Revenue Operations Leader - Strategy, Forecasting & Insights

IDERA Software; Houston (TX); On-site; USD 180,000 - 280,000; Full time

Job summary

IDERA Software is seeking a Director, Revenue Operations in Houston to lead the end-to-end revenue function. You will own the technology, processes, data, and reporting that enable Marketing, Sales, Channel, and Support to operate efficiently and drive growth.

You will partner with leadership to analyze pipeline health, forecast accuracy, and customer trends, translating complex data into actionable recommendations.

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 operational efficiency
• Analyze revenue and customer data to identify trends, opportunities, risks, and performance gaps by segment, geography, product, source, and sales representative
• Build and maintain dashboards covering pipeline generation and coverage, conversion rates, sales velocity, win/loss, bookings, retention, expansion, and forecast performance.
• Define and monitor KPIs aligned with company objectives; analyze performance against targets and identify the drivers of over- or under-performance.
• Partner with Sales and Marketing leadership to analyze funnel performance and improve conversion, velocity, and revenue efficiency
• Conduct ad hoc analysis and modeling to answer key business questions and support planning and 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-risk opportunities and risks to revenue targets
• Partner with Sales leadership to understand forecast gaps and develop actionable plans to close them
• Analyze channel, partner, and distributor performance, including partner-sourced pipeline, partner productivity, and distributor sell-through, and recommend actions to grow the partner ecosystem
• Lead annual and quarterly quota setting, territory design, and sales capacity planning, aligned with 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, and competitive positioning
• Analyze product and license usage data (e.g., migration volumes and license utilization) to identify expansion, renewal, and churn signals
• Own the revenue technology roadmap and direct the administration of Salesforce.com and other revenue platforms (Marketo, Outreach, Microsoft Power BI, Zendesk), working hands-on where needed while delegating day-to-day administration
• Lead the design and implementation of new features, functionality, and processes; provide technical 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 document platform 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 automate manual workflows
• Establish standardized definitions, methodologies, and data governance practices so revenue data is 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 includes Salesforce/systems administration support, and shape the team’s structure and skill mix as the function 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

Tools

Salesforce

Marketo

Outreach

Power BI

Zendesk

Job description

IDERA Software is seeking a Director, Revenue Operations in Houston to lead the end-to-end revenue function. You will own the technology, processes, data, and reporting that enable Marketing, Sales, Channel, and Support to operate efficiently and drive growth.

You will partner with leadership to analyze pipeline health, forecast accuracy, and customer trends, translating complex data into actionable recommendations.