This role is essential to supporting BAM!’s continued national growth by ensuring the sales organization has the tools, processes, insights, and operational discipline needed to drive predictable revenue. The Senior Director serves as the strategic and operational owner of the sales operating system, partnering closely with the Chief Revenue Officer, executive leadership, and cross-functional teams to improve performance, scalability, and decision-making across all regions and program verticals.
This role requires a strategic leader who is equally comfortable designing long-term operating models and rolling up their sleeves to solve complex operational challenges. The ideal candidate is highly analytical, systems-oriented, and experienced in building and scaling Revenue Operations functions that drive measurable business impact.
Location: Remote (U.S.)
Final employment classification, compensation structure, and payroll practices will comply with the laws of the state in which the employee primarily performs work.
Schedule: Full-time, flexible hours aligned to business needs and operational priorities
Travel: Occasional travel for leadership meetings, strategic planning sessions, and team development activities (estimated 10–15%)
In This Role, You Will:
Revenue Operations Strategy & Design
Lead the vision, strategy, and operating model for Revenue Operations across the organization.
Translate company goals into actionable operating plans, including capacity planning, territory design, quota setting, sales motions, and operational policies that support sustainable growth.
Develop scalable systems and frameworks that improve predictability, efficiency, and execution across the revenue organization.
Forecast & Pipeline Governance
Own forecast methodology, governance, and reporting processes across the sales organization.
Define stage progression criteria, exit requirements, and pipeline management standards to improve forecast accuracy and visibility.
Establish coaching guardrails and operational rigor that help leaders prioritize opportunities and improve conversion outcomes.
Revenue Analytics & Insights
Own the KPI framework and maintain a single source of truth across the entire revenue funnel.
Deliver executive-level reporting, insights, and recommendations that drive strategic decision-making, investment prioritization, and performance improvement.
Identify trends, risks, and opportunities through advanced analysis and commercial modeling.
Technology & Data Stewardship (CRM / BI / Automation)
Own the CRM, BI, and revenue systems roadmap, including governance, architecture standards, data quality, and user adoption.
Establish and maintain data standards, validation rules, workflows, and service-level expectations.
Partner with Business Analysts and system administrators to prioritize initiatives and ensure scalable, efficient execution.
Compensation & Incentives
Lead the modeling, administration, and governance of sales compensation and incentive programs aligned to CRO strategy and Finance requirements.
Gather stakeholder feedback, develop recommendations, coordinate approvals, and oversee implementation and communication of compensation plans.
Monitor effectiveness and recommend adjustments to improve alignment with business objectives.
Territory & Quota Design
Own territory planning methodologies, quota-setting frameworks, and annual alignment processes.
Develop models using market potential, install base data, capacity assumptions, and business priorities.
Maintain documented rules, governance processes, and change-control procedures that ensure fairness and consistency.
Deal Policy & Revenue Governance
Partner with Sales leadership to establish deal review standards, approval thresholds, pricing guardrails, and policy frameworks.
Create scalable processes that improve deal quality, consistency, and compliance while supporting business growth.
Coordinate escalations and exceptions in partnership with executive leadership.
Cross-Functional Revenue Planning
Partner closely with Marketing, Finance, Customer Success, Operations, and Product teams to improve revenue performance and execution.
Align lead quality expectations, capacity planning, bookings-to-revenue processes, and feedback loops that support growth.
Drive collaboration and accountability across departments through shared metrics and operating rhythms.
Enablement & Process Adoption
Partner with Sales Enablement to operationalize processes, playbooks, and best practices across the sales organization.
Support manager coaching and process adoption initiatives that improve consistency, efficiency, and performance.
Ensure operational changes are effectively communicated, adopted, and sustained.
Team Leadership
Lead, develop, and mentor a team of Revenue Operations professionals, including Business Analysts, Salesforce/BI specialists, and Sales Operations administrators.
Establish team goals, operating norms, performance expectations, and professional development plans.
Build a high-performing, proactive Revenue Operations function that serves as a trusted strategic partner to Sales and executive leadership.
Who We're Looking For:
Required Qualifications
- 8+ years of experience in Sales Operations or Revenue Operations leadership roles.
- Proven experience building, scaling, and leading Revenue Operations functions in complex B2B service organizations.
- Demonstrated success partnering with executive leadership on strategic planning, forecasting, and operational decision-making.
- Strong expertise in forecasting, pipeline management, territory design, quota planning, compensation administration, and revenue analytics.
- Deep knowledge of CRM platforms (Salesforce preferred), BI tools, and revenue technology ecosystems.
- Experience leading and developing high-performing teams across multiple operational disciplines.
- Exceptional analytical, problem-solving, and executive communication skills.
- Bachelor's degree required.
Preferred Qualifications
- Experience within K–12 education, after-school programming, enrichment services, or related industries.
- Experience supporting geographically distributed sales organizations.
- Salesforce, BI, or related platform certifications.
- Master's degree or relevant advanced certifications.
- Process improvement and change management experience.
- Experience leveraging AI tools to improve Revenue Operations, analytics, or forecasting workflows.
Skills & Competencies
- Strategic and operational leadership
- Advanced commercial modeling and analytics
- Forecasting and pipeline governance expertise
- Strong systems thinking and process design
- CRM and revenue technology expertise
- Executive-level communication and influence
- Team leadership and talent development
- Cross-functional collaboration and stakeholder management
- Change management and organizational adoption
- Data-driven decision-making
Why You'll Love It Here
- Play a critical role in shaping the growth trajectory of a national education organization.
- Build and scale systems that directly impact revenue performance and organizational success.
- Partner closely with executive leadership on strategic business decisions.
- Lead a high-impact team with opportunities for continued growth and influence.
- Work remotely with a collaborative, mission-driven organization.
- Help expand access to high-quality educational programs serving thousands of students nationwide.
What Success Looks Like
Within 90–120 Days
- Established clear forecasting standards, reporting cadences, and KPI frameworks.
- Assessed and documented current sales processes, systems, and operational gaps.
- Implemented improvements to forecast visibility, pipeline governance, and reporting accuracy.
- Developed a prioritized Revenue Operations roadmap aligned with company growth objectives.
- Built strong relationships with Sales, Finance, Marketing, Operations, and executive stakeholders.
Ongoing
- Forecast accuracy consistently improves and becomes a trusted planning tool for leadership.
- Pipeline quality, conversion rates, and operational efficiency increase across the sales organization.
- Revenue systems and processes scale effectively as the organization grows.
- Compensation, territory, and quota programs remain aligned to business objectives.
- Revenue Operations is recognized as a proactive, strategic partner across the organization.
- Sales leaders have the visibility, insights, and infrastructure needed to make faster, better decisions.
Compensation & Details
$120,000–$150,000 annually, commensurate with experience.
Exempt or non-exempt status will be determined based on the employee’s primary work location and applicable state and federal wage-and-hour laws.
Department: Revenue Operations
Reports To: Chief Revenue Officer (CRO)
Key Partners: Sales Leadership, Finance, Marketing, Customer Success, Operations, Product, Executive Leadership Team
Benefits
- Medical Insurance
- Dental Insurance
- Vision Insurance
- 401(k)
- Basic Life / Accidental Death and Dismemberment (AD&D) Insurance
- Voluntary Short-Term Disability
- Voluntary Additional Life / AD&D Insurance
- Voluntary Hospital Indemnity
- Flexible Time Off
Equal Employment Opportunity & Diversity
Brains & Motion Education is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, veteran status, or any other basis protected by federal, state, or local law.
If you're ready to make a meaningful impact, consider joining us in shaping the future of learning. Apply today!
