Director, Revenue Operations

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 Revenue Operations, Sales Operations, or related functions within an enterprise or high‑growth technology company
• Proven success operating at the director level or above, supporting global sales organizations
• Experience supporting Federal and highly regulated sales environments strongly preferred

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process, please contact [email protected]. All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.

Full-time, non-Sales US employees are eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.

In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.