What are the responsibilities and job description for the Director of Revenue Operations position at Coker?
Brief Description
Acuvance is seeking a Director of Revenue Operations to architect and operationalize the commercial engine across the Acuvance platform. Reporting to the CFO, and partnering cross-functionally with Marketing, HR, and Consulting Service Area leaders, this role will drive revenue predictability, pricing discipline, compensation strategy, and commercial governance across the organization. This leader will also take on strategic initiatives in partnership with the CFO, CEO and Board of Directors to advance our value creation initiatives and “Centers of Excellence”.
This is a hands-on, builder role. The Director will design scalable systems and processes while directly executing key initiatives. Over time, this individual will have the opportunity to build and scale the Revenue Operations function.
The ideal candidate brings strong analytical and financial rigor, deep experience in forecasting and sales compensation, and the ability to partner cross-functionally with our Consultants, Sales, Finance, and Executive Leadership to drive profitable growth.
Key Responsibilities
Revenue Forecasting & Predictability
Acuvance is seeking a Director of Revenue Operations to architect and operationalize the commercial engine across the Acuvance platform. Reporting to the CFO, and partnering cross-functionally with Marketing, HR, and Consulting Service Area leaders, this role will drive revenue predictability, pricing discipline, compensation strategy, and commercial governance across the organization. This leader will also take on strategic initiatives in partnership with the CFO, CEO and Board of Directors to advance our value creation initiatives and “Centers of Excellence”.
This is a hands-on, builder role. The Director will design scalable systems and processes while directly executing key initiatives. Over time, this individual will have the opportunity to build and scale the Revenue Operations function.
The ideal candidate brings strong analytical and financial rigor, deep experience in forecasting and sales compensation, and the ability to partner cross-functionally with our Consultants, Sales, Finance, and Executive Leadership to drive profitable growth.
Key Responsibilities
Revenue Forecasting & Predictability
- In partnership with FP&A, own the end-to-end revenue forecasting process across pipeline, bookings, and revenue
- Establish structured forecasting cadence and accountability framework with Consulting Service Area leaders
- Develop forecasting models and identify risk/gap mitigation strategies
- Analyze and establish dashboards to track pipeline health, stage progression, and conversion metrics
- Improve forecast accuracy and visibility into revenue performance
- Design, administer, and optimize commission and incentive plans aligned with growth and margin objectives
- Model financial impact and behavioral outcomes of compensation structures
- Partner with Finance and HR to ensure accurate calculation, accrual, and payout
- Implement governance and audit controls around compensation programs
- Lead pricing evaluation and optimization efforts
- Analyze price realization, discounting trends, and margin performance
- Establish pricing governance and approval thresholds
- Drive discipline in proposal and deal structuring processes
- Partner with Finance to evaluate margin impact
- Design and refine deal approval processes and controls
- Balance speed-to-close with margin protection and contractual discipline
- Standardize commercial terms and approval thresholds
- Identify and remove bottlenecks in the deal cycle
- Structure and optimize sales territories and coverage models
- Conduct quota and capacity modeling to support growth targets
- Partner with leadership on headcount and coverage planning
- Develop dashboards and reporting to support executive decision-making
- Identify automation and systems improvements to increase operational efficiency
- Develop frameworks to drive cross-sell and expansion across service lines
- Align incentives to support platform integration and multi-service adoption
- Monitor expansion performance and revenue contribution
- Understand nature of service offerings in order to help drive cross-sell strategy in partnership with leadership
- Partner with Acuvance leadership and our investors to identify, design, and execute on strategic initiatives related to our Centers of Excellence across the company
- Own the planning and execution of high-impact strategic projects aligned to the company’s growth and value creation agenda
- Own and manage the company’s Objectives and Key Results (OKR) framework to align strategic priorities with execution across the platform
- Improved forecast accuracy and visibility into revenue risk
- Strong alignment between compensation plans and strategic objectives
- Increased price realization and improved margin performance
- Disciplined deal governance with reduced approval bottlenecks
- Trusted, consistent commercial reporting used by executive leadership
- Scalable systems and processes that support continued growth
- 7 years of experience in Revenue Operations, Sales Operations, Commercial Strategy, or related fields
- Experience designing and managing sales compensation plans and forecasting models
- Strong financial modeling and analytical skills
- Experience with CRM systems and BI tools
- Demonstrated ability to influence cross-functional stakeholders
- High ownership mindset with a track record of building and scaling processes
- Comfort operating both strategically and tactically in a growth environment