Senior Director, Sales Operations

Strategic Business Partnership

• 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

Revenue Planning & Forecasting

• 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

Revenue Process Optimization

• 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

Sales Effectiveness & Analytics

• 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

Data & Analytics Leadership

• 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

Cross-Functional Collaboration

• 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

Team Leadership & Development

• 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

Requirements

• 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