Exactera

Senior Director, Revenue Operations

Exactera

full-time

Posted on:

Origin:  • 🇺🇸 United States • Colorado

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Salary

💰 $170,000 - $200,000 per year

Job Level

Senior

Tech Stack

CloudTableau

About the role

  • Lead the design and execution of annual and quarterly compensation plans for sales and revenue-generating teams.
  • Collaborate with Finance, HR, and GTM leadership to ensure comp structures align with overall revenue strategy, affordability, and incentive effectiveness.
  • Model compensation scenario analyses to optimize performance incentives and retention while balancing budget constraints and sales productivity.
  • Own end-to-end commission payout processes—ensuring accuracy, timeliness, and alignment with the comp structure.
  • Act as the primary liaison between Finance and GTM teams to validate payouts, resolve discrepancies, and maintain transparent communication.
  • Standardize payout workflows, develop clear documentation, and build audit capabilities to ensure financial integrity and compliance.
  • Define and maintain rigorous quota-setting methodologies, incorporating territory design, market potential, and rep productivity.
  • Partner with Sales Leadership to set fair and achievable quotas calibrated to compensation plans and revenue targets.
  • Utilize quantitative modeling and scenario planning to forecast quota adjustments and optimize coverage.
  • Develop and maintain forecasting models, cadence, and process governance to ensure accurate revenue predictions.
  • Enable visibility into pipeline health, conversion metrics, and forecast accuracy—providing actionable diagnostics and improvement recommendations.
  • Produce executive-level dashboards and analyses to inform leadership decisions and strategic planning.
  • Partner with Data org on the architecture and evolution of our GTM tech stack (e.g., CRM, forecasting tools, BI platforms), ensuring scalability and data integrity.
  • Build workflows, automations, data pipelines, and integrations that optimize GTM effectiveness and operational agility.
  • Drive continual improvement in system adoption, reliability, and alignment with evolving commercial processes.
  • Develop onboarding, training playbooks, and performance tools that accelerate ramp time and quota attainment.
  • Provide operational insights and data-driven recommendations to enhance enablement programming and content targeting.
  • Measure enablement efficacy via usage analytics, adoption rates, and performance outcomes; iterate continuously to improve GTM productivity.

Requirements

  • 10+ years of experience in Revenue Operations, Sales Operations, or GTM-centric operational roles; at least 4 years in a leadership capacity in high-growth B2B SaaS organizations.
  • Proficiency in CRM and GTM systems (e.g., Salesforce, Salesloft, Lavender.ai, Chatgpt, Tableau, etc.), and fluency with BI/reporting platforms.
  • Strong business acumen combined with sharp analytical and modeling skills—capable of translating data into strategic operational improvements.
  • Collaborative leadership style with a track record of partnering across Finance, Sales, HR, Enablement, and Product teams.
  • Excellent communication skills, executive presence, and a bias toward action and continuous process improvement.