Senior Director, Revenue Operations - Commissions and Bid Management

Job Description:

The Sr Director of Revenue Operations oversees two critical functions within the Revenue Operations organization:

• Pursuit / Proposal Management: Develop optimized, efficient commercial processes to support key strategic sales pursuits. This role works cross-functionally to reduce operational drag, improve sales cycle time, and drive revenue growth in alignment with company objectives.
• Go-To-Market Commissions: Design, deliver, and administer the Sales and Customer Success commissions program. Ensure commission practices are competitive, drive desired behaviors, and align with company objectives.
  
  

Key Responsibilities and Essential Job Functions:

Pursuit and Proposal Management

• Develop and manage the sales pursuit approval framework, ensuring alignment with product pricing and margin guidance.
• Provide project management oversight for offer lifecycles, collaborating with Finance, Product, Operations, and Legal to secure critical commercial approvals.
• Oversee bid management, including content repository and technology, to balance speed and accuracy in responding to strategic RFPs.
• Resolve key commercial sticking points quickly and effectively.
• Monitor offer performance and deliver actionable insights to improve conversion win rates, and profitability.
  
  

Go-To-Market Commissions

• Lead sales compensation strategy, plan development, and administration in collaboration with Sales Leadership, Finance, HR, and IT.
• Develop and manage global commission plans that align with company objectives, sales behaviors, and market benchmarks.
• Partner with senior leadership to define incentive structures that drive desired behaviors and revenue outcomes.
• Ensure plans are scalable, equitable, and compliant with legal and financial standards.
• Oversee CaptivateIQ commission system and manage third-party outsourcing for plan development.
• Lead monthly and quarterly commission cycles, including audits, approvals, and reporting.
• Provide detailed analysis of commission effectiveness, attainment trends, and ROI; deliver executive-level insights to support strategic decisions.
• Monitor plan performance and recommend adjustments based on business needs and market dynamics.
• Serve as the primary liaison between Sales, Finance, HR, and IT for all commission-related matters.
• Support sales leadership with compensation modeling, scenario planning, and dispute resolution.
• Drive continuous improvement in commission processes and systems.
  
  

Required Qualifications

• Bachelor’s degree required; MBA preferred.
• 10 years of experience in sales operations, commissions, pricing, or offer management.
• Strong financial acumen and analytical skills.
• Experience developing programs and leading organizational change.
• Strategic thinker with ability to translate broad concepts into structured plans.
• Proven ability to lead and manage at senior levels.
• Understanding of CRM systems, quote-to-cash infrastructures, data management, and workflows.
• Expertise in sales systems and process optimization.
• Strong communication skills with ability to establish credibility and trust.
• Exceptional leadership and cross-functional collaboration skills.
  
  

Base Pay Range: Annualized salary range offered for this position is estimated to be $173,000 - $215,000. However, the actual pay range depends on each candidate’s experience, location, and qualifications.

Variable Pay: Discretionary annual bonus, based on personal and company performance.

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This position has the following safety hazards:

☒ Ergonomics

Not meeting every single requirement? No problem! We are looking for candidates who possess unique skills that set them apart from the rest. If you're enthusiastic about this role and believe you have the skills and abilities that would make you successful, don't hesitate to apply today!

Benefits of working at Flexential:

• Medical, Telehealth, Dental and Vision
• 401(k)
• Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA)
• Life and AD&D
• Short Term and Long-Term disability
• Flex Paid Time Off (PTO)
• Leave of Absence
• Employee Assistance Program
• Wellness Program
• Rewards and Recognition Program
  
  

Benefits Are Subject To Change At The Company's Discretion.

Flexential participates in the E-Verify program. Please click here for more information.

EEOC Statement: Flexential is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.