Overview
The Director, Revenue Operations is a strategic leader responsible for aligning and optimizing all go-to-market (GTM) functions to drive predictable growth, operational excellence, and data-informed decision-making across Prosci’s global sales ecosystem. Reporting directly to the Chief Revenue Officer (CRO), this role leads the teams and systems that power Sales, Customer Success, and Marketing effectiveness—including Sales Enablement.
As Prosci continues to evolve as the global leader in change management solutions, the Director of Revenue Operations will ensure that our revenue teams have the processes, insights, and enablement needed to execute with clarity and precision. This leader will bring a blend of analytical rigor, systems thinking, and practical enablement expertise to scale our go-to-market engine for sustainable growth.
Since our founding in 1994, Prosci has been laser-focused on change. By combining our deep understanding of people with a proven methodology rooted in the creation of the ADKAR® model, we’ve helped countless people and organizations thrive. Our solutions empower customers with lasting change resiliency through a unique blend of training, advisory services, and licensing options, including Kaiya, our AI change management coach.
At Prosci, we are a purpose-driven organization full of passionate, curious, and results-oriented people. Working at Prosci means being part of a dynamic team that is dedicated to our purpose of creating a world where change is done right. Join us and be part of a culture that thrives on continuous learning, growth, and making a difference.
Check out our website for more about our team and approach: https://www.prosci.com/about.
Key Responsibilities
Revenue Strategy and Alignment
- Partner with the CRO and executive leadership to design and execute the global go-to-market strategy across Sales, Marketing, and Customer Success.
- Define and manage the revenue operating model, ensuring clear processes, accountabilities, and performance metrics across regions and business units.
- Develop and oversee territory planning, quota setting, forecasting, and pipeline management to drive predictable and scalable growth.
- Create a unified view of revenue performance across all GTM teams, using data and insights to guide decisions and priorities.
Sales Enablement Leadership
- Lead the global Sales Enablement function to equip Sales and Customer Success teams with the content, tools, and skills to succeed.
- Oversee the design and delivery of onboarding, ongoing training, and certification programs that build confidence, consistency, and commercial excellence.
- Partner with Product Marketing and Sales Leadership to ensure messaging, positioning, and playbooks reflect Prosci’s value and differentiation.
- Measure the impact of enablement initiatives on productivity, win rates, and customer outcomes.
Systems, Tools, and Process Optimization
- Own the technology stack supporting GTM operations (Salesforce, HubSpot, LMS, etc.), ensuring systems are efficient, integrated, and aligned to strategic needs.
- Standardize workflows, reporting, and data governance practices to improve accuracy, visibility, and collaboration across global teams.
- Evaluate and implement new technologies that enhance productivity, forecasting, and customer insights.
- Drive process simplification and scalability as Prosci continues to grow and evolve its global revenue organization.
Revenue Insights and Analytics
- Lead the development of dashboards, scorecards, and analytics to provide visibility into performance metrics, trends, and opportunities.
- Guide leadership through data-driven decision-making, enabling the organization to prioritize resources and investments effectively.
- Partner with Finance to ensure accurate forecasting, pipeline hygiene, and revenue attribution.
- Translate data into actionable insights that drive strategy, improve execution, and increase accountability across GTM functions.
Cross-Functional Leadership
- Build strong relationships with Sales, Marketing, Customer Success, Finance, and Product teams to ensure alignment on goals, messaging, and execution.
- Serve as a thought partner to the CRO, contributing to strategic planning, performance reviews, and executive decision-making.
- Mentor and develop a high-performing team across Revenue Operations and Sales Enablement, fostering a culture of collaboration, innovation, and continuous improvement.
