Senior Director, Revenue Operations & Analytics

Senior Director, Revenue Operations & Analytics

Position Type: Full-Time / Exempt

Reports To: Chief Revenue Officer 

Location: Remote (U.S.)

Department: Sales

Compensation: $135,000 – $160,000 plus stock options

Position Summary

BAM is building its Revenue Operations function from the ground up; this role will design the foundation, not inherit it. The Senior Director of Revenue Operations & Analytics is the strategic owner of BAM’s sales operating system — process, data, technology, and performance management. This role leads a team of 9 direct reports, partners closely with Sales leadership and cross-functional stakeholders (including C-suite), and builds scalable foundations that improve forecast confidence, pipeline quality, field productivity, and decision velocity.

The Senior Director owns the forecast, drives the operating rhythm, and powers the growth engine of the organization. This role does not carry an individual sales quota but is directly accountable for the operational infrastructure that enables the sales organization to perform.

Key Responsibilities

Revenue Operations Strategy & Design

• Set the vision and operating model for Sales Operations.
• Translate company goals into clear plans across capacity, territories, quotas, motions, and policies that enable predictable growth.

Forecast & Pipeline Governance

• Define the forecast methodology and stage/exit criteria.
• Establish pipeline quality standards and coaching guardrails that improve visibility, prioritization, and outcomes.

Revenue Analytics & Insights

• Own the KPI framework and single source of truth across the funnel.
• Deliver executive-ready analysis and recommendations that drive focus, investment decisions, and course corrections.

Technology & Data Stewardship (CRM / BI / Automation)

• Own the CRM/BI roadmap, data standards, and governance (fields, validations, SLAs).
• Prioritize and accept work delivered by the Business Analyst/admin; ensure adoption and scale.

Compensation & Incentives

• Own the modeling, mechanics, and documentation of compensation plans and incentives — built to the CRO-defined strategy and Finance guardrails.
• Gather input from field managers and reps, present recommendations for alignment and sign-off, and lead rollout, administration, and ongoing governance.

Territory & Quota Design

• Own the methodology, data models, and annual realignment mechanics for territories and quotas.
• Build scenarios using market potential, install base, and rep capacity.
• Maintain documented rules and a fair change-control process — final alignment and approvals coordinated with the CRO.

Deal Policy & Guardrails

• Define deal readiness checklists, approval thresholds, and pricing/term guardrails in partnership with Sales leadership.
• Exceptions and escalations coordinated with the CRO.

Cross-Functional Revenue Planning

• Partner with Marketing, Finance, Customer Success/Operations, and Product on lead quality, bookings/revenue tie-out, capacity planning, and feedback loops that improve execution.

Enablement & Process Adoption

• Work with Sales Enablement to operationalize processes and playbooks, drive manager coaching, and increase consistency and quality across the field.

Team Leadership

• Lead and develop a team of 9 direct reports, including Business Analysts (Salesforce/BI) and Sales Ops/Biz Ops Admins.
• Set goals, establish operating norms, coach career growth, manage capacity, and elevate the function from tactical support to a proactive, insights-driven partner.
• Build trusted, influence-based relationships with Sales leaders and cross-functional partners to drive alignment and adoption.

Qualifications

• Experience: 8+ years in Sales Ops/Revenue Ops, (preferably in K–12/education or services operations with multi-level team leadership) and has led the build-out and scale-up of Sales Ops teams, processes, and tooling in B2B services, partnering closely with go-to-market, Finance, and Operations.
  • Demonstrated experience interfacing with key senior leadership.
  • K–12 and afterschool program experience strongly preferred.
• Analysis & Decision Support: Expert in commercial modeling, problem solving, and executive-ready data storytelling.
• Systems: Deep literacy in Salesforce (or similar CRM) and BI/analytics tools; owns architecture and standards while others execute configuration and integrations.
• Operations: Proven expertise with territory/quota design, forecast governance, pipeline management, compensation design, and change management.
• Communication: Clear, concise, and credible with senior leaders; able to drive alignment and adoption across functions.
• Education: Bachelor's degree required; Master's degree or relevant certifications preferred.
• Nice to Have: Salesforce/BI certifications; process improvement background; experience applying AI tools to sales ops or analytics workflows.

Scope of Role

• Strategic and operational owner of the sales operating system; not an individual quota carrier.
• Provides the infrastructure, insights, and governance that enable Sales leadership to make faster, better decisions.
• Partners closely with the Chief Revenue Officer and other C-suite on all strategic and operational matters; final business decisions rest with Sales and executive leadership.
• Serves the full U.S. sales organization across all regions and program verticals.

What Success Looks Like

• Forecasts are reliable: single definitions/standards, clean data, and a predictable cadence leadership uses to run the business.
• Pipeline quality and conversion rise: clear stage criteria, QA, and manager coaching.
• Operating efficiency increases: tools and automation reduce manual work, eliminate low-value tasks, and shorten cycle times.
• Adoption is consistent: processes, tools, and incentives are understood and used across the field; onboarding is faster and reps spend more time on high-value activity.
• Revenue Ops is a proactive, dependable operating partner to Sales, Client Success, Marketing, and Finance.

Benefits

• Medical Insurance
• Dental Insurance
• Vision Insurance
• 401(k)
• Basic Life / Accidental Death and Dismemberment (AD&D) Insurance
• Voluntary Short-Term Disability
• Voluntary Additional Life/AD&D Insurance
• Voluntary Hospital Indemnity
• Flexible Time Off

Equal Employment Opportunity & Diversity

Brains & Motion Education is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, veteran status, or any other basis protected by federal, state, or local law.

If you're ready to make a meaningful impact, consider joining us in shaping the future of learning. Apply today!