Senior Director, Revenue Operations

Senior Director, Revenue Operations 
Compensation: $170,000-$200,000 per year depending on experience
Generous PTO, Birthdays off, summer Fridays and a robust holiday schedule.

We are a remote-first company, with offices in Tarrytown NY, St. Petersburg FL, London, and Argentina. For this role, we are happy to consider US-based candidates, with preference to Eastern time zone residency, in the following states: CO, CT, DC, FL, GA, HI, IL, IN, LA, MA, MD, MI, MN, NC, NJ, NY, OH, PA, RI, SC, TN, TX, UT, VA, WA and WI.  

Role Overview:
Exactera is seeking a seasoned, strategic, and operationally savvy Sr. Director of Revenue Operations to own the end-to-end financial and GTM operational infrastructure that underpins our rapid growth. This pivotal leadership role will report directly to the Chief Revenue Officer and will be instrumental in scaling the compensation planning, forecasting, GTM infrastructure, and enablement that drive our commercial engine forward. 

Key Responsibilities: 

Comp Planning 

• Lead the design and execution of annual and quarterly compensation plans for sales and revenue-generating teams. 

• Collaborate with Finance, HR, and GTM leadership to ensure comp structures align with overall revenue strategy, affordability, and incentive effectiveness. 

• Model compensation scenario analyses to optimize performance incentives and retention while balancing budget constraints and sales productivity. 

Commission Payout Coordination (in partnership with Finance) 

• Own end-to-end commission payout processes—ensuring accuracy, timeliness, and alignment with the comp structure. 

• Act as the primary liaison between Finance and GTM teams to validate payouts, resolve discrepancies, and maintain transparent communication. 

• Standardize payout workflows, develop clear documentation, and build audit capabilities to ensure financial integrity and compliance. 

Quota Modeling 

• Define and maintain rigorous quota-setting methodologies, incorporating territory design, market potential, and rep productivity. 

• Partner with Sales Leadership to set fair and achievable quotas calibrated to compensation plans and revenue targets. 

• Utilize quantitative modeling and scenario planning to forecast quota adjustments and optimize coverage. 

Forecasting & Pipeline Management Analytics 

• Develop and maintain forecasting models, cadence, and process governance to ensure accurate revenue predictions. 

• Enable visibility into pipeline health, conversion metrics, and forecast accuracy—providing actionable diagnostics and improvement recommendations. 

• Produce executive-level dashboards and analyses to inform leadership decisions and strategic planning. 

GTM Engineering 

• Partner with Data org on the architecture and evolution of our GTM tech stack (e.g., CRM, forecasting tools, BI platforms), ensuring scalability and data integrity. 

• Build workflows, automations, data pipelines, and integrations that optimize GTM effectiveness and operational agility. 

• Drive continual improvement in system adoption, reliability, and alignment with evolving commercial processes. 

Sales Enablement 

• Develop onboarding, training playbooks, and performance tools that accelerate ramp time and quota attainment. 

• Provide operational insights and data-driven recommendations to enhance enablement programming and content targeting. 

• Measure enablement efficacy via usage analytics, adoption rates, and performance outcomes; iterate continuously to improve GTM productivity. 
  

What You’ll Need to Succeed 

• 10+ years of experience in Revenue Operations, Sales Operations, or GTM-centric operational roles; at least 4 years in a leadership capacity in high-growth B2B SaaS organizations. 

• Proficiency in CRM and GTM systems (e.g., Salesforce, Salesloft, Lavender.ai, Chatgpt, Tableau, etc.), and fluency with BI/reporting platforms. 

• Strong business acumen combined with sharp analytical and modeling skills—capable of translating data into strategic operational improvements. 

• Collaborative leadership style with a track record of partnering across Finance, Sales, HR, Enablement, and Product teams. 

• Excellent communication skills, executive presence, and a bias toward action and continuous process improvement.