Senior Director of Revenue Operations

Role Summary

The Senior Director of Revenue Operations is the primary architect of Foresite’s global revenue engine. Reporting to the VP of Growth, this leader will build and scale a new Revenue Operations department from the ground. You will bridge the gap between alliances, marketing, and sales by developing turnkey processes, sophisticated contract frameworks (SOWs, MSAs), and high-velocity sales operations that enable Foresite to protect 3,000+ organizations worldwide.

Key Responsibilities

1. Revenue Operations & Process Architecture

• Build the Function: Design and implement a new, centralized Revenue Operations department, transitioning from ad-hoc support to a systematic, scalable global machine.

• Sales Process Optimization: Audit and optimize the end-to-end sales lifecycle, removing internal bureaucracy to ensure sales performance is never hindered.

• Standardization: Lead the creation of turnkey playbooks or lead tracking, opportunity management, and global renewals.

2. Inside Sales & Deal Desk Governance

• Financial Oversight: Direct the global quoting process, including the development of cost profiles, margin exceptions, and unit pricing models.

• SKU Management: Oversee the review, refresh, and management of the global SKU library and price books.

• Deal Desk Authority: Lead the deal desk to resolve pricing conflicts, negotiate contractual terms, and align delivery expectations with sales goals.

3. Sales Operations & Contractual Excellence

• GRC & Security Advocacy: Orchestrate the response to complex Security Vendor Questionnaires and GRC requirements for enterprise clients.

• Contract Management: Draft and manage the source of truth for all global contract templates, including MSAs, SOWs, Change Orders, and NDAs.

• Subscription & Renewals: Build and manage a robust renewals engine, utilizing playbooks to maximize retention and identify expansion opportunities.

4. Bid Management & Strategic Wins

• RFP Leadership: Own the global bid management practice, leading cross-functional teams to achieve high win rates (20%+) and significant ARR growth.

• Software Implementation: Procure and manage specialized tools (e.g., Loopio, CPQ) to increase the speed and accuracy of complex proposals.

5. Data Insights & Enablement

• Compensation Planning: Generate data-driven insights to aid in the development of annual quotas, commission structures, and incentive proposals

• Salesforce Mastery: Direct the development of sales operating models and data collection within SFDC, including the refresh of Opportunity pages and CPQ integration.

Requirements & Qualifications

• Deep MSSP Experience: 10+ years of experience in sales operations within the cybersecurity services sector.

• Ecosystem Knowledge: Mandatory 2+ years working within the Google Cloud ecosystem, aligning sales ops with Google-first partner requirements.

• Technical Stack: Expert-level proficiency in Salesforce, CPQ, and RFP management tools.

• Proven Leadership: A history of low employee churn and high retention in a fast-paced environment.