Job Description

Primary Responsibility:
The Senior Manager, Revenue Operations (Intelligence & Sales Enablement) is a strategic and operational leader responsible for advancing Americold's commercial effectiveness through data, analytics, systems, and sales enablement.

This role leads a multidisciplinary team spanning data science, analytics, sales operations, and Salesforce (SFDC) enablement, and is accountable for transforming data into actionable insights, scaling/enhancing sales processes, and optimizing commercial performance across the organization.
Operating at the intersection of data, technology, and go-to-market execution, this leader will enable smarter decision-making, improve sales productivity, and strengthen the infrastructure supporting revenue growth.
This is a high-impact people leadership role, responsible for managing a team and serving as a key partner to Business Development, Revenue Operations Execution team, and Executive Leadership.
This role is critical to building a best-in-class Revenue Operations capability at Americold-connecting data, systems, and sales execution to unlock growth, improve decision-making, and drive commercial excellence.

Essential Functions:
1. Leadership & Team Management
• Lead, develop, and scale a high-performing Revenue Operations team consisting of managers, data scientists, and sales analytics professionals.
• Provide coaching, performance management, and career development to direct and indirect reports.
• Foster a culture of data-driven decision making, continuous improvement, and accountability.
• Establish clear priorities, operating cadences, and delivery expectations across the team.

2. Revenue Intelligence & Analytics
• Own the development and evolution of sales and commercial reporting, dashboards, and KPIs.
• Translate complex data into actionable insights to inform leadership decision-making.
• Partner with the Revenue Operations Execution team and Business Development to enhance forecasting, pipeline visibility, and performance tracking.
• Oversee advanced analytics initiatives, including predictive modeling, segmentation, and performance optimization.
• Ensure data integrity, governance, and alignment across Salesforce, financial systems, and enterprise data sources.

3. Sales Enablement & Process Optimization
• Lead the design and execution of sales processes, tools, and training programs to improve seller productivity.
• Standardize and continuously improve the end-to-end sales lifecycle (lead  opportunity  close  onboarding).
• Own and evolve Salesforce (SFDC) as the core system of engagement, ensuring usability, adoption, and data quality.
• Partner with Sales Leadership to identify gaps in execution and deploy targeted enablement solutions.

4. Salesforce (SFDC) & Commercial Systems Ownership
• Oversee SFDC administration, enhancements, and roadmap planning.
• Drive prioritization and execution of system improvements, automation, and integrations.
• Ensure alignment between SFDC, reporting tools, and upstream/downstream systems.
• Translate business requirements into scalable technical solutions in partnership with IT.

5. Business Insights & Strategic Partnership
• Serve as a trusted advisor to senior leadership on commercial performance, pipeline health, and productivity trends.
• Synthesize insights from disparate data sources to support strategic initiatives and operational decisions.
• Identify opportunities to improve pricing execution, deal quality, and sales efficiency.
• Partner across the Revenue Operations Execution team, Operations, and Supply Chain Solutions to align revenue strategy with execution.

6. Continuous Improvement & Innovation
• Drive automation and process improvements across reporting, analytics, and sales operations.
• Introduce best practices in data science, analytics, and sales enablement.
• Evaluate and implement new tools, technologies, and methodologies to enhance capabilities.
• Build scalable frameworks that support future growth and organizational complexity.

What Experience and Education You Need:
• Bachelor's degree in Business, Finance, Data Analytics, Statistics, or a related field.
• 7+ years of experience in Revenue Operations, Sales Operations, Analytics, Commercial Finance, or related fields.
• 3+ years of people leadership experience, including managing managers and technical teams.
• Proven experience leading data/analytics teams, sales operations, and/or sales enablement functions.
• Strong experience with Salesforce.com (SFDC) and CRM-driven organizations.
• Demonstrated success building and scaling reporting, dashboards, and analytics capabilities.
• Strong demonstrable experience with tools such as Tableau, Power BI, or similar visualization platforms.
• Experience working in cross-functional, matrixed environments.
• Strong analytical and strategic thinking capability with the ability to translate data into business insights.
• Deep understanding of sales processes, pipeline management, and revenue drivers.
• Familiarity with data science, predictive analytics, and KPI development.
• Excellent communication skills with the ability to convey complex concepts clearly to leadership.
• Proven ability to influence, align stakeholders, and drive change across functions.
• Strong operational rigor, attention to detail, and execution discipline.

What Could Set You Apart:
• Advanced degree (MBA, MS in Analytics, or similar).
• Experience in supply chain, logistics, or warehousing environments.
• Background in both technical (data/analytics) and commercial (sales/finance) roles.
• Experience leading Salesforce transformations or large-scale enablement initiatives.
• Present professional image: In person, written, and verbally with all levels of the organization, customers, and external stakeholders.
• Organized with the ability to execute in a matrix environment, with experience in prioritizing requests from multiple managers.
• Progressive, flexible, and team-oriented approach desired.
• Possess a proactive approach with strong customer service orientation.
• Demonstrate an uncompromising level of integrity and maintain a high degree of confidentiality.
• Must be able to travel an estimated 20% of the time.

Physical Requirements:
• Requires the ability to sit for long periods of time, with frequent interruptions.
• Requires several hours per day of sitting, getting up and down from chairs, and reaching, or bending.
• Requires manual dexterity with normal hand and finger movements for typical office work.
• Talking, hearing, and seeing are important elements of completing assigned tasks.
• May require travel by automobile and airplane for business.
• May require visits to warehouse operations in temperatures at or below freezing.
• May require carrying loads related to travel and the occasional lifting, carrying, positioning, and/or moving of objects weighing up to 20 pounds.
• Requires the use of various electronic tools.