Director, Revenue Operations and Administration

Canadian Association of Defence and Security Industries (CADSI); Ottawa; Hybrid; CAD 90,000 - 125,000; Full time

Benefits offered by this job

Health and dental benefits

RRSP matching

Hybrid work environment

Remote-work opportunities

Professional development opportunities

Job summary

The Canadian Association of Defence and Security Industries (CADSI) seeks a Director of Revenue Operations and Administration to lead systems, processes, data, and commercial administration across membership, events, sponsorship, advertising, and international programs.

This role reports to the VP of Business Development and will build a disciplined, data-driven function to scale CADSI's revenue activities.

Qualifications

• University degree or equivalent in business, commerce, operations, or data/analytics.
• 7+ years of progressive experience in revenue, sales operations, or related fields.
• Experience with CRM, MMS, and ERP systems.

Responsibilities

• Develop and maintain the operational framework, processes, and controls for revenue activities.
• Maintain visibility into sales pipeline, revenue, renewals, and inventory.
• Create dashboards and KPIs to inform leadership on commercial performance.
• Provide accurate pipeline and contract data to budgeting and forecasting teams.
• Lead cross-functional collaboration across business development, finance, and IT.

Skills

Commercial Acumen

Systems Thinking

Data & Analytics

Technology Enablement

Operational Leadership

Problem Solving

Cross-Functional Collaboration

People Leadership

Attention to Detail

Continuous Improvement

Education

University degree or college diploma in business/commercial/operations/data analytics

Tools

CRM systems

ERP systems

MMS platforms

Job description

The Director, Revenue Operations and Administration, will lead the systems, processes, data, and commercial administration that enable CADSI's revenue-generating activities to operate effectively and scale.

Reporting to the V.P., Business Development, the Director will provide the operational backbone supporting CADSI's commercial activities across membership, events, exhibitions, sponsorship, advertising, international programming, and other revenue-generating products and services.

Working closely with Business Development, Membership Care, Marketing, Finance, Event Operations, International Programs, and IT, the Director will ensure commercial opportunities move efficiently from prospect through contracting, invoicing coordination, fulfillment, and renewal.

The Director will lead the Manager, Partnership, and Sales Coordinator and will be responsible for building a disciplined, data-driven Revenue Operations function that allows CADSI's commercial teams to spend more time growing relationships and revenue while providing leadership with accurate and actionable commercial information.

YOUR MISSION

The Director, Revenue Operations and Administration, will lead the systems, processes, data, and commercial administration that enable CADSI's revenue-generating activities to operate effectively and scale.

Reporting to the V.P., Business Development, the Director will provide the operational backbone supporting CADSI's commercial activities across membership, events, exhibitions, sponsorship, advertising, international programming, and other revenue-generating products and services.

Working closely with Business Development, Membership Care, Marketing, Finance, Event Operations, International Programs, and IT, the Director will ensure commercial opportunities move efficiently from prospect through contracting, invoicing coordination, fulfillment, and renewal.

The Director will lead the Manager, Partnership, and Sales Coordinator and will be responsible for building a disciplined, data-driven Revenue Operations function that allows CADSI's commercial teams to spend more time growing relationships and revenue while providing leadership with accurate and actionable commercial information.

RESPONSIBILITIES

Revenue Operations & Commercial Intelligence

• Develop and maintain the operational framework, processes, and controls supporting CADSI's revenue-generating activities.
• Maintain accurate visibility into sales pipeline, contracted revenue, renewals, customer activity, commercial inventory, and other key commercial commitments.
• Develop dashboards, reporting, and key performance indicators that provide leadership with clear and timely visibility into commercial performance.
• Provide Finance with accurate commercial pipeline, sales, renewal, and inventory information to support organizational budgeting and financial forecasting.
• Analyze commercial performance to identify trends, bottlenecks, capacity constraints, and opportunities to improve efficiency and commercial outcomes.
• Provide the Vice President, Business Development, and Director, Business Development, with actionable commercial intelligence to support sales strategy and decision-making.
• Lead the contracting and administration of third-party commercial service providers and sales partners supporting the Business Development function, in collaboration with the Vice President, Business Development, and appropriate functional leads.
• Ensure third-party commercial agreements clearly define scope, responsibilities, commercial terms, performance expectations, reporting requirements, and renewal provisions.

Sales Operations & Commercial Administration

• Establish consistent processes for opportunity management, pipeline documentation, proposals, contracts, amendments, approvals, and commercial administration.
• Ensure commercial opportunities and customer activity are accurately maintained within CADSI's systems.
• Oversee the administrative lifecycle of commercial activities from opportunity through contracting, invoicing coordination, fulfillment, and renewal.
• Ensure commercial agreements accurately reflect approved pricing, inventory, deliverables, and customer commitments.
• Establish effective hand-offs between business development and the teams responsible for delivering sold products and services.

Commercial Product & Inventory Management

• Maintain a centralized and accurate view of CADSI's commercial products and inventory, including exhibit space, sponsorship,advertising, meeting suites, registrations, and other commercial assets.
• Provide timely visibility into available, reserved, and sold inventory.
• Establish controls to prevent overselling, inventory conflicts, and inconsistent commercial commitments.
• Analyze demand and utilization to support pricing, packaging, and commercial product decisions.

Systems, Data & Commercial Process Management

• Define the business requirements and workflows required to support sales, commercial administration, contracts, inventory management, partnership management, and reporting.
• Work closely with the Membership Data Administrator to ensure CADSI's MMS effectively supports commercial processes, reporting requirements, and customer information needs.
• Work closely with the Director, IT/IM, on technology requirements, system integrations, automation, and improvements supportingCADSI's commercial operations.
• Identify opportunities to streamline commercial processes, reduce duplicate data entry, and improve the flow of information across systems.
• Establish business standards for the accuracy, completeness, and consistency of commercial data entered and maintained by the Revenue Operations team.
• Ensure commercial teams follow established processes and appropriately use CADSI's systems to maintain accurate customer, opportunity, contract, and commercial information.

Partnership & Commercial Coordination

• Lead and provide direction to the manager, Partnership.
• Ensure commercial partnership commitments, contractual benefits, and organizational obligations are accurately documented and communicated to the appropriate delivery teams.
• Establish effective processes for tracking partnership commitments, deadlines, and outstanding obligations.
• Coordinate commercial information across business development, marketing, events, membership, and international programs.

Process Improvement & Organizational Scalability

• Continuously assess commercial and administrative processes for opportunities to improve efficiency, accuracy, and service.
• Establish clear roles, responsibilities, workflows, and service standards across CADSI's commercial lifecycle.
• Champion the effective use of technology and automation.

Team Leadership

• Lead, coach, and develop the manager, partnership, and sales coordinator.
• Establish clear responsibilities, priorities, performance expectations, and service standards.
• Build a collaborative, accountable, and service-oriented revenue operations team.

QUALIFICATIONS

• University degree or college diploma in business, commerce, operations, data/analytics, or a related field, or an equivalent combination of education and experience.
• A minimum of 7 years of progressive experience in revenue operations, sales operations, commercial operations, business operations, or a related field.
• Demonstrated experience leading employees and developing high-performing teams.
• Strong experience with CRM, membership management, ERP, or comparable enterprise business systems.
• Experience with sales operations, pipeline reporting, commercial administration, and performance analytics.
• Demonstrated experience developing and implementing cross-functional business processes.
• Experience working with contracts, commercial inventory, sponsorship, or partnership administration is an asset.
• Experience within an association, event, exhibition, membership, or B2B environment is considered an asset.
• Strong written, verbal, interpersonal, and presentation skills.

KEY COMPETENCIES

• Commercial Acumen: Understands how sales, products, inventory, customers, and commercial processes work together to generate revenue.
• Systems & Process Thinking: Ability to design practical, scalable processes that improve efficiency and accountability.
• Data & Analytics: Ability to translate commercial information into clear and actionable insights.
• Technology Enablement: Comfortable using CRM/MMS platforms, automation, and integrated systems to simplify work and improve productivity.
• Operational Leadership: Ability to create structure and discipline within a complex and rapidly growing environment.
• Problem Solving: Anticipates operational challenges and develops practical solutions.
• Cross-Functional Collaboration: Builds productive relationships across business development, finance, marketing, membership, events, International Programs, and IT.
• People Leadership: Sets clear expectations, develops employees, and creates a culture of accountability and service.
• Attention to Detail: Maintains a high degree of accuracy across contracts, commercial data, inventory, and customer commitments.
• Continuous Improvement: Challenges inefficient processes and actively seeks better ways of working.
  

COMPENSATION & BENEFITS

This is a full-time, permanent position with a competitive compensation package that includes:

• Annual salary of $90,000–$125,000, commensurate with experience
• 9%–12% discretionary annual performance bonus
• Comprehensive health and dental benefits
• Health and wellness credit
• RRSP matching program
• Competitive vacation and paid time off
• Professional development opportunities
• Flexible hybrid work environment
• Seasonal remote-work opportunities

YOUR WORKING ENVIRONMENT

CADSI offers a flexible, collaborative working environment that combines in-office and remote work. Employees are provided with ergonomic workstations and the tools required to succeed in their roles.

Our culture values collaboration, accountability, professional growth, and the opportunity for employees to make a meaningful contribution to an organization experiencing significant growth and transformation.

COMMITMENT TO DIVERSITY, EQUITY & INCLUSION

CADSI is committed to fostering a diverse, inclusive, and accessible workplace. We welcome applications from qualified candidates of all backgrounds.

CADSI is committed to providing an accessible recruitment process. Accommodation is available upon request for candidates participating in all stages of the selection process.