Director, International Revenue Operations

At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.

Our business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-diversity/

The Director, International Revenue Operations will be responsible for building and leading a global Revenue Operations function. This role will partner with Sales, Marketing, Customer Success, Finance, and regional leaders to drive forecasting accuracy, pipeline reliability, and scalable go-to-market (GTM) operations. You'll be a builder, strategist, and operator focused on enabling global growth through strong infrastructure, process, and insights.

Define the Vision and Success Metrics

• Establish a global RevOps charter aligned to business goals: forecast accuracy, pipeline health, and GTM scalability.
• Define and track KPIs: forecast accuracy %, pipeline coverage, time-to-close, regional adoption, and data integrity.

Assess Current State & Identify Gaps

• Conduct a global diagnostic to assess current data systems, forecasting, and sales operations.
• Deliver a gap analysis highlighting data silos, tech limitations, and process inconsistencies.

Design Core Revenue Operations Capabilities

• Forecasting & Pipeline Management
• GTM Process Design
• Salesforce & SAP Integration
• Performance Analytics & Reporting
• Regional Enablement & Support

Build Data Infrastructure & Governance

• Partner with Enterprise Analytics team to consolidate customer and sales data into a centralized, trusted system; and
• Define taxonomies, owner roles, update cadences, and audit mechanisms for data governance.

Build Salesforce Functionality Around Business Use Cases

• Partner with Sales to design opportunity stages, forecasting cadences, and review workflows.
• Build automations, dashboards, and validations within Salesforce to support regional and global needs.

Remap End-to-End GTM Processes

• Redesign processes from lead to cash, optimizing for scalability and system alignment.
• Produce globally standardized (yet locally adaptable) playbooks and process maps.

Optimize Regional Connector Roles

• Use a network of regional RevOps Business Partners to localize strategy and ensure execution fidelity.
• Train and support regional partners to drive adoption and surface field insights.

Establish Repeatable Ways of Working

• Launch global cadences for forecast reviews, pipeline health checks, and data audits.
• Create a centralized hub for training, documentation, and team collaboration.

Monitor, Optimize, Maintain

• Validate ongoing data quality and Salesforce/SAP tool usage.
• Lead retrospectives and backlog grooming sessions to continuously improve RevOps effectiveness.

Demonstrate Business Impact

• Regularly report RevOps contributions to growth through KPIs such as improved forecast accuracy, faster time-to-close, and higher system adoption.
• Deliver quarterly updates to executive stakeholders that showcase measurable impact.

• Minimum 8 years of experience in Revenue Operations, Sales Operations, or Business Operations, ideally in a global SaaS or digital education environment.
• Proven track record of building and scaling RevOps capabilities across multiple regions or business units.
• Deep expertise in Salesforce CRM and SAP integration; familiarity with data visualization tools (e.g., Tableau, Power BI) and data modeling.
• Strong leadership and change management skills, comfortable working in a complex, matrixed organization.
• Proven success in process improvement, forecasting, pipeline analysis, and GTM alignment.
• Excellent communication and stakeholder management skills across executive, regional, and functional teams.
• Experience working in international markets and multicultural environments is a strong advantage.
• Salesforce Admin/Developer certification preferred
• Experience in EdTech, publishing, or education-focused SaaS preferred
• Exposure to Lean/Six Sigma methodologies preferred
• Travel requirements: Up to 10%

About Cengage Group

Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

Cengage Group is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of race, national origin, religion, sex, sexual orientation, genetic information, disability, age, veteran status, and any other classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [email protected] or at +1 (617)289-7917.

Compensation

At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location.  Sales roles often incorporate a significant incentive compensation program beyond this base pay range.