Note: The job is a remote job and is open to candidates in USA. Brains & Motion Education is building its Revenue Operations function from the ground up, and they are seeking a Senior Director of Revenue Operations & Analytics. This role will design the foundation of the sales operating system, lead a team of 9 direct reports, and partner closely with Sales leadership to improve forecast confidence and pipeline quality.
Responsibilities
- 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
- Define the forecast methodology and stage/exit criteria
- Establish pipeline quality standards and coaching guardrails that improve visibility, prioritization, and outcomes
- 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
- 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
- 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
- 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
- Define deal readiness checklists, approval thresholds, and pricing/term guardrails in partnership with Sales leadership
- Exceptions and escalations coordinated with the CRO
- Partner with Marketing, Finance, Customer Success/Operations, and Product on lead quality, bookings/revenue tie-out, capacity planning, and feedback loops that improve execution
- Work with Sales Enablement to operationalize processes and playbooks, drive manager coaching, and increase consistency and quality across the field
- 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
Skills
- 8+ years in Sales Ops/Revenue Ops, preferably in K–12/education or services operations with multi-level team leadership
- Demonstrated experience interfacing with key senior leadership
- Expert in commercial modeling, problem solving, and executive-ready data storytelling
- Deep literacy in Salesforce (or similar CRM) and BI/analytics tools; owns architecture and standards while others execute configuration and integrations
- Proven expertise with territory/quota design, forecast governance, pipeline management, compensation design, and change management
- Clear, concise, and credible with senior leaders; able to drive alignment and adoption across functions
- Bachelor's degree required
- Master's degree or relevant certifications preferred
- Salesforce/BI certifications
- Process improvement background
- Experience applying AI tools to sales ops or analytics workflows
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
Company Overview