Senior Director, Revenue Operations (Onsite)

Uniphore • Palo Alto, CA

8d • Onsite

About The Position

Uniphore is seeking a senior Revenue Operations leader to drive growth, forecast predictability, and sales productivity. The Senior Director will balance executive-level collaboration with hands-on execution and advance automation and AI throughout Revenue Operations. Partnering with the SVP RevOps, this role owns the global forecasting process end to end and establishes the operating discipline needed to produce a trusted, board-grade forecast while efficiently scaling the revenue engine. The position leads a small global team and is based onsite in Palo Alto, California, requiring effective 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 businesses selling multi-year TCV deals of $1M or more.
• Experience leading offshore or global teams to high-performance standards.
• 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 four-quarter roadmaps and executing them with speed and urgency.
• Experience integrating Sales Operations, Commercial Operations, and Partner Operations data and processes following an acquisition.
• Experience with dashboards such as Tableau or Power BI.
• 7+ years working with SVP-, VP-, CRO-, or CFO-level individuals to achieve 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 use of AI in the flow of work, including LLMs, agents, copilots, and AI features in Salesforce, CPQ, and BI tools; working understanding of their capabilities, limitations, leverage, and need for human validation.
• Leadership ability to define and execute a process-based vision for the organization.
• 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 comfort holding sales leaders accountable using data, calling risk early, and serving as a trusted, unbiased voice on the quarter's outlook.
• 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 ongoing 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 execute monthly commission forecasting with Finance.
• Support annual sales planning with the SVP RevOps, including quota setting, territory design, and the operating cadence for the sales organization.
• Serve as the business lead for CPQ, making DealHub easy for Sales to use, and work with systems, product operations, and revenue systems on product launches, pricing, and quoting improvements.
• Define and implement deal desk processes, policies, and automations to accelerate commercial velocity while supporting non-standard deal reviews and approvals.
• Improve discount approval thresholds and streamline contract negotiation support with Legal; identify bottlenecks and implement improved workflows.
• Audit purchase orders, contracts, quotes, and opportunities to ensure accurate closed-won orders are transmitted to billing operations.
• Lead regional pipeline management, lead conversions, opportunity data health, and forecasting with sales leaders to maximize execution accuracy, speed, and reliability.
• Continuously improve processes through automation and AI, and drive operating cadence, rigor, and last-mile enablement across country-based Sales and Marketing teams.
• Define and roll out deal qualification and selling methodologies with Sales Leadership, Revenue Systems, and Revenue Enablement.
• Own the 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 where worldwide BI teams are still developing 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 company 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