Digital Revenue Operations Director

CLA is a top 10 national professional services firm where our purpose is to create opportunities every day, for our clients, our people, and our communities through industry-focused wealth advisory, digital, audit, tax, consulting, and outsourcing services. Even with more than 8,500 people, 130 U.S. locations, and a global reach, we promise to know you and help you.

CLA is seeking a Digital Revenue Operations Director. This role leads the strategy, processes, systems, governance, and operating routines that enable scalable Digital growth. They own the revenue operating model across pipeline management, sales forecasting, CRM governance, lead management, growth reporting, revenue technology, and sales process execution.

Essential Job Functions
The below functions reflect the general details of the essential work activities and accountabilities of this position and are not all inclusive. Other activities may be assigned.

Essential Job Functions

Revenue Operations Strategy & Leadership

• Own and continuously evolve the Digital revenue operating model, including pipeline governance, sales forecasting, coverage models, growth KPIs, sales process standards, and revenue technology priorities.
• Advise Digital growth leadership on pipeline health, forecast risk, market coverage, growth productivity, operational effectiveness, and scalability.
• Develop and execute a multi-year revenue operations roadmap aligned with Digital growth objectives and business priorities.
• Lead process, technology, reporting, and governance improvements that increase productivity, adoption, and scalable revenue growth.

Growth Planning, Reporting & Analytics

• Lead Digital growth operating routines, including pipeline and forecast reviews, KPI tracking, growth performance reviews, and quarterly business reviews.
• Develop and deliver pipeline, coverage, capacity, conversion, and activity insights that support growth planning and executive decision-making.
• Identify pipeline risks and opportunities, market coverage gaps, resource constraints, and execution priorities, recommending actions to improve growth performance.
• Establish and govern Digital growth dashboards, KPI definitions, and reporting standards across offerings, industries, geographies, markets, and teams.
• Ensure consistent pipeline and growth metrics and maintain trusted operational data used for growth planning, financial reporting, and performance measurement.

Pipeline, Forecasting & CRM Governance

• Own Digital sales forecasting processes and establish governance standards that support accurate, consistent, and actionable forecasts.
• Establish and reinforce lead-to-win pipeline standards, including CRM adoption, data quality, stage progression, opportunity ownership, activity tracking, and follow-through.
• Oversee pipeline health and coverage, including identification of lapsed, unmanaged, and under-covered opportunities and escalation of systemic issues.
• Govern CRM practices related to territories, market and account segmentation, client identification, source attribution, coverage, and capacity-planning inputs.
• Ensure the integrity of CRM pipeline and bookings data and partner with FP&A to reconcile operational and financial reporting.

Revenue Technology & GTM Enablement

• Lead Digital revenue technology strategy and partner with centralized IT/MarTech to translate business needs into scalable CRM, reporting, automation, and technology solutions.
• Provide strategic oversight of Digital-specific prospecting, intent data, targeting, and growth platforms, including governance, configuration, adoption, and user enablement.
• Establish scalable targeting and segmentation approaches, including ideal client profiles, priority markets, geographic segmentation, account targeting, and intent signals.
• Identify and prioritize opportunities to leverage AI, automation, analytics, and workflow improvements to increase revenue operations effectiveness and scalability.

Lead Management & Sales Process Enablement

• Oversee Digital lead management processes across Marketing, inside sales, and other lead channels, including routing, response standards, qualification, follow-up, and conversion performance.
• Establish and continuously improve Digital sales processes, workflows, and playbooks to increase consistency, adoption, and effective sales-to-delivery handoffs.
• Drive consistent pre-sales operating practices across scoping, solution architecture alignment, pursuit teams, pricing, proposals, and deal reviews.
• Partner with CLA Enablement and other stakeholders to implement revenue enablement tools, resources, campaigns, and offering-specific sales plays.

Collaboration

• Partner with Digital FP&A to align sales forecasting, growth planning, performance measurement, metric definitions, and executive reporting.
• Ensure timely and accurate pipeline, bookings, coverage, conversion, and activity data are available to support financial planning, forecasting, and performance analysis.
• Partner with FP&A to reconcile operational and financial reporting and resolve structural data, system, attribution, or metric-definition issues.

Requirements

Experience

·        10 years of progressively responsible experience in revenue operations, sales operations, business development operations, growth operations, consulting operations, or a related commercial leadership function required.

·        Experience designing, implementing, and scaling revenue operations capabilities within professional services, consulting, technology services, SaaS, or a similarly complex organization preferred.

·        Demonstrated experience partnering with senior leadership on sales forecasting, pipeline management, growth planning, performance measurement, CRM governance, and revenue operations strategy preferred.

·        Experience leading complex cross-functional initiatives involving sales, marketing, finance, enablement, analytics, technology, and delivery teams preferred.

Education

·        Bachelor's degree is required. Combination of relevant experience, education, and training may be accepted in lieu of degree.

·        Degree in Business, Finance, Marketing, Information Systems, Data Analytics, Management, Economics, or a related field preferred.

Certifications / Licenses

·        None required.

·        Relevant certifications preferred, including:

• o   Microsoft Dynamics CRM
• o   Revenue Operations, Sales Operations, Marketing Operations, or Business Analytics
• o   Lean, Six Sigma, Project Management, or process improvement
• o   AI, automation, or data analytics

Travel Requirements

This position requires <10% travel.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
 
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Wellness at CLA

To support our CLA family members, we focus on their physical, financial, social, and emotional well-being and offer comprehensive benefit options that include health, dental, vision, 401k and much more.

To view a complete list of benefits, click here.