[Hiring] Senior 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 a strategic and operational partner to the Americas CRO and a member of the Americas leadership team, with responsibility for territory and quota execution, sales operations, order operations and partner operations across the region.

This is a senior leadership role with broad scope and direct accountability for the operational foundation behind the region's revenue performance. 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: Field-facing reporting for the region and the Americas inputs into the global planning cycle.
• Partnership with the Americas CRO: Translate regional priorities into operational plans with named owners and dates, represent field operations in regional and global leadership forums, and surface risk early with the context needed to act on it.
• Team leadership: Build and lead a multi-layer Americas field operations organization, developing managers and succession depth across every function. Every recurring process carries a documented procedure and named coverage.
• Global alignment: Shape global Revenue Operations strategy in partnership with the centers of excellence across planning, analytics, compensation and systems.

Qualifications

• 12+ years in revenue or sales operations, including 5+ years leading multi-function regional field operations organizations with managers reporting directly.
• Territory and quota design at scale in a global enterprise software business.
• Track record building process and documentation in environments where little existed.
• Proven experience as the senior operations partner to a CRO or regional sales leader for a large, multi-country business.
• 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.
• Has led a team through a systems migration, merger or organizational integrations.
• Comfortable operating across regions and time zones.
• Bachelor's degree required; MBA or equivalent advanced degree preferred.
• Proven ability to design, implement and scale operational processes, governance and documentation standards in environments undergoing transformation.
• 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.

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 $190,000.