pipeline coverage through sustained operating cadence and inspection discipline.
• Deep experience in process improvement and automation, including hands-on use of AI tools to redesign revenue workflows and demonstrated results from deploying them.
• Experience creating and executing four-quarter roadmaps with speed and urgency.
• Experience integrating Sales Operations, Commercial Operations, and Partner Operations data and processes following acquisitions.
• Experience working with dashboards such as Tableau or Power BI.
• 7+ years working with SVP-, VP-, CRO-, or CFO-level individuals to support bookings targets, including presenting forecast and pipeline outlooks to executive staff and the board.
• 5+ years of prior experience in SaaS, AI/ML, or cybersecurity.
• Very strong skills in Excel, Salesforce, and day-to-day operations.
• Daily, fluent use of AI in the flow of work, including LLMs, agents, copilots, and AI features in Salesforce, CPQ, and BI tools; working understanding of capabilities, limitations, leverage, and the need for human validation.
• Ability to define and execute a process-based organizational vision.
• Outstanding communication, presentation, and storytelling abilities to influence Sales with a soft touch.
• Ability to thrive in fast-paced, dynamic environments with ambiguity.
• Forecasting judgment, including holding sales leaders accountable using data, identifying risk early, and serving as a trusted, unbiased voice on expected quarter outcomes.
• Ability to work effectively across time zones with colleagues and sales leaders in other regions.

Nice To Haves

• Experience with consumption-based business models.

Responsibilities

• Finalize the annual sales compensation plan with the SVP RevOps and manage sales calculations, including PCR, territory assignments, and quota calculations.
• Own accurate, timely, automated monthly sales commission processing using Everstage; model commissions for annual plan design and conduct monthly commission forecasting with Finance.
• Support annual sales planning, including quota setting, territory design, and the operating cadence for the sales organization.
• Serve as the business lead for CPQ, working with systems, product operations, and revenue systems on product launches, pricing, and making DealHub easier for Sales to use.
• Define and implement deal desk processes, policies, and automations to accelerate commercial velocity; support non-standard deal reviews and approvals, improve discount approval thresholds, streamline contract negotiation with Legal, and address workflow bottlenecks.
• Audit purchase orders, contracts, quotes, and opportunities to ensure closed-won orders are accurate and transmitted to billing operations.
• Lead a team responsible for regional pipeline management, lead conversion, opportunity data health, and forecasting with sales leaders.
• Improve execution processes through automation and AI, and establish operating cadence and rigor in country-based Sales and Marketing teams to achieve KPIs and provide last-mile enablement.
• Define and roll out deal qualification and selling methodologies with Sales Leadership, Revenue Systems, and Revenue Enablement.
• Own weekly, monthly, and quarterly forecast cadence across regions and segments with the SVP RevOps, including call-to-close accuracy, commit/upside/pipeline definitions, deal inspection standards, and a single source of truth.
• Publish forecast accuracy scorecards by leader and region, conduct post-quarter variance reviews, and coach sales leaders to forecast using evidence such as stage exit criteria, MEDDPICC-style qualification, and close-date hygiene.
• Partner with Finance on bookings and revenue reconciliation and introduce AI or predictive scoring to complement leader-submitted judgment.
• Improve and measure data health across systems of record and provide non-standard reporting while worldwide BI teams develop Tableau reporting.
• Support the partner portal, deal registration, MDF/Co-Op, and annual development of partner program guides and policies.

Benefits

• Annual incentive opportunity based on target achievement.
• Pre-IPO stock options.
• Medical, dental, and vision benefits.
• 401(k) with a match.
• Generous paid time off.
• Paid holidays.
• Paid day off for your birthday.
• Other paid leave policies to support employees through all phases of life.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed