Director of Revenue Operations

About Macmillan Learning At Macmillan Learning, we're committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you're a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you'll play a vital role in advancing our mission. If you're excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast-paced, innovative environment, we'd love to hear from you! About the Role As Director, Revenue Operations, you'll be responsible for the strategic and operational backbone of Macmillan Learning's Sales and Customer Success organization across Higher Education and High School. That includes the operating model, reporting and forecasting infrastructure, territory planning, and the technology that supports the revenue team. You'll work with Sales and Customer Success leaders, who set targets for their teams, so the data and processes behind their work are reliable. AI and automation are central to this role. You'll bring a clear point of view on where they can meaningfully change how the revenue organization works, and you'll move the team from manual workflows toward a more scalable approach. You'll report to the VP, Revenue Operations & Customer Support and manage the Associate Director and the Revenue Operations team. The scope of the role will evolve as cross-functional processes and shared initiatives develop. Our Commitment to Diversity We know some talented people hesitate to apply when they don't check every box on a list. If this role has you excited and you believe you could do the work well, we want to hear from you, even if your path here doesn't match every requirement exactly. We're looking for people who care about our mission and bring their own perspective to the table. Different backgrounds, skills, and ways of working make us better at what we do. If this opportunity speaks to you, tell us how your experience and abilities could add value here. We want Macmillan Learning to be a place where everyone can do their best work and where different viewpoints are genuinely welcome, so if you're a qualified candidate, we hope you'll apply. We're looking forward to learning what you'd bring to the team. What You'll Do You’ll define and own the reporting framework, KPI dashboards, and analytics for Sales and Customer Success performance, in partnership with the functional leaders who set targets for their teams. You’ll own the data, tools, and infrastructure behind revenue forecasting, including pipeline visibility, forecast modeling, and reporting, in partnership with Sales and Customer Success leadership. You’ll set and own data quality and governance standards across CRM and revenue systems to support accurate reporting and forecasting. You’ll define and continuously improve the operating model, processes, systems, and workflows that support Sales and Customer Success across the full revenue lifecycle. You’ll lead the analytical and process work behind annual go-to-market planning, including territory design, headcount modeling, and compensation structure input, in partnership with Sales and Customer Success leadership. You’ll manage the Associate Director and their team, along with any future Revenue Operations analyst or systems hires, and set team-wide priorities and standards in partnership with the Associate Director. You’ll own vendor contract terms, pricing, and SLA negotiation. You’ll help define and communicate a vision for what Revenue Operations should be doing in one, two, and three years, and partner with the VP to evolve the function’s mandate, structure, and metrics. You’ll serve as the organization’s driving voice on how AI and automation can transform revenue operations, identifying, prioritizing, and leading initiatives from idea through implementation. You’ll partner with Product and Technology to define the systems and automation the business needs, and hold those partners accountable for delivering solutions. You’ll evaluate tools and platforms with a clear lens on ROI and fit, and own strategy and evaluation for core Revenue Operations tools such as Groove and Sales Elevate. What You'll Bring 8-10+ years in revenue operations, sales operations, or a related analytical or operational role, preferably in EdTech, publishing, or SaaS A college degree or equivalent professional experience A track record of leading complex cross-functional programs that span Sales, Customer Success, and Technology Demonstrated experience applying AI and automation to modernize revenue operations, including driving adoption rather than only familiarity with the tools Expertise in Salesforce.com and data-driven business process improvement, including forecasting, KPI reporting, and territory-planning infrastructure Proven ability to define business outcomes, lead automation efforts, and scale operational programs Excellent leadership, communication, and stakeholder influence skills Comfort leading through ambiguity and driving alignment across multiple priorities Preferred Qualifications Familiarity with sales engagement, coaching, or win-loss analysis tools such as Groove, Gong, and Clozd Process improvement training or certification, such as Lean Six Sigma Salesforce Administrator (or equivalent CRM) certification Master's degree in Business Administration or a related field Salary Range $120,000 to $140,000 annually Job Location This role is remote first, with occasional visits to our office required. You can work from wherever you call home, except Alaska, Arkansas, Hawaii, Mississippi, South Dakota, West Virginia, or Wyoming, where we're not currently able to hire. Travel Statement Occasional travel is required, estimated at 15% of the time, primarily for conferences and industry events. Physical Requirements Requires periods of close concentration. Must be able to multi-task and concentrate. Must be able to work more than 40 hours per week as needed. Benefits Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee's date of hire. Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation) of active employees. Company bonus plan Medical insurance (HSA Qualified, EPO, and PPO plan options), HSA + Employer Contribution, vision insurance, and dental insurance Contributions to your 401(k) retirement account through Fidelity (US) / Registered Retirement Savings Plan (Canada) Paid time off, sick time, floating holidays, and paid holidays (Spring Reset Day, Juneteenth, Indigenous Peoples' Day, Election Day, and more) Employee Assistance Program, Education Assistance Program and Commuter Assistance (for those in qualified circumstances) 100% employer-paid life and AD&D insurance Mental health support through Headspace About Macmillan Learning Macmillan Learning is a privately-held, family-owned company that inspires what's possible for every learner. We envision a world in which every learner succeeds. Through our content, tools and services, we aim to make that a reality. Macmillan Learning is a division of the Holtzbrinck Publishing Group, a global media company headquartered in Stuttgart, Germany. Equal Opportunity Employer At Macmillan Learning, we believe diverse perspectives and backgrounds enrich our mission to improve lives through learning. We actively seek candidates who reflect a wide range of identities, experiences, and communities. We are an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, ethnicity, national origin, sex, sexual orientation, gender, gender identity or expression, disability status, physical ability, neurodiversity, genetic information, protected veteran status, family and economic status and background, geographical status and background, or any other characteristic protected by federal, state, or local law. Employer Classification The successful candidate for this position will be an employee of Bedford, Freeman & Worth Publishing Group, LLC d/b/a Macmillan Learning. Bedford Freeman & Worth Publishing Group, LLC has developed an affirmative action program in compliance with the NY Department of Education's guidance. Portions of the affirmative action program are available for review by applicants and employees by contacting Human Resources at Macmillan Learning. #J-18808-Ljbffr Macmillan Learning