Senior Director of Revenue Operations

Uniphore is the Business AI company. Our sovereign, composable and secure AI platform connects enterprise data, fine-tunes AI models and deploys agentic AI across the enterprise. We empower every worker to boost productivity and help businesses grow faster, operate smarter and reduce costs. Trusted by more than 2,000 businesses globally, and recognized on the Deloitte Fast 500, Uniphore delivers on the promise of AI as a transformative force for business.

As the Sr. Director of Revenue Operations, you'll be a senior leader focused on driving growth, forecast predictability, and sales productivity. This role requires balancing executive-level collaboration with deep day-to-day execution; continuously driving automation and AI throughout our Revenue Operations. Partnering with the SVP RevOps, you will own the global forecasting process end to end and build the operating discipline that makes our forecast a trusted, board-grade number. We want efficient scaling of our revenue engine.

Responsibilities

• Sales Commissions & Compensation Planning: Finalize the annual sales compensation plan with the SVP RevOps and manage ongoing sales calculations, including PCR, territory assignments, and quota calculations. Own accurate, on-time, automated monthly sales commission processing using Everstage. Model sales commissions for annual commission design & execute monthly commission forecasting with Finance.
• Sales Planning & Operations: Support annual sales planning activities with the SVP RevOps, including quota setting, territory design, and the operational cadence that keeps the sales org running smoothly.
• Configuration, Pricing, Quoting: Business lead for CPQ making DealHub effortless for Sales. You will focus on working with our systems team on new product launch, pricing, & making CPQ easier to quote with product ops & revenue systems.
• Deal Desk/Quote Support: Define & implement new processes, policies, and automations to accelerate commercial velocity while supporting non-standard deal review / approvals. Improve discount approval thresholds and streamline contract negotiation support with Legal. Identify bottlenecks that waste time and implement updated workflows.
• Order Management: Audit purchase orders, contracts, quotes, & opportunities to ensure accurate orders for closed won & transmitted to billing operations.
• Lead, Opportunity, Pipeline & Forecasting: Lead a team that works in region pipeline management, lead conversions, opportunity data health, & forecasting with sales leaders to maximize accuracy, speed, & reliability of execution. Develop and continuously improve processes via automation and AI. Drive the operating cadence/rigor in country-based teams across Sales & Marketing to achieve KPIs and last-mile enablement. Define and rollout deal qualification and selling methodologies with Sales Leadership, Revenue Systems, & Revenue Enablement.
• Forecasting Rigor & Culture: With the SVP RevOps, own the weekly, monthly, and quarterly forecast cadence across regions and segments, including call to close accuracy, commit/upside/pipeline definitions, deal inspection standards, and a single source of truth for the number. Publish forecast accuracy scorecards by leader and region, run post-quarter variance reviews, and coach sales leaders to forecast from evidence (stage exit criteria, MEDDPICC-style qualification, close-date hygiene) rather than optimism. Partner with Finance on bookings and revenue reconciliation and introduce AI/predictive scoring to complement leader-submitted judgment.
• Reporting/Data Management: Responsible for improving and measuring data health across our systems of record in support of data/analytics. Provide non-standard reporting where WW BI teams are still developing Tableau reporting.
• Partner Operations: Responsible for supporting the partner portal, deal registration, MDF/Co-Op, & development of partner program guides/policies on an annual basis.

Experience

• 12+ years of Revenue Operations (Sales Operations, Commercial Operations, Partner Operations) including working closely with Marketing, IT, Legal, & Finance
• Experience in Enterprise sales business selling multi-year TCV deals $1M+
• Experience leading offshore/global teams to high-performance standards
• Track record of owning a company-level forecast: measurable improvement in forecast accuracy, linearity, and pipeline coverage, with the operating cadence and inspection discipline to sustain it
• Deep experience in process improvement and automation, including hands on use of AI tools to redesign revenue workflows and demonstrated results from deploying them
• Created 4-quarter roadmaps and executed to them with speed and urgency
• Experience with acquisition integration of Sales Ops, Commercial Ops, and Partner Ops data/processes into the day-to-day business
• Experience working with dashboards like Tableau or PowerBI
• 7+ years working with SVP/VP/CRO/CFO-level individuals in support of achieving bookings targets, including presenting the forecast and pipeline outlook to executive staff and the board
• 5+ years of prior experience working in one of the following businesses: SaaS, AI/ML, or Cybersecurity industries
• Experience with consumption-based business models helpful
• Very strong skills in Excel, Salesforce, and day-to-day operations
• Fluent, daily use of AI in the flow of work (LLMs, agents, copilots, and AI features inside Salesforce, CPQ, and BI tools) with a working understanding of what these tools can and cannot do, where they add leverage, and when their output needs human validation
• Leadership abilities to define and execute a process-based vision for the organization
• Outstanding communication, presentation, and storytelling abilities to influence Sales with a soft touch
• Ability to thrive in fast-paced, dynamic environments with ambiguity
• Forecasting judgment: comfort holding sales leaders accountable to their number with data, calling risk early, and being the trusted, unbiased voice on where the quarter lands

Location

The position is onsite in Palo Alto, CA, leading a small global team. This role requires the ability to work effectively across time zones with colleagues and sales leaders in other regions.

Hiring Range:

$232,000 - $291,000 (plus a 20% company bonus + equity). Actual compensation will be determined based on factors including skills, experience, qualifications, and location.