Senior Revenue Ops Lead, Digital Commerce

Acosta; Charlotte (NC); On-site; USD 180,000 - 240,000; Full time

Job summary

Acosta is seeking a Senior Director of Revenue Operations to translate go-to-market strategies into execution that drives revenue growth. You will design, implement, and optimize processes, tools, analytics, and enablement to empower sales and customer teams.

The role requires strategic leadership, experienced management, and hands-on ownership of the sales process, KPIs, and technology stack to scale operations and improve predictability.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, or a related field; MBA preferred.
• 8+ years of progressive experience in Sales Operations, Revenue Operations, Sales Strategy, or related work.
• 5+ years of supervisory or management experience, including managing and developing teams.
• 3+ years leading and managing cross-functional teams, with a demonstrated ability to inspire teams and drive performance.

Responsibilities

• Define sales strategies, go-to-market plans, and revenue goals, translating priorities into operational execution.
• Lead annual sales planning, ICP analysis, territory design, quota allocation, and compensation strategy.
• Lead qualification validation, forecasting, and enablement reviews to improve revenue predictability.
• Advise business development leaders using actionable insights to identify market opportunities and accelerate pipeline velocity.
• Own the end-to-end sales process; identify bottlenecks and implement scalable solutions.
• Establish SOPs and best practices across the Connected Commerce sales organization.
• Manage sales technology stack (Salesforce, Gong, etc.) and drive adoption and ROI.
• Create and maintain centralized sales operations playbooks, workflows, and critical paths.
• Oversee sales forecasting, pipeline management, and performance reporting.
• Develop dashboards and KPIs tracking sales performance and costs.
• Conduct deep-dive analyses to inform executive decisions and pivots.
• Develop and implement strategies for new business launches and priority test programs.
• Oversee issue resolution processes and drive continuous operational improvements.
• Lead and develop a high-performing sales operations team.

Skills

First-Principles Thinking

Technical Mastery

Analytical Mindset

Problem Solving

Business Acumen

Communication & Influence

Leadership & Organization

Education

Bachelor’s degree in Business/Finance/Economics

MBA preferred

Tools

Salesforce

Gong

Tableau

Power BI

Job description

Acosta is seeking a Senior Director of Revenue Operations to translate go-to-market strategies into execution that drives revenue growth. You will design, implement, and optimize processes, tools, analytics, and enablement to empower sales and customer teams.

The role requires strategic leadership, experienced management, and hands-on ownership of the sales process, KPIs, and technology stack to scale operations and improve predictability.