Director of Revenue Operations

Job Description

The Director of Revenue Operations is a strategic leadership role responsible for building and scaling the commercial infrastructure that powers a global business generating hundreds of millions in annual revenue across global markets, including North America, Latin America, Europe, and Asia-Pacific. This role owns the core pillars of sales effectiveness and leads the managers responsible for each.

The Director partners directly with senior sales leadership and the executive team to translate corporate strategy into scalable processes, actionable insights, and equitable, motivating compensation structures that drive predictable, sustainable revenue across a matrixed, multi-region organization. This is a highly visible, cross-functional leadership position requiring a blend of strategic vision, operational rigor, systems fluency, and people leadership.

Key Responsibilities

Strategic Leadership & Team Management

• Lead, mentor, and develop direct-report managers across Systems & Tools, Sales Operations, Sales Enablement, and Territories & Commissions, ensuring alignment with overall commercial strategy

• Set the vision and roadmap for commercial operations globally, ensuring consistent standards, processes, and reporting across every region

• Serve as the primary bridge between field sales leadership, executive leadership, and cross-functional partners on all matters related to sales systems, operations, and compensation

• Build a high-performing, scalable commercial operations function to maximize revenue

Systems & Tools

• Provide strategic direction to formulate and deliver a sales systems roadmap (Salesforce, CPQ, Order Capture, and related GTM applications)

• Champion technology investments, vendor selection, and system integrations that improve sales productivity, data quality, and business intelligence

• Ensure robust governance, change management, and UAT/BVT testing practices for all systems releases and upgrades

• Partner with IT teams to ensure systems scale with business needs and support direct and indirect sales channels

Sales Operations

• Develop world-class reporting, dashboards, and KPIs that provide real-time visibility into pipeline health, quota attainment, and performance

• Own the cadence and quality of planning, forecasting, and business review processes across regions and segments

• Ensure sales operations standards, tools, and capabilities are applied consistently across a matrixed, multi-region organization

• Partner with Sales Finance on annual business planning, including quota setting, headcount planning, and resource allocation

Sales Enablement

• Design and deliver onboarding, ramp, and ongoing training programs that accelerate seller productivity across every region

• Own the sales methodology, playbooks, and content strategy that equip sellers with consistent messaging, tools, and skills

• Partner with Systems & Tools and Sales Operations to ensure enablement programs reinforce adoption of CRM, CPQ, and other GTM technology

• Establish enablement metrics to measure program effectiveness and continuously improve seller performance

Territories & Commissions

• Direct the strategy behind sales territory design, ensuring equitable distribution and optimized revenue potential across all regions

• Oversee the design, governance, and continuous improvement of sales compensation plans

• Review and approve the annual sales compensation budget and forecast

• Ensure timely, accurate commission processing and fair resolution of compensation disputes

Cross-Functional & Executive Collaboration

• Act as a strategic advisor to senior sales leadership, translating business goals into scalable commercial processes, systems, and incentive structures

• Partner with Finance, HR, Legal, and IT leadership to ensure alignment across the organization

• Present commercial performance insights, compensation strategy, and systems roadmaps to senior executives and the Board as needed

• Drive a culture of continuous improvement, data-driven decision-making, and operational excellence

Required Qualifications

• Bachelor's degree in Business, Finance, Analytics, or related discipline

• 10+ years of progressive experience in sales operations, revenue operations, commercial strategy, or related fields, including experience managing managers or multi-functional teams

• Proven track record leading commercial or sales operations functions within a global, matrixed organization

• Demonstrated experience overseeing sales systems (Salesforce or equivalent CRM), sales operations/reporting infrastructure, sales enablement, and sales compensation/territory design

• Strong financial acumen, including experience managing budgets, forecasting compensation costs, and balancing incentive design with financial sustainability

• Exceptional executive communication skills with experience presenting to senior leadership

• Strong change management, project management, and cross-functional leadership skills with the ability to operate effectively across multiple regions, time zones, and cultures

Preferred Qualifications

• MBA or graduate degree

• Experience in a B2B, manufacturing, or industrial environment

• Direct, hands-on experience across all four pillars: systems, sales operations, sales enablement, and compensation/territory design

• Familiarity with international compliance considerations related to sales compensation and employment practices across multiple geographies

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.

• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.

• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.

• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.

• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.

• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The base compensation range varies across locations. For any eligible US locations, unless otherwise noted, the base compensation range for this role is $137,200 USD - $254,800 USD. Base pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay is one part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

Thomson Reuters makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs in accordance with applicable law. If you reside in the United States and require an accommodation in the recruiting process, you may contact our Human Resources Department at HR.Leave-Expert@thomsonreuters.com. Disability accommodations in the recruiting process may include things like a sign language interpreter, making interview rooms accessible, providing assistive technology, or other relevant accommodations. Please note this email is not intended for general recruitment questions and we will promptly respond to inquiries regarding accommodations. More information on requesting an accommodation here.

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More information about Thomson Reuters can be found on thomsonreuters.com