Prosci

Compensation

Full Description

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. Success Profile Based on this role’s scope and responsibilities, we are seeking candidates with the following minimum qualifications, skills, attributes, and competencies. Competencies Strategic Mindset: Anticipates trends, translates strategy into action, and positions Prosci’s revenue organization for long-term success. Analytical Acumen: Leverages data and technology to uncover insights, drive operational rigor, and enable informed decision-making. Business Insight: Understands Prosci’s business model and client landscape to ensure revenue operations strategies support growth and profitability. Collaborates: Builds strong partnerships across teams and geographies to align on goals and drive execution. Develops Talent: Builds capability and confidence across the Revenue Operations and Enablement teams through coaching and empowerment. Drives Results: Balances strategic thinking with hands-on execution to deliver measurable business impact. Technical/Functional Skills Strong proficiency in Salesforce and revenue tech stacks (HubSpot, Outreach, Gong, LMS platforms, BI tools). Demonstrated success in building scalable processes, metrics, and enablement programs that drive growth. Exceptional communication, influencing, and leadership skills with a collaborative, systems-oriented mindset. Experience leading through organizational transformation, growth, or brand evolution. Qualifications Bachelor’s degree in Business, Finance, Marketing, or related field; MBA or equivalent experience preferred. 10+ years of experience in Revenue Operations, Sales Operations, or Go-to-Market Strategy within a B2B or professional services environment. Proven experience leading Sales Enablement and operational functions at a global or multi-regional level. Additional Information Travel Requirements: This role requires approximately 10% travel, potentially internationally, and requires a valid passport. Work Location: This is a remote position, and we are open to both the US and Canada. There are separate job posts for each country, so please be sure to apply to the appropriate location. Compensation: $168,000 - $209,000 USD is the projected range of annual base salary for this role depending on the candidate’s overall qualifications and experience. This role is eligible for inclusion in our bonus program. Benefits: Through our experience and strategic focus on the people side of change, we know that by taking care of our people, we are taking care of our business. In addition to the compensation detailed above, we offer comprehensive wellness benefits, including generous flexible paid time off, holidays and volunteer time, medical, dental, vision, long-term and short-term disability programs, life insurance, pet insurance, 401k with company matching, and access to LinkedIn Learning. Our “mostly virtual” culture is vibrant with many opportunities to collaborate with colleagues from around the world, get involved in employee-led interest and resource groups, and to meet up with team members at in-person local or market-wide events. We hope you're interested in making a difference with us. Even if you don't feel that you meet every requirement listed in this job description, we still encourage you to apply. Prosci is an equal opportunity employer that is committed to inclusion and diversity. Employment opportunities at Prosci are available to all applicants, without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organization: https://www.prosci.com/about/dei. If you require assistance due to a disability applying for open positions, please submit a request to: applicantsupport@prosci.com.