[Hiring] Senior Director, Revenue Operations @Frontline Education

Role Description

The Senior Director of Revenue Operations owns the revenue operating model behind how every Frontline sale and renewal gets quoted, booked, renewed, and reported. This role is accountable to the Vice President, GTM Operations for the policy, systems, and forecast integrity behind Frontline's new business and renewal revenue across all products and K-12 district customers.

• Set the strategy, annual plan, and budget for Revenue Operations.
• Act as a trusted advisor to Sales, Client Success, and Finance leadership.
• Lead two functions: a Revenue Operations service desk and a Deal Desk.
• Prioritize the renewal process and lead the transition from Salesforce CPQ to Revenue Cloud.
• Shift Revenue Operations from reactive to proactive problem-solving.

Qualifications

• Twelve or more years of progressive experience in revenue operations, sales operations, or deal desk roles.
• At least five years leading teams and at least three years leading managers or multiple teams.
• Experience running a renewals or deal desk function in B2B SaaS.
• Deep Salesforce experience across Sales Cloud and CPQ.
• Experience designing and governing territories, quotas, and compensation plans.
• Hands-on experience with Gong or similar revenue intelligence tools.
• Experience leading RFP or proposal teams in public sector or education markets.
• Executive communication skills.
• Experience in SaaS, particularly in EdTech or K-12.
• A bachelor's degree or equivalent professional experience.

Requirements

• Set the multi-year Revenue Operations strategy and roadmap.
• Own the revenue technology roadmap and spend across Salesforce, Gong, and adjacent tools.
• Set policy for quoting, discounting, pricing approval, booking, and renewal terms.
• Advise executives on pricing and packaging, territory and compensation design, and renewal strategy.
• Lead the Revenue Operations service desk and Deal Desk.
• Build the Deal Desk for renewals and RFPs.
• Define how quoting, ordering, amendments, and renewals should work in the future state.
• Represent Revenue Operations in the product launch process.
• Set data quality standards for account, contact, and opportunity data.
• Lead and develop the Revenue Operations team.
• Apply AI agents and automation to case triage, RFP drafting, renewal outreach, and data cleanup.

Benefits

• Personalized Time Off: Take time when it's needed most.
• Paid Sick Time: Separate, dedicated sick leave.
• Volunteer Time Off: Paid time to give back.
• Ten Paid Holidays: Enjoy meaningful moments throughout the year.
• World-Class Learning Access: Explore thousands of on-demand courses.
• Tuition Reimbursement: Invest in formal education.
• Wellness Initiatives: Company-sponsored programs for well-being.
• Employee Assistance Program (EAP): Confidential support for personal needs.
• Comprehensive Benefits: Health and financial benefits.
• Base salary range of $170,000-$195,000 per year.
• 401(k) with company match and Employee Stock Purchase Plan (ESPP).