Director of Revenue Operations

Summary

Join Lightcast as the Director of Sales Operations and oversee key functions driving sales productivity and efficiency. Lead the annual sales planning process, aligning GTM strategy, budget, and incentives. Define and refine global forecasting methodology and develop a unified KPI framework. Oversee incentive compensation plans, territory and quota management, and build a world-class Sales Operations organization. Partner with cross-functional teams and provide executive-level insights. The role requires strong analytical, problem-solving, and leadership skills, along with expertise in sales operations and incentive compensation programs.

Requirements

• Bachelor’s degree in Business, Finance, or a related field; advanced degrees or professional certifications are a plus
• Proven track record in sales operations, sales management, or related roles, ideally within a DaaS or SaaS organization
• Demonstrated expertise in designing and administering sales incentive compensation programs, including performance-based plan development and execution aligned to strategic objectives
• Strong analytical, problem-solving, and project management skills, with advanced proficiency in Google Sheets and Microsoft Excel
• Proficient in CRM and sales technology platforms, notably Salesforce
• Skilled in data analytics and business intelligence tools such as Power BI
• Exceptional leadership and team management capabilities
• Excellent communication, collaboration, presentation, and interpersonal skills
• Results-oriented with a consistent record of meeting or exceeding sales targets

Responsibilities

• Lead the annual sales planning process, aligning GTM strategy, budget, headcount, incentives, quotas, and territories
• Translate executive strategy into actionable operating models, capacity plans, and performance metrics
• Establish repeatable, well-structured planning and execution rhythms to ensure continuity and clarity
• Define and refine global forecasting methodology to deliver accuracy, consistency, and confidence across the revenue organization
• Develop a unified KPI framework that drives sales productivity and aligns teams on leading success indicators
• Ensure reporting, dashboards, and analytics highlight key performance trends to inform coaching, resource allocation, and strategic decisions
• Foster a culture of transparency, accountability, and cross-functional collaboration
• Oversee incentive compensation plans that motivate performance, manage costs, and align with company goals
• Maintain equitable and scalable territory and quota methodologies to support growth and market coverage
• Drive change management and adoption of compensation, coverage, and quota adjustments across teams
• Build and lead a world-class Sales Operations organization, including global incentive strategy, quota/territory governance, and commission operations
• Oversee Sales Operations Business Partners embedded within business units to support execution
• Lead Analytics & Reporting teams focused on KPI definition, forecasting models, sales dashboards, and behavioral analytics
• Partner with Finance, HR, Product, Marketing, and Sales leaders to align strategic and operational plans
• Provide executive and board-level insights, reporting, and scenario modeling that connect execution to company performance