Senior Director, Revenue Operations

Mimecast•USA - FL - Remote, FL

4d•$184,000 - $276,000

About The Position

Mimecast started in email security and is a recognized leader in it. However, Mimecast has evolved beyond email security through strategic acquisitions and organic development, establishing a connected Human Risk Management platform. This platform encompasses email security, insider risk management, security awareness training, digital communications governance, and AI-powered threat intelligence. Mimecast protects over 42,000 organizations globally, addressing the human layer as a significant attack surface in cybersecurity, which requires more than just point products. The Senior Director, Revenue Operations will be responsible for setting the strategy and leading the execution of how Mimecast contracts and bundles its products and plans. This role operates at the intersection of Sales, Finance, Product, Legal, and IT/GTM Business Systems. The objective is to ensure that contracting, licensing, and bundling decisions deliver clear customer value, increase revenue, and simplify business interactions for customers and partners, while maintaining data integrity within Salesforce.com and downstream reporting systems. Reporting to the SVP, Revenue Operations, this individual will own the strategic roadmap for MSP modernization, new product introductions, and the necessary systems and process changes to support new pricing and billing models. Key responsibilities include setting direction, driving cross-functional alignment, and presenting this workstream to senior and executive stakeholders.

Requirements

10+ years of experience in Deal Desk, Sales or Revenue Operations, contracts, or GTM Business Systems, including several years in a senior leadership capacity, ideally within a SaaS or subscription-based business.
A proven track record of setting strategy and driving cross-functional execution with executive stakeholders.
Deep understanding of Salesforce.com, including CPQ and opportunity and quote objects, and how contract structure affects ARR and reporting accuracy.
Experience supporting channel and MSP business models, including portal-based quote-to-order processes.
Demonstrated ability to lead and influence across Sales, Finance, Product, Product Marketing, Legal, and IT/Business Systems without direct authority.
Strong analytical and process-design skills, with the ability to simplify complex contract and licensing structures at scale.
Experience leading new product launches, pricing model changes such as consumption-based billing, or platform migrations.

Nice To Haves

Experience with RCA and/or NetSuite ERP is a plus.

Responsibilities

Operationalize how Mimecast contracts and bundles products and plans, focusing on customer value, simplicity, transparency, accurate reporting, and ease of doing business.
Lead efforts to streamline how Mimecast licenses new customers, migrates existing customers, and processes expansions and amendments in its systems.
Partner with Product as the Revenue Operations conduit for field and customer feedback, helping shape bundling strategies that drive revenue, customer value, and retention.
Simplify quotes and contracts through standardized structures and outputs that clearly communicate unit measures, duration, value, and other key terms.
Own the design and implementation of updated pricing and billing models, including a move toward consumption-based models for MSPs, standard resellers, and direct customers.
Partner with Product to improve contract and bundle structures and develop prescriptive plays that make it easier for internal teams, customers, and partners to do business.
Work with Deal Desk to operationalize promotions and provide strategic oversight for effective monitoring and execution.
Own go-to-market readiness for new and acquired product introductions, partnering with Product and Product Marketing leadership to ensure contracting, licensing, and quoting readiness ahead of launch.
Work with IT, Finance, and GTM Business Systems to align quoting processes with reporting so ARR and other critical measures are represented accurately in Mimecast's systems of record.
Align with Licensing and Renewals and Deal Desk to develop and maintain clear licensing and renewal playbooks, guiding licensing teams on the appropriate approach for each deal type.
Partner with IT to automate pricing plays and generate quote outputs that support strong outcomes for customers and Mimecast while reducing manual intervention from sales representatives.
Provide guidance on pricing calculations for complex transactions, including migrations and bundle upgrades, so the field can clearly represent the offering's value to customers.
Partner with Legal, Finance, and Sales Operations leadership to ensure contract and licensing processes scale efficiently as deal complexity grows.
Serve as the escalation point and subject-matter authority for non-standard or complex licensing and renewal scenarios that fall outside existing playbooks.
Partner with IT/GTM Business Systems leadership to develop product and plan migration mechanisms, including quote generation for new bundles.
Incorporate End of Life (EOL) and End of Sale (EOS) considerations into migration and quoting mechanisms.
Define distinct quote output formats for partners and end users, ensuring pricing, bundling, and terms are presented appropriately for each purchasing motion.
Represent Revenue Operations in cross-functional contracting and licensing decisions, partnering with Product, Product Marketing, Enablement, GTM, Finance, Legal, and other Revenue Operations functions.
Influence Product, Finance, Legal, and IT/Business Systems roadmaps so contracting and licensing needs are reflected in planning, rollout, and ongoing maintenance.
Play a key role in licensing initiatives, including bundling, unbundling, and new product introductions.
Work closely with Mimecast Enablement and Operations teams to communicate changes and prepare GTM teams to execute contracting and licensing initiatives effectively.
Set direction, build alignment, and communicate progress, risks, and decisions to senior and executive stakeholders.