Senior Director of GTM Revenue Operations
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Job Description
Senior Director of GTM Revenue Operations leading revenue operations strategy at Cengage Group. Responsible for optimizing revenue operations and ensuring alignment with growth objectives.
Responsibilities:
- Own end-to-end GTM revenue operations strategy
- Act as a trusted advisor to VP of Revenue Operations and executive leadership on revenue performance
- Build scalable processes and governance to support a growing GTM organization
- Lead the commissions team responsible for sales compensation design
- Own territory design, quota allocation, and capacity planning across all GTM segments
- Lead GTM forecasting processes, ensuring accuracy, consistency, and accountability across the organization
- Oversee the deal pursuit team responsible for supporting complex, high-value, or strategic opportunities
- Lead GTM planning efforts including annual planning, segmentation, coverage models, and execution roadmaps
Requirements:
- 15+ years of experience in Revenue Operations, Sales Operations, or GTM Operations
- 10+ years in a senior leadership role
- Proven experience owning sales compensation, territory planning, forecasting, and complex deal support at scale
- Strong analytical and strategic thinking skills
- Deep understanding of GTM motions in B2B, SaaS, or subscription-based businesses
- Hands-on experience with CRM and revenue operations platforms (e.g., Salesforce, planning tools)
Benefits:
- Competitive salary
- Discretionary incentive bonus program
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