Sr. Director, Segment Management

RELX•Dayton, OH

1d•$156,700 - $290,900•Hybrid

About The Position

This is a hybrid role. Team members are required to be in the Miamisburg, Ohio office weekly on Wednesday, Thursday & Friday. Reporting to the Vice President and General Manager, the Senior Director of Revenue Strategy & Operations is responsible for developing and executing the commercial strategies, operational capabilities, and revenue optimization initiatives that drive profitable growth across the business segment. This leader serves as a strategic partner to Sales, Product, Finance, Marketing, Legal, and Customer Success to improve revenue performance throughout the customer lifecycle. The role owns pricing and packaging strategy, commercial planning, Deal Desk operations, revenue analytics, sales technology enablement, and go-to-market optimization while ensuring the organization has the processes, insights, and capabilities necessary to achieve revenue and profitability objectives.

Requirements

Bachelor's degree; MBA or other advanced business degree preferred.
8+ years of progressive experience in Revenue Operations, Commercial Strategy, Sales Operations, Pricing, or related leadership roles within a B2B SaaS or technology organization.
Demonstrated success leading initiatives that improve revenue growth, commercial performance, or operational efficiency.
Experience developing pricing strategies, commercial policies, and deal governance processes.
Strong understanding of SaaS business models, recurring revenue metrics (ARR, MRR, NRR, GRR), sales pipelines, forecasting, and revenue drivers.
Experience building executive dashboards and translating business data into strategic recommendations.
Proven ability to influence senior leaders and drive cross-functional initiatives across Sales, Finance, Product, Marketing, Customer Success, and Legal.
Excellent analytical, financial, communication, and executive presentation skills.
Demonstrated ability to lead organizational change and manage complex strategic initiatives.

Nice To Haves

Experience within Legal Technology, Legal Services, Information Services, or other enterprise SaaS organizations.
Familiarity with CRM, CPQ, pricing, forecasting, and revenue intelligence platforms.
Knowledge of LexisNexis products, commercial processes, and supporting business systems.

Responsibilities

Lead the development and execution of commercial strategies that maximize annual recurring revenue (ARR), customer acquisition, renewal performance, and long-term revenue growth.
Develop and continuously refine pricing and packaging strategies that improve market competitiveness, product adoption, and revenue realization.
Partner with Sales leadership to define annual and quarterly commercial priorities, including new business acquisition, expansion, renewal, and cross-sell strategies.
Identify revenue growth opportunities through market analysis, customer insights, competitive intelligence, and performance analytics.
Evaluate commercial risks and opportunities, recommending strategic actions that improve revenue performance while supporting long-term business objectives.
Lead the Deal Desk and Pricing function, ensuring consistent governance of pricing, discounting, commercial approvals, and deal structures.
Partner with Sales, Finance, and Legal to streamline contracting, approvals, and commercial workflows while improving sales velocity and customer experience.
Drive continuous improvement of revenue-related business processes, sales policies, and operational efficiency.
Lead implementation and adoption of sales technologies and automation that improve productivity, forecasting accuracy, and pipeline management.
Establish executive dashboards and KPI reporting that provide leadership with actionable visibility into bookings, ARR, renewals, pipeline health, pricing performance, win rates, sales productivity, and overall commercial performance.
Analyze business performance to identify revenue trends, risks, opportunities, and recommended actions.
Partner with Finance on forecasting, business planning, and financial performance analysis to support strategic decision-making.
Develop commercial playbooks that enable consistent execution across new business, renewals, and strategic account growth.
Gather competitive intelligence and market insights to inform pricing, positioning, and sales strategies.