Senior Director, Sales Operations

Partner closely with the Chief Revenue Officer, Americas, providing insights, analysis, and operational support to drive revenue growth across Cision, Brandwatch, and PR Newswire in the US, Canada and LATAM.
Collaborate with Sales, Marketing, and Customer Success leadership across all three brands to support integrated go-to-market strategies
Provide data-driven insights and recommendations on revenue performance, pipeline health, and growth opportunities
Support strategic planning sessions and operational aspects of business reviews with regional leadership teams

Lead quotas, headcount and territories planning processes for the Americas region
Support development of annual and quarterly business plans, quotas, and capacity models in partnership with regional leadership
Own in quarter revenue forecasting accuracy, providing leadership with insights on pipeline health, conversion metrics, and revenue attainment
Build models and analyses to support scenario planning and growth strategy evaluation
Create and maintain executive dashboards and reporting for business performance across all brands

Own and continuously improve the end-to-end revenue lifecycle from lead generation through customer expansion and renewal
Design and implement standardized sales processes and best practices while respecting unique brand requirements
Identify and resolve bottlenecks in the revenue funnel to improve conversion rates and sales cycle efficiency
Manage territory alignment, account segmentation, coverage models, and rules of engagement
Drive operational consistency and efficiency across the Americas sales organization
Lead change management efforts to drive adoption of new processes and methodologies

Develop and monitor sales performance metrics, dashboards, and KPIs
Analyze sales productivity data to identify opportunities for improvement in seller effectiveness and pipeline generation
Partner with Sales Enablement to ensure alignment between operational metrics and enablement initiatives
Provide insights on sales capacity planning, hiring needs, and organizational design
Support the development of sales plays and programs that drive revenue outcomes

Serve as the data steward for revenue-related metrics across Cision, Brandwatch, and PR Newswire in the Americas
Build analytical models to identify trends, opportunities, and risks across the customer journey
Deliver executive-level reports and presentations on business performance and strategic recommendations
Ensure accuracy, consistency, and accessibility of Salesforce data and reporting
Establish and maintain data governance frameworks and drive data hygiene improvements
Translate complex data into clear, actionable insights for sales leaders and executives

Tools & Technology: Partner with the Productivity and Tools team on CRM optimization, system requirements, and process automation for the Americas region
Compensation: Collaborate with the compensation team to provide input on plan design, quota setting, and performance analysis
Marketing Operations: Work with Marketing to optimize lead management, routing, and conversion processes
Customer Success Operations: Align with CS Operations on renewal processes, expansion strategies, and customer health metrics
Finance: Partner on budgeting, forecasting, commissions and financial modelling for the Americas region
Global Revenue Operations: Collaborate with Revenue Operations peers in other regions to share best practices and drive consistency

Lead, mentor, and develop one Revenue Operations Analyst, providing coaching, direction, and growth opportunities
Foster a culture of analytical rigor, continuous improvement, and business partnership
Delegate effectively while maintaining oversight of critical deliverables and analysis
Build the analyst’s capabilities in data analysis, business partnering, and strategic thinking
Balance hands-on execution with strategic leadership as a player-coach

10+ years of progressive experience in Revenue Operations, Sales Operations, or related strategic operations roles in B2B SaaS or technology companies
3-5 years of leadership experience, including developing and mentoring operations professionals
Demonstrated success supporting multi-product or multi-brand organizations
Proven experience as a strategic business partner to C-level sales leadership
Deep expertise with Americas market dynamics and enterprise go-to-market strategies
Experience supporting sales organizations of $100M+ in annual revenue preferred
Advanced proficiency with Salesforce CRM and understanding of CRM best practices
Strong analytical capabilities with expertise in Excel and business intelligence tools (PowerBI and Databricks)
SQL knowledge strongly preferred
Understanding of sales technology ecosystems and how tools integrate to support revenue teams
Experience with financial modeling, forecasting, and capacity planning
Ability to work with large datasets and translate them into business insights

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