Sr. Director, Sales Operations
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The Senior Director of Sales Operations, Americas is a high-impact leadership role responsible for driving revenue growth, operational excellence, and strategic alignment across Cision's three product families — Cision, Brandwatch, and PR Newswire—in the Americas region. This role serves as a key operational leader and strategic advisor, partnering closely with the Chief Revenue Officer, Americas and go-to-market leadership to optimize processes, enhance sales productivity, and enable data-driven decision-making.
Reporting to the VP of Revenue Operations, this position will lead revenue operations strategy and execution for the Americas, managing one Revenue Operations Analyst while serving as a trusted partner to senior leadership on revenue planning, forecasting, territory design, process optimization, and sales effectiveness.
What You'll Do
Strategic Business Partnership
- Partner closely with the Chief Revenue Officer, Americas, providing insights, analysis, and operational support to drive revenue growth across Cision, Brandwatch, and PR Newswire in the US, Canada and LATAM.
- Collaborate with Sales, Marketing, and Customer Success leadership across all three brands to support integrated go-to-market strategies
- Provide data-driven insights and recommendations on revenue performance, pipeline health, and growth opportunities
- Support strategic planning sessions and operational aspects of business reviews with regional leadership teams
Revenue Planning & Forecasting
- Lead quotas, headcount and territories planning processes for the Americas region
- Support development of annual and quarterly business plans, quotas, and capacity models in partnership with regional leadership
- Own in quarter revenue forecasting accuracy, providing leadership with insights on pipeline health, conversion metrics, and revenue attainment
- Build models and analyses to support scenario planning and growth strategy evaluation
- Create and maintain executive dashboards and reporting for business performance across all brands
Revenue Process Optimization
- Own and continuously improve the end-to-end revenue lifecycle from lead generation through customer expansion and renewal
- Design and implement standardized sales processes and best practices while respecting unique brand requirements
- Identify and resolve bottlenecks in the revenue funnel to improve conversion rates and sales cycle efficiency
- Manage territory alignment, account segmentation, coverage models, and rules of engagement
- Drive operational consistency and efficiency across the Americas sales organization
- Lead change management efforts to drive adoption of new processes and methodologies
Sales Effectiveness & Analytics
- Develop and monitor sales performance metrics, dashboards, and KPIs
- Analyze sales productivity data to identify opportunities for improvement in seller effectiveness and pipeline generation
- Partner with Sales Enablement to ensure alignment between operational metrics and enablement initiatives
- Provide insights on sales capacity planning, hiring needs, and organizational design
- Support the development of sales plays and programs that drive revenue outcomes
Data & Analytics Leadership
- Serve as the data steward for revenue-related metrics across Cision, Brandwatch, and PR Newswire in the Americas
- Build analytical models to identify trends, opportunities, and risks across the customer journey
- Deliver executive-level reports and presentations on business performance and strategic recommendations
- Ensure accuracy, consistency, and accessibility of Salesforce data and reporting
- Establish and maintain data governance frameworks and drive data hygiene improvements
- Translate complex data into clear, actionable insights for sales leaders and executives
Cross-Functional Collaboration
- Tools & Technology: Partner with the Productivity and Tools team on CRM optimization, system requirements, and process automation for the Americas region
- Compensation: Collaborate with the compensation team to provide input on plan design, quota setting, and performance analysis
- Marketing Operations: Work with Marketing to optimize lead management, routing, and conversion processes
- Customer Success Operations: Align with CS Operations on renewal processes, expansion strategies, and customer health metrics
- Finance: Partner on budgeting, forecasting, commissions and financial modelling for the Americas region
- Global Revenue Operations: Collaborate with Revenue Operations peers in other regions to share best practices and drive consistency. We partner on strong consistent methodologies, processes, metrics etc.
Team Leadership & Development
- Lead, mentor, and develop one Revenue Operations Analyst, providing coaching, direction, and growth opportunities
- Foster a culture of analytical rigor, continuous improvement, and business partnership
- Delegate effectively while maintaining oversight of critical deliverables and analysis
- Build the analyst's capabilities in data analysis, business partnering, and strategic thinking
- Balance hands-on execution with strategic leadership as a player-coach
What You'll Bring
- 10+ years of progressive experience in Revenue Operations, Sales Operations, or related strategic operations roles in B2B SaaS or technology companies
- 3-5 years of leadership experience, including developing and mentoring operations professionals
- Demonstrated success supporting multi-product or multi-brand organizations
- Proven experience as a strategic business partner to C-level sales leadership
- Deep expertise with Americas market dynamics and enterprise go-to-market strategies
- Experience supporting sales organizations of $100M+ in annual revenue preferred
- Advanced proficiency with Salesforce CRM and understanding of CRM best practices
- Strong analytical capabilities with expertise in Excel and business intelligence tools (PowerBI and Databricks)
- SQL knowledge strongly preferred
- Understanding of sales technology ecosystems and how tools integrate to support revenue teams
- Experience with financial modeling, forecasting, and capacity planning
- Ability to work with large datasets and translate them into business insights
What We Offer
- Opportunity to drive revenue strategy at a leading global communications technology company with a portfolio of industry-leading brands
- High-visibility role with direct partnership with the Americas CRO and senior leadership
- Collaborative, innovative culture with experienced leadership team
- Competitive compensation including base salary and performance bonus
- Comprehensive benefits package including health, dental, vision and 401(k)
- Flexible work environment with remote work options
As a global leader in PR, marketing and social media management technology and intelligence, Cision helps brands and organizations to identify, connect and engage with customers and stakeholders to drive business results. PR Newswire, a network of over 1.1 billion influencers, in-depth monitoring, analytics and its Brandwatch and Falcon.io social media platforms headline a premier suite of solutions. Cision has offices in 24 countries throughout the Americas, EMEA and APAC. For more information about Cision's award-winning solutions, including its next-gen Cision Communications Cloud®, visit www.cision.com and follow @Cision on Twitter.
Cision is committed to fostering an inclusive environment where all employees can be their authentic selves and perform at their best. We believe diversity, equity, and inclusion is vital to driving our culture, sparking innovation and achieving long-term success. Cision is proud to have joined more than 600 companies in signing the CEO Action for Diversity & Inclusion™ pledge and named a “Top Diversity Employer” for 2021 by DiversityJobs.com.
Cision is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or other protected statuses.
Cision is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Cision will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact hr.support@cision.com
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