Director of Revenue Operations

Embarcadero Technologies; Houston (TX); On-site; USD 180,000 - 280,000; Full time

Job summary

Idera, Inc. in Houston seeks a Director, Revenue Operations to own the technology, processes, data, and reporting that enable Marketing, Sales, Channel, and Support to operate efficiently while guiding quota, compensation planning, and pricing decisions.

The role partners with leadership to analyze pipeline health, forecast accuracy, and customer trends, translating data into actionable recommendations and shaping governance, systems, and scalable processes for revenue growth.

Responsibilities

• Serve as a strategic partner to Sales, Marketing, Support, Finance, and executive leadership,providing data-driven insights and recommendations that drive revenue growth and operationalefficiency.
• Analyze revenue and customer data to identify trends, opportunities, risks, and performance gapsby segment, geography, product, source, and sales representative.
• Build and maintain dashboards covering pipeline generation and coverage, conversion rates, salesvelocity, win/loss, bookings, retention, expansion, and forecast performance.
• Define and monitor KPIs aligned with company objectives; analyze performance against targetsand identify the drivers of over- or under-performance.
• Partner with Sales and Marketing leadership to analyze funnel performance and improveconversion, velocity, and revenue efficiency.
• Conduct ad hoc analysis and modeling to answer key business questions and support planningand strategic decisions.
• Own and continuously improve the revenue forecasting process, ensuring forecasts are accurate,consistent, and grounded in reliable data.
• Analyze pipeline health, coverage, aging, velocity, and stage progression to flag stalled or at-riskopportunities and risks to revenue targets.
• Partner with Sales leadership to understand forecast gaps and develop actionable plans to closethem.
• Analyze channel, partner, and distributor performance, including partner-sourced pipeline,partner productivity, and distributor sell-through, and recommend actions to grow the partnerecosystem.
• Lead annual and quarterly quota setting, territory design, and sales capacity planning, alignedwith the fiscal-year planning calendar.
• Model, design, and administer sales compensation plans in partnership with Finance and HR,including analysis of plan cost, attainment distribution, and ramp policies for new hires.
• Support pricing and packaging decisions with analysis of deal size, discounting, win rates, andcompetitive positioning.
• Analyze product and license usage data (e.g., migration volumes and license utilization) toidentify expansion, renewal, and churn signals.
• Own the revenue technology roadmap and direct the administration of Salesforce.com and otherrevenue platforms (Marketo, Outreach, Microsoft Power BI, Zendesk), working hands-on whereneeded while delegating day-to-day administration.
• Lead the design and implementation of new features, functionality, and processes; providetechnical options and estimates for change requests.
• Evaluate, deploy, and support technology solutions and integrations that improve productivity,data quality, and reporting.
• Ensure systems capture the data needed for reporting, analysis, and forecasting, and documentplatform best practices to maintain data integrity.
• Partner with Marketing, Sales, and Support Operations to deliver scalable solutions.
• Identify opportunities to streamline revenue processes, eliminate inefficiencies, and automatemanual workflows.
• Establish standardized definitions, methodologies, and data governance practices so revenue datais accurate, consistent, and reliable.
• Lead cross-functional initiatives that improve revenue productivity, efficiency, and scalability.
• Lead, mentor, and develop the Revenue Operations team, which initially includesSalesforce/systems administration support, and shape the team’s structure and skill mix as thefunction grows, setting priorities aligned with company and revenue objectives.
• Regularly present revenue performance, trends, risks, and opportunities to senior leadership.
• Act as a trusted advisor, translating data into clear recommendations for technical and non-technical audiences.
• Balance multiple strategic initiatives with immediate business needs.

Job description

The Director, Revenue Operations leads the Revenue Operations function, owning the technology, processes, data, and reporting that enable the Marketing, Sales, Channel, and Support organizations to operate efficiently and effectively. his role also serves as a core business planning partner, supporting channel and partner performance, quota and compensation planning, and pricing and packaging decisions.

Beyond designing and maintaining revenue systems, this role is a key business partner to leadership: analyzing pipeline health, sales performance, conversion, forecast accuracy, and customer trends, and translating complex data into clear, actionable recommendations. The role works closely with Marketing, Sales, and Support Operations, Finance, and executive leadership to ensure the organization has accurate data, effective processes, and the insights needed to achieve revenue goals.

Responsibilities

Revenue Strategy, Analytics & Insights

• Serve as a strategic partner to Sales, Marketing, Support, Finance, and executive leadership,providing data-driven insights and recommendations that drive revenue growth and operationalefficiency.
• Analyze revenue and customer data to identify trends, opportunities, risks, and performance gapsby segment, geography, product, source, and sales representative.
• Build and maintain dashboards covering pipeline generation and coverage, conversion rates, salesvelocity, win/loss, bookings, retention, expansion, and forecast performance.
• Define and monitor KPIs aligned with company objectives; analyze performance against targetsand identify the drivers of over- or under-performance.
• Partner with Sales and Marketing leadership to analyze funnel performance and improveconversion, velocity, and revenue efficiency.
• Conduct ad hoc analysis and modeling to answer key business questions and support planningand strategic decisions.

Forecasting & Pipeline Management

• Own and continuously improve the revenue forecasting process, ensuring forecasts are accurate,consistent, and grounded in reliable data.
• Analyze pipeline health, coverage, aging, velocity, and stage progression to flag stalled or at-riskopportunities and risks to revenue targets.
• Partner with Sales leadership to understand forecast gaps and develop actionable plans to closethem.

Business Planning & Go-to-Market Analysis

• Analyze channel, partner, and distributor performance, including partner-sourced pipeline,partner productivity, and distributor sell-through, and recommend actions to grow the partnerecosystem.
• Lead annual and quarterly quota setting, territory design, and sales capacity planning, alignedwith the fiscal-year planning calendar.
• Model, design, and administer sales compensation plans in partnership with Finance and HR,including analysis of plan cost, attainment distribution, and ramp policies for new hires.
• Support pricing and packaging decisions with analysis of deal size, discounting, win rates, andcompetitive positioning.
• Analyze product and license usage data (e.g., migration volumes and license utilization) toidentify expansion, renewal, and churn signals.

Revenue Technology & Systems

• Own the revenue technology roadmap and direct the administration of Salesforce.com and otherrevenue platforms (Marketo, Outreach, Microsoft Power BI, Zendesk), working hands-on whereneeded while delegating day-to-day administration.
• Lead the design and implementation of new features, functionality, and processes; providetechnical options and estimates for change requests.
• Evaluate, deploy, and support technology solutions and integrations that improve productivity,data quality, and reporting.
• Ensure systems capture the data needed for reporting, analysis, and forecasting, and documentplatform best practices to maintain data integrity.

Process & Operational Excellence

• Partner with Marketing, Sales, and Support Operations to deliver scalable solutions.
• Identify opportunities to streamline revenue processes, eliminate inefficiencies, and automatemanual workflows.
• Establish standardized definitions, methodologies, and data governance practices so revenue datais accurate, consistent, and reliable.
• Lead cross-functional initiatives that improve revenue productivity, efficiency, and scalability.

Leadership & Communication

• Lead, mentor, and develop the Revenue Operations team, which initially includesSalesforce/systems administration support, and shape the team’s structure and skill mix as thefunction grows, setting priorities aligned with company and revenue objectives.
• Regularly present revenue performance, trends, risks, and opportunities to senior leadership.
• Act as a trusted advisor, translating data into clear recommendations for technical and non-technical audiences.
• Balance multiple strategic initiatives with immediate business needs.

By submitting your application, you acknowledge that Idera, Inc. will process and retain your resume and related personal information solely for recruitment and hiring purposes. Resumes of unsuccessful candidates will be securely deleted within twelve (12) monthsof the hiring decision, unless a longer period is required by law or you provide explicit consent for continued retention (e.g., for consideration for future opportunities).

In compliance with applicable privacy laws, including the EU General Data Protection Regulation (GDPR), you have the right to request access to, correction of, or deletion of your personal information at any time by contacting [e-mail]. Idera, Inc. does not sell candidate data and will ensure that all personal information is processed securely and in accordance with relevant data protection regulations.

An Equal Opportunity Employer - All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

An Equal Opportunity Employer - All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.