Director, Revenue Operations

Director, Revenue Operations

Location: remote, US

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team!  For more information, go to rsa.com.

Principal Responsibilities:

The Director, Revenue Operations owns and leads the end‑to‑end operational framework that enables predictable, scalable, and data‑driven revenue growth across RSA’s global sales organization. This role partners closely with Sales, Finance, Legal, HR, and Deal Desk teams to ensure alignment across forecasting, territory design, quota and compensation planning, and deal execution.

• Own the global revenue operations strategy, enabling predictable and scalable revenue growth across RSA’s sales organization by aligning forecasting, territory design, quota setting, and deal governance.
• Lead end‑to‑end revenue forecasting and pipeline management, partnering closely with Sales and Finance to deliver accurate, data‑driven forecasts, clear visibility into risks and opportunities, and alignment with corporate planning cycles.
• Design and oversee sales territory and account models to ensure equitable coverage, optimized productivity, and alignment to market opportunity across segments, regions, and go‑to‑market motions.
• Drive quota setting and sales compensation planning, ensuring programs are consistent, achievable, compliant, and aligned with company growth objectives and desired selling behaviors.
• Provide executive oversight of complex deal structuring and approval, serving as a strategic partner to Sales, Finance, and Legal on large, non‑standard, and Federal deals to balance revenue growth, risk, and compliance.
• Establish operational rigor, governance, and insights, leveraging systems, tools, and analytics (e.g., SFDC, Clari, CPQ) to improve decision‑making, execution efficiency, and scalability as the business grows.

Skills:

• Deep expertise in Revenue Operations, Sales Operations, or Go‑to‑Market Operations within a complex B2B or enterprise SaaS environment
• Strong analytical and financial modeling skills, with the ability to translate data into executive‑level insights
• Demonstrated experience leading forecasting, territory planning, quota setting, and compensation design at scale
• Strong understanding of deal structuring, discounting frameworks, revenue recognition concepts, and contract governance
• Advanced experience with Salesforce (SFDC), Clari, CPQ tools, and sales analytics platforms
• Exceptional cross‑functional leadership and influencing skills, with the ability to partner effectively across Sales, Finance, Legal, HR, and Product
• Highly organized, detail‑oriented, and comfortable operating in a fast‑paced, high‑growth environment
• Strong communication skills, with the ability to present complex information clearly to executive stakeholders

Education & Experience:

• Bachelor’s degree in Business, Finance, Economics, or a related field; MBA or advanced degree preferred
• 10+ years of experience in Reven