Director of Revenue Operations

Director, Revenue Operations

This position is fully remote and is available in the United States; Eastern and Central Time Zones are preferred. The base salary is 130 - 150 USD annually.

Interested in a career that bridges the gap between Supply Chain and Technology?

Elemica, a global leader in digital supply chain automation, is seeking experienced Director of Revenue Operations to grow our business and strengthen our partnerships with existing top enterprise clients. This is an opportunity to join a growing company of talented and committed individuals, unified in the common goal of exceeding our client’s expectations.

Our Values

At Elemica, we believe that embodying our values is essential for all team members. These qualities show up in our interactions with each other, our clients, and our collective community:

• Curiosity – we delight in the discovery of new challenges and feel compelled to solve them
• Integrity – We are relatable and trustworthy; steadfast in our commitment to our colleagues, clients, and partners
• Accountability – We show up and deliver measurable, meaningful business value. Consistently.
• Passion – We have a shared enthusiasm for transforming our clients’ supply chain

What’s In It For You?

• Customer-centric work
• Cutting-edge supply chain technology and innovation
• Flexible work locations
• Competitive compensation packages
• Inclusive parental leave policy that supports all parents and careers
• Personal and pet insurance options
• Flexible time off and paid holidays
• 401k and bonus program
• Wellness and mental health initiatives
• Generous employee referral bonus program
• Fun work environment

Responsibilities & Objectives

Elemica is seeking a Director of Revenue Operations to improve the processes, reporting, and coordination that support our global sales organization. You will manage day-to-day sales operations, including forecasting, pipeline reporting, sales planning support, and incentive compensation administration. Working closely with Sales leadership, Finance, Human Resources, and Sales Enablement, you will help ensure our teams have reliable information, clear processes, and the operational support needed to execute effectively. 

This is a hands-on role for someone who combines strong analytical skills with attention-to-detail and consistent follow-through. You will bring structure to sales reviews, identify operational gaps, and help turn decisions into completed actions.

What You’ll Do

Forecasting and Sales Reviews 

• Manage the weekly forecasting cycle, including submission deadlines, data checks, consolidated reporting, and meeting preparation

• Facilitate forecast and pipeline reviews with sales leaders, highlighting changes, risks, and actions requiring follow-up

• Track forecast performance and investigate variances with the relevant sales teams

• Coordinate materials for monthly sales performance reviews and quarterly business reviews

• Document decisions and action items, follow up with owners, and escalate unresolved issues

Pipeline Management and CRM Discipline 

• Monitor pipeline coverage, opportunity progression, conversion rates, deal slippage, and sales-cycle length

• Maintain consistent opportunity stages, forecast categories, and reporting standards

• Work with sales teams to keep opportunity values, close dates, next steps, and account information accurate

• Identify gaps in pipeline data and support timely resolution

• Provide analysis that helps sales leaders prioritize opportunities and address performance risks

Sales Reporting and Analysis 

• Maintain dashboards and reports covering bookings, pipeline, forecast performance, quota attainment, and sales productivity

• Work with Finance to ensure consistent definitions and reconcile reporting discrepancies

• Respond to sales performance questions with clear analysis and practical recommendations

• Prepare accurate, timely reporting for commercial leadership

• Coordinate renewal and expansion reporting with the relevant account owners and Client Service teams

Sales Planning Support 

• Support annual and in-year planning through analysis of territories, account coverage, sales capacity, and quota allocation

• Maintain account and territory assignments and coordinate approved changes

• Model productivity, ramp time, and coverage scenarios with Sales leadership and Finance

• Track performance against approved plans and highlight emerging gaps

• Document and communicate planning decisions to affected teams

Incentive Compensation Administration 

• Support the modeling of sales compensation plans under the direction of Sales leadership, Finance, and Human Resources

• Maintain approved quotas, plan documentation, and sales-crediting records

• Prepare and validate commission inputs with Finance and other relevant teams

• Investigate compensation queries and route exceptions through the agreed approval process

• Ensure approved plan changes are accurately documented and communicated

Sales Processes and Technology 

• Identify opportunities to simplify sales workflows and reduce administrative effort

• Gather business requirements for Salesforce enhancements, reporting, and automation

• Maintain process documentation and support consistent adoption across sales teams

• Coordinate deal approval workflows with Sales, Finance, and Legal

• Support accurate handoffs from Sales to implementation and Client Service

Enablement and Collaboration 

• Partner with Sales Enablement on training related to sales processes, reporting, and CRM use

• Support new-hire onboarding through territory information, reporting access, and operational guidance

• Provide data and operational support for sales kickoffs and other planning activities

• Build effective relationships across regional sales teams and supporting functions

• Manage competing requests transparently and prioritize work according to business needs

What You’ll Need

• 7+ years of experience in Sales Operations or a closely related commercial operations role, preferably within enterprise B2B software or SaaS

• Experience supporting international sales teams or working in supply chain technology, enterprise integration, manufacturing, or logistics is very highly preferred

• Hands-on experience with sales forecasting, pipeline management, reporting, and CRM data quality

• Experience supporting sales planning and incentive compensation processes

• Strong Salesforce reporting and dashboard skills, with the ability to translate business needs into clear system requirements

• Advanced Excel or equivalent analytical skills; experience with business intelligence tools is an advantage

• Understanding of enterprise sales cycles and recurring-revenue business models

• Strong attention to detail and the ability to identify and resolve data inconsistencies

• The confidence to facilitate discussions with sales leaders, question incomplete information, and follow up on commitments

• Strong organizational skills and the ability to manage recurring deadlines alongside improvement projects

• Clear communication skills and a practical, collaborative approach

What Success Looks Like

Expectations for the First 90 Days

• Understand the sales structure, forecasting process, reporting requirements, and compensation workflows
• Establish reliable delivery of recurring sales reports and forecast submissions
• Identify and address priority pipeline and CRM data-quality issues
• Implement clear action tracking for sales reviews
• Agree a focused operational improvement plan with your manager and key stakeholders

Expectations for the First Year

• More timely, reliable forecasts and sales reporting
• Better pipeline visibility and more consistent CRM data
• Accurate, well-documented compensation inputs and timely resolution of queries
• Effective operational support for territory and quota planning
• Reduced administrative friction through process improvements and automation
• Consistent follow-through on actions agreed in sales reviews

Who We Are

Elemica is a leading provider of Digital Supply Chain Management solutions and the premier multi-enterprise collaboration network for global process manufacturing industries. Its portfolio of SaaS-based, network-powered digitization and visibility solutions automate critical information flows, enable multi-channel data strategies, and improve end-to-end supply chain performance. Elemica solutions connect many of the world’s largest manufacturers to their direct material suppliers, logistics service providers and end customers, helping them realize the promise of, and return on, their investments in supply chain digitization. Today, global leaders—including Arkema, BASF, Continental, Dow, Goodyear, Michelin, and Shell—use Elemica, driving over $1 trillion in commerce annually.

It is the responsibility of all Elemica employees to ensure the security, availability, processing integrity, confidentiality, and privacy of Elemica systems and data and the data of our customers. Using best practices in these areas, all Elemica employees will observe a ‘security first’ approach to their daily responsibilities. All employees are accountable for securing their work devices, work areas, and communications in the execution of their daily duties.

Our use of artificial intelligence in hiring

We use AI-assisted tools to support parts of our recruitment process. These tools help us manage application volume, but no hiring decision is made by AI alone. Your rights: You have the right to request human review of any AI-assisted assessment of your application. You may also request information about how AI was used in evaluating your candidacy and contest any decision that was influenced by automated processing. To exercise these rights or ask questions about our use of AI in recruitment, contact: [email protected].