Director - Revenue Strategies & Programs

ControlCase; United States; On-site; USD 120,000 - 160,000; Full time

Job summary

A leading global certification firm is seeking a Director, Revenue Strategy & Programs in the United States to design and implement strategies that enhance revenue performance across teams. This hands-on role requires extensive experience in go-to-market strategies, strong analytical skills, and the ability to deliver results in a matrixed environment. The ideal candidate will work closely with senior leadership, focusing on alignment and execution across various functions. Proficiency in tools like Salesforce and Power BI is essential.

Qualifications

• 8+ years of experience in go-to-market strategy or revenue operations.
• Experience in complex B2B organizations.
• Strong understanding of pipeline management and sales execution.

Responsibilities

• Design and improve revenue performance programs.
• Lead cross-functional initiatives and drive execution.
• Improve systems and processes to support execution.

Skills

Salesforce

SalesLoft

Power BI

Analytical mindset

Operational rigor

Tools

Excel

PowerPoint

Job description

ControlCase is the leading global provider of certification, cybersecurity, and continuous compliance services. We help organizations design and operate strategic information security and compliance programs across on‑premises and cloud environments.

Our team supports organizations worldwide across more than 100 frameworks, including PCI DSS, SOC 2, CMMC, FedRAMP, StateRAMP, GDPR, NIS2, HIPAA, HITRUST, FFIEC, SWIFT, ISO standards, and many others.

ControlCase brings deep subject matter expertise, our Compliance Hub™ platform, the OneAudit methodology, and global delivery teams to help clients simplify complex compliance and security requirements.

As we continue to scale globally, we are investing in the programs, processes, and systems that enable consistent, efficient, and well‑coordinated revenue growth.

The Role

We are seeking a Director, Revenue Strategy & Programs to help design, build, and scale the programs and processes that support our global revenue organization.

This role reports to the Chief Revenue Officer and works closely with Marketing, Delivery, Finance, Customer Success, and the entire global Senior Leadership Team to ensure key initiatives are clearly defined, well‑coordinated, and effectively executed.

This is a highly collaborative, matrixed role for someone who can evaluate how the business operates, identify opportunities to improve performance, design practical solutions, and work directly with teams to execute them. In certain areas, priorities and direction will be driven by Marketing leadership.

The role does not require ownership of all systems or teams. Instead, it brings clarity, structure, and follow‑through to cross‑functional initiatives, ensuring priorities turn into action.

This is a hands‑on role. You will personally contribute to the work: building materials, shaping programs, working in systems, and helping drive initiatives through completion. This role is expected to move from problem identification through solution design and into execution, including building plans and leading or co‑leading delivery.

Core Responsibilities & Key Characteristics

Revenue Programs

Design and improve the programs and operating rhythms that underpin revenue performance.

• Improve revenue lifecycle processes across sales execution, delivery, and renewal
• Establish consistent operating rhythms for forecasting, pipeline management, RFP responses, and quarterly business reviews
• Drive clear internal messaging around priorities, program objectives, and expectations
• Identify process gaps and execution friction
• Build scalable frameworks across geographies and business segments
• Work directly within tools and systems to support execution, not just design

Examples include customer interaction models, reporting and analytics processes, and tool usage and deployment. Key tools and programs include Salesforce, SalesLoft, HubSpot, Power BI, RFP processes, QBR frameworks, agreements, and the renewal lifecycle.

Strategic Revenue Programs

Define, structure, and drive key cross‑functional initiatives. Success comes from turning ideas into reality while working within the existing team ownership.

• Lead or co‑lead programs such as revenue process improvements, expansion and renewal initiatives, and go‑to‑market coordination
• Build project plans, define milestones, and drive execution
• Maintain alignment across contributing teams
• Track progress, identify risks, and ensure forward momentum

Cross‑Functional Alignment

Strengthen coordination and execution across teams. This role operates in a global, matrixed environment and requires strong credibility and collaboration.

• Partner with, and at times take direction from, Marketing leadership
• Collaborate with Sales, Delivery, Finance, Customer Success, and the Senior Leadership Team
• Clarify roles, responsibilities, and expectations
• Improve visibility, communication, and execution consistency

Systems & Operational Effectiveness

Ensure systems and processes support execution.

• Improve workflows, data quality, and reporting
• Work with Marketing leadership to drive both system improvements and behavioral change
• Ensure reporting supports clear, fact‑based decision‑making
• Drive improvements in how teams define, track, and report performance
• Engage directly with systems and tools as part of execution

Organizational Productivity

Improve how the organization executes day‑to‑day.

• Define and document clear processes
• Support rollout and adoption of programs and reporting structures
• Reinforce accountability and follow‑through
• Improve visibility through effective use of tools, data, and presentations

Who You Are

An operator who understands how revenue organizations work and how to improve them.

• Comfortable diagnosing problems, designing solutions, and working directly with teams and systems to implement them.
• Engaged through execution and willing to do the work required to ensure outcomes, not just defining the approach.
• Skilled in building programs, shaping how tools are used, communicating change, reinforcing the right behaviors, and managing the details required for success.
• Very comfortable working with Salesforce, SalesLoft, Excel, PowerPoint, and Power BI.

Experience & Background

You bring experience developing and executing strategic programs from concept through implementation and measurable outcomes.

• 8+ years of experience in go‑to‑market strategy, operational leadership, revenue operations, or sales operations leadership roles
• Operational leadership roles in complex B2B organizations or solutions environments
• Ability to operate effectively in a matrixed organization
• Consulting roles focused on revenue or operational transformation
• Revenue and/or sales operations leadership roles
• Experience working in a global organization
• Strong understanding of pipeline management, forecasting, RFP processes, and sales execution
• Strong analytical and execution‑oriented mindset
• Experience working directly in CRM and revenue systems
• Ability to develop and present clear, fact‑based materials for executive audiences
• High attention to detail, operational rigor, and accountability

What Success Looks Like

• Clearer, more consistent revenue programs and operating rhythms
• Faster and more reliable execution of cross‑functional initiatives
• Strong alignment across Marketing, Sales, Delivery, Finance, and Customer Success
• Improved visibility into performance and progress
• Measurable improvements in execution efficiency
• Better utilization and organization of core tools such as Salesforce and SalesLoft

What Makes This Role Unique

This role lets you directly shape how a global revenue organization operates.

You will work closely with the Chief Revenue Officer, Marketing leadership, and the Senior Leadership Team to improve coordination, clarity, and execution across the business.

This role is both strategic and execution focused. It is designed for someone who wants to build, implement, and improve, not simply advise or delegate. This role is not designed for individuals seeking a purely coordination or oversight position.