The Director of Revenue Operations leads the strategy, governance, and execution of the end-to-end Quote-to-Cash (QTC) lifecycle, ensuring Sales, Renewals, Finance, and Systems operate within a unified, scalable framework of standardized processes, aligned systems, and high data integrity. This role drives cross-functional alignment and operational excellence to improve revenue predictability, efficiency, and accuracy. This role will lead Revenue Operations, Deal Desk, and RevOps Systems team members to enable scalable growth and consistent execution across the revenue engine.
WHAT YOU'LL DORevenue Execution Operations- Oversee deal structuring, pricing governance, discount approvals, and non-standard deal support, ensuring compliant, accurate, and billing-ready deals aligned to commercial strategy and financial guidelines
- Own data integrity across the QTC lifecycle (CRM, RCA, ERP, billing) ensuring accurate data flow and single source of truth
- Define and enforce data standards, governance frameworks, validation rules, and cross-functional handoffs across Sales, Renewals, Finance, and downstream systems to ensure data integrity and a single source of truth
- Ensure alignment between Sales pipeline metrics and Finance reporting for a consistent view of revenue
- Lead prioritization and execution of revenue operations initiatives, including system enhancements, process improvements and backlog management in collaboration with Business Systems and IT
- Act as escalation point for QTC issues, resolving cross-functional conflicts and driving timely resolution
- Monitor and optimize KPIs including pipeline health, forecast accuracy, conversion rates, and data quality
- Drive process standardization and operational consistency across regions, products, and business units to enable scalable and efficient go-to-market execution through standardized processes, systems, and governance
- Partner with Finance and Operations to ensure alignment between sold, fulfilled, and invoiced outputs across the revenue lifecycle
- Lead change management and drive adoption of new processes, systems, and tools in partnership with Enablement and cross-functional teams
- Drive improvements in revenue predictability, forecast accuracy, and pipeline visibility while reducing deal friction, manual effort, billing errors, and revenue leakage
Revenue Operations Governance (Cross-Functional Oversight)- Define and enforce standardized rules for deal structure, pricing, discounting, and contract terms to ensure consistency, compliance, and scalability
- Ensure alignment of QTC processes from opportunity through billing and revenue reporting, eliminating gaps and inconsistencies
- Design and implement control frameworks including approvals, validation rules, SLAs, and audit mechanisms to ensure process integrity and mitigate risk
- Establish and govern cross-functional decision frameworks for pricing exceptions, non-standard deals, contract terms, and system ownership across Sales, Finance, Legal, and Systems
Team Leadership- Lead, develop, and scale a high-performing Revenue Operations team by establishing clear goals, coaching talent, and fostering a culture of accountability and continuous improvement
- Set and drive strategic priorities, operating cadence, and performance frameworks aligned to revenue goals and go-to-market strategy
- Define clear roles, responsibilities, and accountability models across the RevOps organization and key cross-functional partners to ensure efficient execution and eliminate ownership ambiguity
- Drive cross-functional collaboration across Sales, Renewals, Finance, Marketing, Customer Success, and Business Systems, as the central coordination point to ensure consistent execution of QTC processes and revenue objectives
QUALIFICATIONS- Degree in Business, Finance, Information Systems, or a related field.
- Minimum of 10 years' experience in Revenue Operations, Sales Operations, Business Operations, or GTM Systems.
- 7 years' managing teams, ideally in Revenue Operations, Sales Operations, Deal Desk, or related functions.
- Expertise across the QTC lifecycle, including RCA, deal structuring, contracting, billing, and revenue reporting
- Strong understanding of CRM, RCA, billing, and ERP systems, including system design, data models, and integrations
- Proven ability to design and scale processes, governance frameworks, and operational standards across GTM functions
- Strong cross-functional leadership and stakeholder influence across Sales, Renewals, Finance, and Operations
- Strong analytical, data-driven decision-making, and problem-solving skills
- Experience leading deal desk operations, pricing strategy, discount governance, and complex deal structures
- Demonstrated program and project management capability, including backlog prioritization, release planning, and change management
- Ability to balance strategic planning with operational execution in a fast-paced environment
- Excellent communication and executive presentation skills, with the ability to convey complex concepts clearly
Compensation: 155,000 USD - 205,000 USD
As a full-time, exempt employee at Fortra, you'll enjoy a comprehensive benefits package that includes:
- Health, dental, and vision coverage as of hire
- Immediate enrollment in 401(k), HSA, and FSA plans
- Flexible PTO policy
- Tuition and personal enrichment reimbursement
- Option to enroll in ID Theft Protection Program
At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job.
