Director, Revenue Operations
Refinitiv
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Benefits offered by this job
Job summary
Thomson Reuters in the United States is seeking a senior leader to drive strategic direction for commercial operations. You will lead systems, sales operations, enablement, and territories design across a global, matrixed organization.
The role requires extensive experience managing sales systems (CRM), governance, budgeting, and cross-functional leadership, with a focus on data-driven decision making and operational excellence.
Qualifications
- Bachelor's degree in Business, Finance, Analytics, or related discipline is required.
- MBA or graduate degree is preferred.
- Experience leading commercial or sales operations functions in a global, matrixed organization.
Responsibilities
- Lead, mentor, and develop managers across Systems & Tools, Sales Operations, Sales Enablement, and Territories & Commissions.
- Set the vision and roadmap for commercial operations globally with consistent standards across regions.
- Bridge between field sales leadership, executive leadership, and cross-functional partners on sales systems, operations, and compensation.
- Build a high-performing, scalable commercial operations function to maximize revenue.
- Formulate and deliver a sales systems roadmap (Salesforce, CPQ, Order Capture) and drive governance.
Skills
Education
Tools
Job description
Strategic Leadership & Team Management
Lead, mentor, and develop direct-report managers across Systems & Tools, Sales Operations, Sales Enablement, and Territories & Commissions, ensuring alignment with overall commercial strategy
Set the vision and roadmap for commercial operations globally, ensuring consistent standards, processes, and reporting across every region
Serve as the primary bridge between field sales leadership, executive leadership, and cross-functional partners on all matters related to sales systems, operations, and compensation
Build a high-performing, scalable commercial operations function to maximize revenue
Systems & Tools
Provide strategic direction to formulate and deliver a sales systems roadmap (Salesforce, CPQ, Order Capture, and related GTM applications)
Champion technology investments, vendor selection, and system integrations that improve sales productivity, data quality, and business intelligence
Ensure robust governance, change management, and UAT/BVT testing practices for all systems releases and upgrades
Partner with IT teams to ensure systems scale with business needs and support direct and indirect sales channels
Sales Operations
Develop world-class reporting, dashboards, and KPIs that provide real-time visibility into pipeline health, quota attainment, and performance
Own the cadence and quality of planning, forecasting, and business review processes across regions and segments
Ensure sales operations standards, tools, and capabilities are applied consistently across a matrixed, multi-region organization
Partner with Sales Finance on annual business planning, including quota setting, headcount planning, and resource allocation
Sales Enablement
Design and deliver onboarding, ramp, and ongoing training programs that accelerate seller productivity across every region
Own the sales methodology, playbooks, and content strategy that equip sellers with consistent messaging, tools, and skills
Partner with Systems & Tools and Sales Operations to ensure enablement programs reinforce adoption of CRM, CPQ, and other GTM technology
Establish enablement metrics to measure program effectiveness and continuously improve seller performance
Territories & Commissions
Direct the strategy behind sales territory design, ensuring equitable distribution and optimized revenue potential across all regions
Oversee the design, governance, and continuous improvement of sales compensation plans
Review and approve the annual sales compensation budget and forecast
Ensure timely, accurate commission processing and fair resolution of compensation disputes
Cross-Functional & Executive Collaboration
Act as a strategic advisor to senior sales leadership, translating business goals into scalable commercial processes, systems, and incentive structures
Partner with Finance, HR, Legal, and IT leadership to ensure alignment across the organization
Present commercial performance insights, compensation strategy, and systems roadmaps to senior executives and the Board as needed
Drive a culture of continuous improvement, data-driven decision-making, and operational excellence
Bachelor's degree in Business, Finance, Analytics, or related discipline
10+ years of progressive experience in sales operations, revenue operations, commercial strategy, or related fields, including experience managing managers or multi-functional teams
Proven track record leading commercial or sales operations functions within a global, matrixed organization
Demonstrated experience overseeing sales systems (Salesforce or equivalent CRM), sales operations/reporting infrastructure, sales enablement, and sales compensation/territory design
Strong financial acumen, including experience managing budgets, forecasting compensation costs, and balancing incentive design with financial sustainability
Exceptional executive communication skills with experience presenting to senior leadership
Strong change management, project management, and cross-functional leadership skills with the ability to operate effectively across multiple regions, time zones, and cultures
MBA or graduate degree
Experience in a B2B, manufacturing, or industrial environment
Direct, hands‑on experience across all four pillars: systems, sales operations, sales enablement, and compensation/territory design
Familiarity with international compliance considerations related to sales compensation and employment practices across multiple geographies
Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset
This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions
Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future
Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company‑wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing
Culture: Globally recognized, award‑winning reputation for inclusion and belonging, flexibility, work-life balance, and more
We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together
Social Impact: Make an impact in your community with our Social Impact Institute
We offer employees two paid volunteer days off annually and opportunities to get involved with pro‑bono consulting projects and Environmental, Social, and Governance (ESG) initiatives
Making a Real-World Impact:We are one of the few companies globally that helps its customers pursue justice, truth, and transparency
Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees
Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match
In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave
These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws
Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan
Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position
The base compensation range varies across locations
For any eligible US locations, unless otherwise noted, the base compensation range for this role is $137,200 USD - $254,800 USD
Base pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity
Base pay is one part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs
This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance
Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions
We serve professionals across legal, tax, accounting, compliance, government, and media
Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency
Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments
At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them
Sound exciting? Join us and help shape the industries that move society forward
As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals
To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law
Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug‑free workplace
Thomson Reuters makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs in accordance with applicable law
If you reside in the United States and require an accommodation in the recruiting process, you may contact our Human Resources Department at HR.Leave-Expert@thomsonreuters.com
Disability accommodations in the recruiting process may include things like a sign language interpreter, making interview rooms accessible, providing assistive technology, or other relevant accommodations
Please note this email is not intended for general recruitment questions and we will promptly respond to inquiries regarding accommodations
More information on requesting an accommodation here.
More information about Thomson Reuters can be found on thomsonreuters.com
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Here, you will collaborate with smart, ambitious people who thrive on solving complex problems, delivering market‑leading solutions, and innovating with curiosity and care
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