[Hiring] Director, Revenue Operations @Calabrio

Role Description

Americas field operations is how the region plans, sells, and forecasts. This leader owns that function end to end and serves as the operational right hand to the Americas CRO, with responsibility for territory and quota execution, sales operations, order operations and partner operations across the region.

This is a hands-on leadership role with significant scope. The Americas business is in the process of consolidating onto a unified CRM platform and this role owns much of the operational cleanup and process rebuild that follows, while the region carries its largest target to date. The right person is energized by building something rather than maintaining it.

Key Responsibilities

• Forecast discipline: Pipeline hygiene, forecast accuracy, and the weekly cadence behind both.
• Territory and quota execution: Design, assignment, coverage modeling, and in-year adjustments across the Americas.
• Sales operations: Territory execution, forecasting cadence, and CRM/sales systems support for the field.
• Commercial operations: Quote-to-order execution, booking accuracy, and cycle time.
• Partner operations: Partner registration, deal flow, and channel operational support.
• Reporting & Analytics: Own the regional reporting and analytics strategy, delivering timely insights on pipeline, forecast, productivity and revenue performance to support executive decision-making, operational excellence and global planning activities.
• Partnership with the Americas CRO: Translate regional priorities into operational plans with named owners and dates, represent field operations in regional leadership forums, and surface risk early with the context needed to act on it.
• Team leadership: Lead, develop and build depth across the Americas field operations team. Every recurring process carries a documented procedure and named coverage.
• Global alignment: Partner with the global Revenue Operations centers of excellence across planning, analytics, compensation and systems.

Qualifications

• 8+ years in revenue or sales operations, including 3+ years leading a regional field operations team.
• Territory and quota design at scale in a global enterprise software business.
• Proven ability to design, implement and scale operational processes, governance and documentation standards in environments undergoing transformation.
• Experience as the operations counterpart to a CRO or regional sales leader.
• Strong Salesforce skills; fluent with planning and analytics tooling such as Anaplan or equivalent.
• Hands-on experience with sales engagement platforms such as Outreach or Gong.
• High attention to detail. Owns forecast and quota numbers as source of truth, zero tolerance for error.
• Executive presence. Credible in front of the C-suite, comfortable running and presenting in executive-level meetings.
• Demonstrated success leading operational teams through complex systems implementations, mergers, acquisitions and organizational change.
• Proven ability to influence, collaborate and drive results across geographically dispersed teams, regions and time zones.
• Bachelor's degree required.

Benefits

• Global team recognized for their passion and innovation.
• Innovative product culture and project exposure.
• Training and development from industry-leading experts.
• Cutting edge benefit programs that include: 401(k) with company matching; medical, dental, and vision insurance; disability and life insurance; flexible PTO; paid holidays and parental leave; tuition reimbursement and more.
• Market competitive pay and benefits based upon the candidate’s skills, experience, and qualifications. Base salary will be starting at $153,000.