Job Description Summary

Job Description

Senior Director, Revenue Operations

Reports to: Chief Revenue Officer

Role Description

The Senior Director of Revenue Operations is responsible for designing, operating, and continuously improving the company’s end-to-end commercial operating system. This role ensures predictable revenue execution, disciplined pricing and deal governance, accurate forecasting, and scalable enablement across a complex software and services business serving the utility industry.

Revenue Operations acts as the operational spine of the commercial organization, enabling profitable growth while balancing speed, risk, and consistency across regions.

Scope of Responsibility

This role leads and integrates the following core functions:

• Sales Operations
• Deal Desk
• Pricing & Commercial Governance
• Commercial Enablement
• Forecasting, Pipeline & Performance Analytics

The role partners closely with Regional General Managers, Marketing, Finance, Legal, and Services to ensure deals are structured, approved, forecasted, and executed in alignment with company objectives, and that all elements of revenue are forecasted and planned.

Key Responsibilities

Revenue Operating Model & Governance

Design and own the end-to-end revenue operating model across regions, including deal desk, pricing and commercial strategy, sales operations and forecasting, pipeline management and commercial enablement. This includes:

Deal Desk Strategy

• Own the Deal Desk function as a center of excellence for:
  • Pricing governance
  • Discount and exception approvals
  • Deal structure and margin modeling
  • Non-standard commercial terms review
• Partner with Finance, Legal, and Services to balance growth, margin, risk, and delivery feasibility.
• Ensure Deal Desk enables deal velocity while protecting long-term profitability and customer value.
• Own deal-level analytics and insights to inform future pricing and policy decisions.

Pricing & Commercial Strategy

• Own pricing frameworks, discount DOA and commercial guardrails across software and services.
• Partner with Finance to ensure pricing decisions align with margin targets, revenue recognition, and long-term profitability.
• Analyze deal performance trends and recommend adjustments to pricing, packaging, or approval thresholds.

Sales Operations & Forecasting

• Own pipeline hygiene, forecasting accuracy, and sales performance analytics.
• Lead the forecast cadence and ensure alignment between pipeline reality, deal status, and financial outlook.
• Provide actionable insights to CRO and Regional GMs on risks, upside, and performance drivers.

Commercial Enablement

• Lead commercial enablement focused on:
  • Pricing and deal mechanics
  • Sales process execution
  • Forecasting discipline
  • Tools, playbooks, and guardrails
• Ensure enablement is grounded in real deal scenarios and common failure points.
• Partner with Sales Leadership to reinforce adoption and accountability.

Cross-Functional Partnership

• Act as the primary commercial operations partner to:
  • Finance (margin, revenue recognition, financial integrity)
  • Legal (contract terms, risk management)
  • Services/Delivery (scope realism, capacity considerations)
• Resolve cross-functional friction and drive decisions forward efficiently.
• Elevate only true executive-level judgment calls to the CRO.

Success Measures

• Forecast accuracy and predictability for orders and revenue
• Deal cycle time and approval efficiency
• Margin and pricing discipline without loss of velocity
• Adoption of sales processes and tools
• Improved consistency and predictability across regions
• Lead and develop a high-performing Revenue Operations organization.
• Serve as a trusted advisor to the CRO.
• Operate with confidence, pragmatism, and sound commercial judgment

Experience & Capabilities

• 7-10 years of experience in Sales Operations, Commercial Operations, Pricing, Revenue Operations, or related roles.
• Strong financial acumen, including margin analysis and deal modeling.
• Experience supporting enterprise software and services businesses (utilities or regulated industries a plus). Experience with transformation to ARR is a plus.
• Proven ability to influence senior stakeholders without direct authority.
• Comfortable operating in a matrixed, fast-moving environment.
• Track