The Director of Revenue Operations leads a high-impact team, driving sales productivity through planning, analytics, compensation management, and cross-functional collaboration while overseeing operational excellence.
The Director of Sales Operations oversees key functions that drive sales productivity and efficiency, including business planning, reporting, data analytics, market research, quota management, process optimization, and the design and administration of incentive compensation. The Director oversees a high-impact team that includes Sales Operations Business Partners, Incentive Compensation, and Analytics & Reporting, and is responsible for driving operational excellence across all levels of the GTM organization.
Major Responsibilities:
- Sales Planning & Operational Execution: Lead the annual sales planning process, aligning GTM strategy, budget, headcount, incentives, quotas, and territories. Translate executive strategy into actionable operating models, capacity plans, and performance metrics. Establish repeatable, well-structured planning and execution rhythms to ensure continuity and clarity.
- Forecasting, KPI Design & Sales Analytics: Define and refine global forecasting methodology to deliver accuracy, consistency, and confidence across the revenue organization. Develop a unified KPI framework that drives sales productivity and aligns teams on leading success indicators. Ensure reporting, dashboards, and analytics highlight key performance trends to inform coaching, resource allocation, and strategic decisions. Foster a culture of transparency, accountability, and cross-functional collaboration.
- Incentive Compensation, Territory & Quota Management: Oversee incentive compensation plans that motivate performance, manage costs, and align with company goals. Maintain equitable and scalable territory and quota methodologies to support growth and market coverage. Drive change management and adoption of compensation, coverage, and quota adjustments across teams.
- Team Leadership & Functional Ownership: Build and lead a world-class Sales Operations organization, including global incentive strategy, quota/territory governance, and commission operations. Oversee Sales Operations Business Partners embedded within business units to support execution. Lead Analytics & Reporting teams focused on KPI definition, forecasting models, sales dashboards, and behavioral analytics.
- Cross-Functional Leadership & Executive Partnership: Partner with Finance, HR, Product, Marketing, and Sales leaders to align strategic and operational plans. Provide executive and board-level insights, reporting, and scenario modeling that connect execution to company performance.
Education and Experience:
- Bachelor’s degree in Business, Finance, or a related field; advanced degrees or professional certifications are a plus
- Proven track record in sales operations, sales management, or related roles, ideally within a DaaS or SaaS organization
- Demonstrated expertise in designing and administering sales incentive compensation programs, including performance-based plan development and execution aligned to strategic objectives
- Strong analytical, problem-solving, and project management skills, with advanced proficiency in Google Sheets and Microsoft Excel
- Proficient in CRM and sales technology platforms, notably Salesforce
- Skilled in data analytics and business intelligence tools such as Power BI
- Exceptional leadership and team management capabilities
- Excellent communication, collaboration, presentation, and interpersonal skills
- Results-oriented with a consistent record of meeting or exceeding sales targets
Lightcast is a global leader in labor market insights with headquarters in Moscow (ID) with offices in the United Kingdom, Europe, and India. We work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, our institutions and companies, and our communities. Lightcast is proud to be an equal opportunity workplace and is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Lightcast has always been, and always will be, committed to diversity, equity and inclusion. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.
Top Skills
Google Sheets
Excel
Power BI
Salesforce
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