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
- 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.
- 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.
- 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.
- 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.
- 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.
