[Remote] Director of Revenue Operations

Note: The job is a remote job and is open to candidates in USA. CCS is a leading technology consulting firm providing best in class solutions to clients for over 45 years. The Director of Revenue Operations will lead the sales operational strategy for the Managed Services business, ensuring alignment across various departments to achieve predictable revenue growth.

Responsibilities

• Develop and implement a unified sales operations strategy that aligns with corporate growth objectives
• Partner with the Chief Growth Officer (CGO) and sales leadership to design coverage models, territory plans, and quota frameworks for both “Velocity” (new logo) and “Core” (existing client) teams
• Manage forecasting, pipeline analytics, and KPI dashboards to ensure visibility into bookings, renewals, and multi-year managed services growth
• Drive pricing standardization, including GM%, TCV, and MRR-based incentive alignment
• Standardize and document the Lead-to-Cash process; from marketing-qualified lead through renewal
• Enhance cross-functional coordination between Sales, Marketing, RevOps, Finance, and Service Delivery
• Oversee proposal automation, quoting tools, and approval workflows to improve turnaround times
• Create and maintain sales playbooks, templates, and compliance documentation (e.g., E-Rate, SLED bid frameworks)
• Own the CRM environment (HubSpot, NetSuite, or ConnectWise) and ensure accurate pipeline hygiene, forecast reporting, and stage management
• Integrate RevOps intelligence leveraging automation and analytics tools (e.g., Gong, ZoomInfo, LinkedIn Navigator, HubSpot Sequences)
• Develop dashboards to track activity metrics (calls, demos, meetings, pipeline velocity, conversion rates, etc.)
• Ensure sales data integrity, audit compliance, and consistent process adoption
• Partner with the Director of Revenue Operations to synchronize sales forecasting with finance and delivery capacity
• Support compensation plan modeling, quota assignment, and attainment tracking
• Evaluate the success of spiffs, accelerators, and incentive programs through ROI-based analysis
• Deliver executive-ready reports for Board and ELT review on sales efficiency and profitability
• Lead a small team of analysts or coordinators to support reporting, analytics, and system administration
• Partner with Sales Enablement to design training, onboarding, and certification programs for Account Executives and Inside Sales
• Act as a strategic advisor to leadership, ensuring accountability, transparency, and continuous improvement across the sales engine
• Perform other job-related duties as assigned

Skills

• 8–12+ years of experience in Sales Operations, Revenue Operations, or Sales Strategy, ideally within a Managed Services Provider, VAR, or IT Services organization
• Proven track record of driving forecast accuracy, pipeline hygiene, and operational scalability in a high-growth recurring revenue model
• Proficiency with CRM and BI platforms (HubSpot, NetSuite, Salesforce, Power BI, Tableau)
• Strong understanding of MSP metrics including GM$, MRR, churn, TCV, and sales productivity ratios
• Exceptional analytical, financial modeling, and executive communication skills
• Demonstrated ability to work cross-functionally with Finance, Marketing, Delivery, and HR
• Bachelor's degree required
• MBA or advanced degree preferred

Benefits

• Competitive salaries
• Medical and dental plans
• Company paid vision and short and long term disability plans
• Flexible spending programs including Healthcare, Dependent Care, Transit and Parking
• 401K with employer match
• Tuition reimbursement
• Onsite fitness center (or gym membership reimbursement for client or satellite based employees)
• Company paid life Insurance
• Paid holidays and vacation
• Technical certification gift card rewards program

Company Overview