Strategic Revenue Ops Leader, Digital Commerce

Acosta; Rogers (AR); 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. This leader will design, implement, and optimize processes, tools, and analytics to empower sales and customer teams.

The role requires 8+ years in Sales or Revenue Operations, with 5+ years in leadership, and deep knowledge of Salesforce, Gong, Tableau, and Power BI. MBA preferred, and a track record of improving forecast accuracy and pipeline velocity.

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.
• Knowledge of B2B sales cycles, pipeline mechanics, and forecasting methodologies.

Responsibilities

• Partner with Connected Commerce leadership to define sales strategies, go-to-market plans, and revenue goals, translating priorities into operational execution.
• Lead annual sales planning, including ICP analysis, territory design, quota allocation, and compensation plan strategy aligned with financial objectives.
• Own the end-to-end sales process, identify bottlenecks, and implement scalable solutions that improve sales productivity and efficiency.
• Establish SOPs and best practices across the Connected Commerce sales organization.
• Partner with IT to manage the sales tech stack (Salesforce, Gong, and BI platforms) and drive adoption.
• 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 efficiency.
• Conduct deep-dive analyses to inform executive decisions and pivots.
• Develop and implement strategies for new business launches and priority test programs.
• Monitor issue resolution KPIs and drive continuous process improvements.

Skills

First-Principles thinking

Salesforce

Gong

Tableau

Power BI

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. This leader will design, implement, and optimize processes, tools, and analytics to empower sales and customer teams.

The role requires 8+ years in Sales or Revenue Operations, with 5+ years in leadership, and deep knowledge of Salesforce, Gong, Tableau, and Power BI. MBA preferred, and a track record of improving forecast accuracy and pipeline velocity.