Senior Director of Go-to-Market Revenue Operations

About Cengage Group

Cengage Group is a global education technology company serving millions of learners, providing affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms.

Role Overview

Cengage Group is seeking a Senior Director of Go-to-Market Revenue Operations to lead and scale the operational backbone of our go-to-market organization. This role is responsible for designing, executing, and optimizing revenue operations across sales compensation, territory planning, forecasting, insights, deal pursuit, and go-to-market planning.

As a strategic partner to Sales, Marketing, Finance, and Product leadership, the Senior Director will ensure operational rigor, predictable revenue performance, and alignment between go-to-market strategy and execution. This leader will manage high-impact teams and drive data-driven decision-making to support Cengage’s growth objectives.

What You’ll Do Here

Revenue Operations Leadership

• Own end-to-end go-to-market revenue operations strategy, aligning execution with company growth priorities and annual operating plans.
• Act as a trusted advisor to VP of Revenue Operations and executive leadership on revenue performance, risks, and opportunities.
• Build scalable processes and governance to support a growing and evolving go-to-market organization.

Sales Compensation & Commission Operations

• Lead the commissions team responsible for sales compensation design along with Spiff design.
• Partner with Finance, HR, and Sales leadership to design incentive plans that drive desired behaviors and outcomes.
• Ensure transparency, compliance, and continuous improvement in commission processes and tools.

Territory & Capacity Planning

• Own territory design, quota allocation, and capacity planning across all go-to-market segments.
• Develop data-driven territory models that balance growth potential, coverage, and seller productivity.
• Partner with Sales leadership to support annual and in-year territory adjustments.
• Develop and document processes for territory coverage.

Forecasting & Revenue Performance

• Lead go-to-market forecasting processes, ensuring accuracy, consistency, and accountability across the organization.
• Develop forecasting frameworks, dashboards, and operating rhythms that enable proactive decision-making.
• Partner closely with Finance on revenue outlooks and predictive modeling.

Deal Pursuit & Strategic Deals

• Oversee the deal pursuit team responsible for supporting complex, high-value, or strategic opportunities.
• Establish standardized deal review, pricing, and approval processes to accelerate deal velocity while managing risk.
• Partner with Legal, Finance, and Sales to optimize execution.

Go-to-Market Planning

• Lead go-to-market planning efforts including annual planning, segmentation, coverage models, and execution roadmaps.
• Ensure tight alignment between Sales, Marketing, Customer Success, and Product on go-to-market priorities.
• Drive adoption and optimization of go-to-market tools, systems, and analytics (e.g., CRM, forecasting).

Skills You Will Need Here

• 15+ years of experience in Revenue Operations, Sales Operations, or Go-to-Market Operations, with 10+ years in a senior leadership role.
• Proven experience owning sales compensation, territory planning, forecasting, and complex deal support at scale.
• Strong analytical and strategic thinking skills with a track record of driving predictable revenue outcomes.
• Experience partnering with executive leadership and influencing cross-functional collaborators.
• Deep understanding of go-to-market motions in B2B, SaaS, or subscription-based businesses.

Preferred

• Experience in education technology, SaaS, or passionate organizations.
• Hands-on experience with CRM and revenue operations platforms (e.g., Salesforce, planning tools).

Leadership Competencies

• Strategic and systems thinker with strong operational rigor
• Data-driven decision-maker with executive presence
• Collaborative leader who builds high-performing teams
• Change agent who thrives in complex, evolving environments

Compensation

The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.

In this position, you will be eligible to participate in the company’s discretionary incentive bonus program. This position’s bonus target amount, which is not guaranteed and is dependent on individual performance and overall company results among other factors, is provided below.

30% Annual: Individual Target

$163,000.00 – $212,000.00 USD

Cengage Group is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [email protected].