Director, Revenue Operations

Univar Solutions; The Woodlands (TX); Hybrid; USD 180,000 - 260,000; Full time

Job summary

Univar Solutions seeks a Director, Revenue Operations to own the commercial operating system for the Ingredients + Specialties business. This role leads GTM process architecture, end-to-end pipeline processes, and CRM technology ownership across NA, EMEA, and LATAM.

The position focuses on improving process, data, and operating rhythm, ensuring handoffs are seamless, and reporting is actionable for leaders, while enabling scalable growth and improved forecast accuracy.

Qualifications

• 10+ years in revenue operations or related field.
• Experience leading cross-functional GTM initiatives.
• Strong data-driven decision making.

Responsibilities

• Own end-to-end Commercial Operating System and GTM process architecture.
• Design and enforce clean handoffs across Marketing, Sales, and Customer Service.
• Own CRM tech stack and reporting dashboards to drive accountability.

Skills

Leadership

GTM Alignment

Data Analytics

Salesforce Familiarity

Tools

Salesforce

Service Cloud

Data Platforms

Job description

A Place Where People Matter.

Start your career journey with Univar Solutions! Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you.

Owner of the I+S Commercial Operating System

Business: Ingredients + Specialties (I+S)

• Reports to: SVP – Innovation, Growth & Strategy
• Location: The Woodlands, TX / Hybrid
• Experience: 10+ years

About the Role:

The Director, Revenue Operations owns the commercial operating system for the Ingredients + Specialties business - the process, technology, data, planning, and operating rhythm the entire go-to-market organization runs on. This is the "run the engine" seat: it does not sell, set price, build AI models, or author growth strategy. It makes the commercial machine faster, cleaner, and more predictable, and its distinctive contribution is owning the seams - the handoffs, definitions, and shared rails - where value is lost between functions.

What This Role Owns:

• Commercial Operating System > GTM Process Architecture
• Own the end-to-end commercial process - lead-to-cash / opportunity-to-order - with standards, playbooks, and stage definitions across the customer journey.
• Design and enforce clean handoffs across Marketing, Field and Virtual Sales, Customer Service, and Technical, so no opportunity or customer falls between teams.
• Standardize globally, flex regionally across NA, EMEA, and LATAM.
• CRM & Commercial Technology Ownership
• Own the commercial tech stack as business owner - Salesforce (SFDC/SFMC/SRM), Service Cloud, and connected systems - with IT delivering.
• Run the Commercial Operations Governance Council - the monthly intake that challenges, sequences, and prioritizes every enhancement request.
• Drive adoption and simplification - measured by usage and reduced administrative burden.
• Commercial Analytics, Reporting & KPIs
• Own the single source of truth - dashboards, scorecards, the Sales Excellence (SFE) metric set, and the business definitions behind every number.
• Run the monthly reporting rhythm (performance and CX/NPS, repeatable by the 10th) and put clear signals in front of functional leaders to act on.
• Keep reporting descriptive and diagnostic; predictive and prescriptive analytics are commissioned from Data & AI and embedded here.
• Pipeline Operations
• Own the pipeline process - cadence, hygiene, and forecast data integrity - while Sales owns the commit and the number.
• Instrument pipeline health - coverage, velocity, conversion, slippage - and surface risk early.
• Sales Planning - Coverage & Quota
• Own the segmentation-to-coverage design and territory/quota governance, so segmentation drives coverage. BU leaders own the final deployment decision; this role owns the design, the rules, and the discipline.
• Run the quota-setting process and keep it linked to plan and the four I+S growth objectives.
• Sales Enablement Operations
• Own the enablement operating infrastructure - content operations, competency frameworks, certification, and onboarding-to-tools.
• Partner with Commercial Development (under Sales, owning coaching and delivery) so content, data, and measurement stay one loop.
• Commercial Program Management & Operating Rhythm
• Orchestrate the operating rhythm - MOR / MPR / QBR agendas, data packs, decisions, and action tracking.
• Operationalize the recurring programs - Winback, Retention, Spot-account, and Supplier Onboarding.
• Provide commercial PMO discipline for operational initiatives.
• Commercial Data Governance & Hygiene
• Own customer and CRM data quality - account, customer, and opportunity master-data stewardship.
• Own the KPI business definitions; Data & AI owns the technical semantic layer that implements them.

Total System Design & Handoff Ownership

The eight areas above are the parts of the system; this role’s distinctive job is to make them work as one. The largest performance leakage sits at the seams between functions, not inside them - and this seat owns closing them.

• End-to-end system integrator. Own how Marketing -> Demand Gen -> Sales -> Pricing -> Customer Service -> Data & AI connect as one flow. Holding no single-function P&L is what lets this seat enforce that the whole beats the parts.
• Handoff design and enforcement. Define every material handoff - MQL -> SQL, lead -> opportunity, opportunity -> order, order -> CS case, escalation -> Sales, Field <-> Virtual, KAM <-> Field - with stage definitions, ownership, SLAs, and closed-loop measurement.
• Authority boundary. Own the design, standards, instrumentation, and measurement of every handoff; the decision to move people or restructure a function stays with the owning line (Sales, Customer Service, or the BU), sponsored through Strategy.
• Single ownership of the commercial tech stack. One business owner across Salesforce, Service Cloud, demand-gen attribution, CS case logging, and seller-facing tools, plus the rails through which pricing surfaces to sellers. Pricing owns the engine; Data & AI owns the platform; this seat owns adoption, integration, and the connective rails.
• One truth. Own the KPI dictionary and business definitions so every metric means one thing across dashboards, MOR, and board packs.
• System-level scorecard. Own the cross-functional metrics no single function can - seller time redeployed to customers, handoff cycle-time and leakage, SLA adherence, adoption, and the through-line from segmentation -> coverage -> productivity -> CM$.

Building Human Capability

A governed operating model only works if the commercial teams can run it. This role closes that gap through clarity, accountability, and support for functional leaders - not mandate.

• Coach the sales manager. Supply the tools, playbooks, dashboards, and enablement that make managers effective