Director, Revenue Operations

JOB SUMMARY & SCOPE

Lead Peak Technologies’ Sales Operations function, including sales planning, forecasting, compensation program management, performance reporting, Salesforce effectiveness, and leadership of Sales Operations Support (SOS) and commercial pre-sales support. Partner with the Chief Revenue Officer, sales leaders, and Financial Planning and Analysis (FP&A) to strengthen sales execution, improve productivity, and support revenue and margin goals. Establish consistent processes, reliable reporting, and effective commercial support across assigned teams.

KEY ACCOUNTABILITIES

• Manage the weekly sales forecast call process, templates, and cadence in coordination with FP&A and Sales SVPs.
• Lead the annual sales quota and financial planning process with the respective sales leaders and FP&A.
• Lead annual sales compensation plan design and implementation in partnership with Sales, Finance, and HR; monitor related KPIs and plan effectiveness.
• Manage monthly sales KPIs, leaderboards, and productivity reporting, providing actionable insights to sales leadership.
• Participate in the preparation, reporting, and overall facilitation of sales quarterly business reviews (QBRs).
• Implement best practices for Salesforce (SFDC) utilization, including adoption, data quality, reporting, and consistent sales processes.
• Facilitate the development and implementation of annual or quarterly SPIFFs and other revenue acceleration programs.
• Support performance inspection at the sales representative and regional levels by providing RVPs with sales data, activity reporting, and performance insights.
• Lead SOS and commercial pre-sales support personnel, establishing clear responsibilities, performance expectations, and accountability.
• Develop staffing, workload allocation, coverage, and training plans aligned with business needs and sales activity.
• Oversee quote preparation and commercial support workflows to improve accuracy, responsiveness, and turnaround time.
• Ensure quotes and supporting documentation reflect approved pricing, applicable terms, and required internal approvals.
• Coordinate with Procurement and vendor partners on pricing, product availability, lead times, and information needed to support customer opportunities.
• Standardize sales support procedures, documentation, escalation paths, and handoffs across assigned teams and business units.
• Partner with Sales, Finance, Procurement, and service delivery teams to resolve commercial issues and support accurate transitions from quotation to order execution.
• Monitor support service levels, quote turnaround, accuracy, backlog, productivity, and rework; use findings to improve workflows and resource allocation.
• Partner with IT and business stakeholders to improve Salesforce, ERP, quoting tools, reporting, and automation supporting sales and commercial operations.
• Manage escalated support issues, identify root causes, and implement corrective actions.
• Coach and develop employees and people leaders, supporting performance management, succession planning, and organizational effectiveness.
• Provide leadership with reporting on operational performance, resource needs, risks, and improvement priorities.
• Promote a collaborative “One Peak” approach to supporting sellers, customers, and internal business partners.

EDUCATION + EXPERIENCE + KEY TRAITS

• Bachelor’s degree in Business Administration, Operations Management, Finance, or a related field preferred; equivalent relevant experience may be considered.
• Eight or more years of progressive experience in sales operations, commercial operations, or related functions, including sales planning, forecasting, and performance analysis.
• Five or more years of experience leading teams, including responsibility for staffing, performance management, and employee development.
• Experience supporting a technology reseller, distributor, systems integrator, or technology services organization preferred.
• Demonstrated experience managing sales forecasting, quota and financial planning, sales compensation programs, and commercial support workflows.
• Experience driving Salesforce adoption, data quality, reporting, and process improvements; familiarity with ERP, quoting, and business intelligence tools.
• Strong analytical skills, including the ability to translate sales, financial, and activity data into actionable reporting, QBR materials, and performance recommendations.
• Working knowledge of pricing, gross margin, sales incentive structures, and approval controls.
• Proven ability to standardize processes and improve service quality, productivity, and operational efficiency.
• Strong communication, stakeholder management, and problem-solving skills.
• Ability to lead change, manage competing priorities, and establish accountability across distributed teams.
• Collaborative, service-oriented leadership style with sound business judgment and a continuous improvement mindset.

TYPICAL PERFORMANCE TARGETS

• SERVICE DELIVERY: Deliver timely, reliable forecasts, sales reporting, planning cycles, compensation program implementation, and commercial support.
• COST TO SERVE: Improve sales and support productivity through effective resource planning, standardized processes, and reductions in manual effort and rework.
• INNOVATION: Improve sales execution through Salesforce adoption, automation, incentive programs, and actionable performance insights.

LANGUAGE SKILLS

• Primary language used in daily operations is English. Additional primary company languages include Spanish, French, and Dutch.
• Read and interpret documents, procedure manuals and various correspondence from both internal and external.
• Speak effectively, both individually and before groups of both external customers and/or various levels of employees within the organization.

SUPERVISION

• Responsible for the supervision and development of assigned Sales Operations, SOS, and commercial pre-sales support personnel, including managers or team leads where applicable. Responsibilities include staffing, workload allocation, goal setting, coaching, performance evaluation, and employee development.

DECISION MAKING + REASONING

• Exercise independent judgment in sales operations planning, reporting, commercial support, resource allocation, and issue resolution. Evaluate sales, operational, and financial information to recommend improvements and support leadership decisions. Coordinate quota, compensation, and incentive recommendations with the appropriate leaders and operate within established policies and delegated authority.

WORKING RELATIONSHIPS

• Chief Revenue Officer, Sales SVPs, RVPs, and other sales leaders.
• Sales Operations, SOS, and commercial pre-sales support teams.
• Sales representatives and account management teams.
• FP&A, Finance, credit, billing, and payroll teams.
• Procurement and vendor management teams.
• IT and business systems teams.
• Service delivery and order fulfillment teams.
• Human Resources.
• OEM, distributor, and other vendor partners.
• Customers, as needed to resolve escalated commercial support issues.

PHYSICAL REQUIREMENTS