Director, Revenue Operations

Interested in a career that bridges the gap between Supply Chain and Technology?

Elemica, a global leader in digital supply chain automation, is seeking experienced Director of Revenue Operations to strengthen the processes, planning, and insights that support our global commercial organization. 

Our Values

At Elemica, we believe that embodying our values is essential for all team members. These qualities show up in our interactions with each other, our clients, and our collective community:

• Curiosity – we delight in the discovery of new challenges and feel compelled to solve them
• Integrity – We are relatable and trustworthy; steadfast in our commitment to our colleagues, clients, and partners
• Accountability – We show up and deliver measurable, meaningful business value. Consistently.
• Passion – We have a shared enthusiasm for transforming our clients’ supply chain

What’s In It For You?

• Customer-centric work
• Cutting-edge supply chain technology and innovation
• Flexible work locations
• Competitive compensation packages
• Inclusive parental leave policy that supports all parents and careers
• Personal and pet insurance options
• Flexible time off and paid holidays
• 401k and bonus program
• Wellness and mental health initiatives
• Generous employee referral bonus program
• Fun work environment

Roles & Responsibilities

You will lead day-to-day Revenue Operations across Sales and Marketing, partnering closely with Client Service, Finance, and Sales Enablement. Your priorities will include leading a team, improving forecast reliability, strengthening pipeline management, coordinating sales planning and compensation processes, and turning performance data into actionable recommendations. 

As a trusted partner to commercial leadership, you will bring structure to business reviews, challenge assumptions constructively, and ensure agreed actions are completed. This is a hands-on leadership role for someone who combines analytical skills with sound commercial judgment and the confidence to influence senior stakeholders. 

What You’ll Do

Forecasting and Commercial Reviews 

• Own the sales forecasting process, including submission timelines, data validation, consolidated reporting, and review preparation

• Lead weekly forecast meetings and coordinate monthly performance reviews and quarterly business reviews

• Work with sales leaders to assess deal progress, identify risks, and improve forecast accuracy

• Track decisions, commitments, and follow-up actions, escalating unresolved issues when needed

• Partner with Client Service and Finance to incorporate renewal and expansion visibility into commercial reporting

Pipeline Management and Sales Performance 

• Establish consistent opportunity stages, qualification criteria, and forecast definitions

• Monitor pipeline coverage, conversion rates, deal slippage, sales-cycle length, and quota attainment

• Translate performance analysis into practical recommendations for sales leaders

• Improve CRM data quality and hold teams accountable for agreed reporting standards

• Support deal reviews and the development of credible close plans for significant opportunities

Sales Planning and Incentive Compensation 

• Coordinate annual and in-year sales planning, including territory design, account coverage, capacity modeling, and quota allocation

• Develop recommendations with Sales leadership and Finance based on productivity, hiring plans, and ramp assumptions

• Model incentive compensation options with Finance and HR for leadership approval

• Manage compensation processes, including plan documentation, communication, crediting rules, and payout validation

• Identify exceptions and recommend resolutions through the agreed approval process

Marketing Operations and Sales Management 

• Oversee Marketing Operations processes and reporting in partnership with Marketing leadership

• Maintain clear lead definitions, scoring, routing, and Marketing-to-Sales handoff standards

• Monitor campaign contribution, funnel conversion, and pipeline generation

• Identify gaps in lead follow-up and work with Marketing and Sales to improve execution

• Partner with GTM Technology on marketing automation, data quality, and campaign reporting

Revenue Reporting and Analysis 

• Maintain dashboards covering new business, renewals, expansion, and commercial productivity

• Align metric definitions and reporting with Finance and the relevant business owners

• Provide clear analysis of performance against plan, highlighting risks, opportunities, and recommended actions

• Prepare materials for commercial leadership reviews and contribute to executive and board reporting

• Help stakeholders use reporting consistently to guide decisions and priorities

Processes, Technology, and Enablement 

• Define business requirements for improvements to Salesforce, reporting, and commercial workflows

• Drive adoption of agreed processes and tools across commercial teams

• Improve deal approvals and customer handoffs with Finance, Legal, and delivery teams

• Work with Sales Enablement to address process and capability gaps identified through performance reviews

Team Leadership and Collaboration 

• Lead and develop a team of at least three direct reports, providing day-to-day guidance, setting priorities, managing performance, and ensuring effective execution of Sales Operations responsibilities

• Set clear priorities, responsibilities, and service expectations

• Coach and develop team members while remaining closely involved in execution

• Build effective working relationships across Sales, Marketing, Client Service, Finance, and Enablement

• Balance improvement initiatives with reliable day-to-day operational support

What You Bring

• 7+ years of progressive experience in Revenue Operations, Sales Operations, or related commercial operations within enterprise B2B software or SaaS

• Experience in supply chain technology, enterprise integration, or software serving clients in manufacturing and/or logistics is very highly preferred

• Experience leading a team or significant cross-functional operational initiatives

• Demonstrated ownership of forecasting, pipeline reporting, sales planning, and incentive compensation processes 

• Experience with Marketing Operations, funnel measurement, and Marketing-to-Sales alignment

• Understanding of recurring-revenue business models, including renewals, expansion, and retention

• Experience supporting complex enterprise sales cycles; international experience is an advantage

• Strong analytical and financial modeling skills, with the ability to turn data into practical recommendations

• Strong working knowledge of Salesforce and familiarity with marketing automation and business intelligence tools

• The confidence to lead discussions with senior stakeholders, challenge assumptions respectfully, and follow through on commitments

• A hands-on approach, strong organizational skills, and sound judgment when balancing competing priorities

What Success Looks Like 

Expectations: First 90 Days

• Assess current forecasting, pipeline, compensation, reporting, and lead-management processes

• Establish a consistent commercial review schedule with clear ownership and action tracking

• Agree baseline performance measures and immediate improvement priorities with leadership

• Clarify responsibilities across Revenue Operations, GTM Technology, and Sales Enablement

• Present a practical, prioritized improvement plan

Expectations: First Year

• More reliable forecasts and earlier visibility into commercial risks

• Stronger pipeline discipline and more consistent CRM data

• Timely, clearly documented territory, quota, and compensation processes

• More effective Marketing-to-Sales handoffs and better funnel visibility

• Reporting that helps leaders make informed decisions and take action

• Measurable improvements against agreed operational targets

• Consistent follow-through on commitments made in commercial reviews

Who We Are

Elemica is a leading provider of Digital Supply Chain Management solutions and the premier multi-enterprise collaboration network for global process manufacturing industries. Its portfolio of SaaS-based, network-powered digitization and visibility solutions automate critical information flows, enable multi-channel data strategies, and improve end-to-end supply chain performance. Elemica solutions connect many of the world’s largest manufacturers to their direct material suppliers, logistics service providers and end customers, helping them realize the promise of, and return on, their investments in supply chain digitization. Today, global leaders—including Arkema, BASF, Continental, Dow, Goodyear, Michelin, and Shell—use Elemica, driving over $1 trillion in commerce annually.

It is the responsibility of all Elemica employees to ensure the security, availability, processing integrity, confidentiality, and privacy of Elemica systems and data and the data of our customers. Using best practices in these areas, all Elemica employees will observe a ‘security first’ approach to their daily responsibilities. All employees are accountable for securing their work devices, work areas, and communications in the execution of their daily duties.

Our use of artificial intelligence in hiring

We use AI-assisted tools to support parts of our recruitment process. These tools help us manage application volume, but no hiring decision is made by AI alone. Your rights: You have the right to request human review of any AI-assisted assessment of your application. You may also request information about how AI was used in evaluating your candidacy and contest any decision that was influenced by automated processing. To exercise these rights or ask questions about our use of AI in recruitment, contact: [email protected].