Sr Director of GTM Revenue Operations (Remote)

📋 Description

• • Cengage Group, a global leader in education technology, is seeking a highly accomplished and strategic Senior Director of GTM Revenue Operations to architect and elevate the operational backbone of our go-to-market (GTM) organization. This pivotal role is instrumental in driving predictable revenue growth and ensuring seamless execution of our GTM strategy. You will be responsible for the end-to-end design, implementation, and continuous optimization of critical revenue operations functions, including sales compensation, territory planning, forecasting, sales insights, deal pursuit, and overall GTM planning.
• • As a trusted strategic partner to our Sales, Marketing, Finance, and Product leadership teams, you will bring a rigorous operational discipline to our revenue-generating activities. Your leadership will be key in ensuring alignment between our ambitious GTM strategy and its day-to-day execution, fostering an environment of data-driven decision-making and operational excellence.
• • This is an opportunity to manage high-impact teams, shape the future of our revenue operations, and directly contribute to Cengage's mission of empowering learners worldwide through innovative educational solutions. You will be at the forefront of scaling our operations to support continued company growth and market leadership.
• • Key Responsibilities:
• • **Revenue Operations Leadership:** Own the overarching GTM revenue operations strategy, ensuring it is tightly aligned with company growth objectives and annual operating plans. Serve as a critical advisor to the VP of Revenue Operations and executive leadership, providing deep insights into revenue performance, identifying potential risks, and capitalizing on emerging opportunities. You will be instrumental in building and refining scalable processes and robust governance frameworks to support a dynamic and expanding GTM organization.
• • **Sales Compensation & Commission Operations:** Lead the dedicated commissions team, overseeing the strategic design of sales compensation plans and incentive programs (including Spiffs). Collaborate closely with Finance, HR, and Sales leadership to craft incentive structures that effectively motivate desired sales behaviors and drive optimal business outcomes. Ensure the highest levels of transparency, compliance, and continuous improvement are embedded within our commission processes and the supporting technology.
• • **Territory & Capacity Planning:** Take ownership of the end-to-end territory design, quota allocation, and capacity planning across all GTM segments. Develop sophisticated, data-driven territory models that meticulously balance growth potential, market coverage, and individual seller productivity. Partner proactively with Sales leadership to facilitate necessary annual and in-year territory adjustments, and establish clear, documented processes for territory coverage management.
• • **Forecasting & Revenue Performance:** Spearhead the GTM forecasting processes, ensuring unwavering accuracy, consistency, and accountability throughout the organization. Develop and implement advanced forecasting frameworks, intuitive dashboards, and effective operating rhythms that empower proactive and informed decision-making. Collaborate intimately with the Finance department on revenue outlooks and sophisticated predictive modeling.
• • **Deal Pursuit & Strategic Deals:** Oversee the specialized deal pursuit team, which provides critical support for complex, high-value, or strategically significant opportunities. Establish standardized, efficient processes for deal review, pricing, and approvals to accelerate deal velocity while effectively managing associated risks. Partner closely with Legal, Finance, and Sales teams to optimize the execution of these critical deals.
• • **GTM Planning & Execution:** Lead comprehensive GTM planning initiatives, encompassing annual planning, market segmentation, coverage model development, and the creation of actionable execution roadmaps. Ensure tight, cross-functional alignment between Sales, Marketing, Customer Success, and Product teams on GTM priorities. Drive the adoption and continuous optimization of essential GTM tools, systems, and analytics platforms, such as CRM and forecasting solutions.
• • **Team Development & Leadership:** Foster a culture of high performance, continuous learning, and collaboration within the Revenue Operations team. Mentor and develop team members, empowering them to achieve their full potential and contribute significantly to the organization's success. Champion best practices in operational excellence and data-driven decision-making.
• • **Cross-Functional Collaboration:** Build and maintain strong, collaborative relationships with key stakeholders across the organization, including Sales, Marketing, Finance, Product, and IT. Effectively influence and align diverse perspectives to achieve shared GTM objectives.
• • **Process Improvement & Automation:** Continuously identify opportunities to streamline and automate revenue operations processes, enhancing efficiency, accuracy, and scalability. Leverage technology and innovative solutions to optimize workflows and reduce manual effort.
• • **Data Integrity & Reporting:** Ensure the accuracy, completeness, and integrity of GTM-related data within our systems. Develop and deliver insightful reports and dashboards that provide actionable intelligence to leadership and the GTM teams.
• • This role requires a leader who is not only operationally adept but also a strategic thinker, capable of translating complex business needs into effective GTM strategies and executable plans. You will be a key driver of Cengage's continued success in the dynamic education technology landscape.