Senior Director of Revenue Management and Operations

Company Overview

TradePending makes software for car dealerships. We’ve been doing it since 2014, and count over 6,000 dealerships as customers. TradePending brings dealers and customers together across North America with cutting-edge products. 

Working at TradePending

We offer competitive compensation and comprehensive benefits. Our dedicated team is not only passionate about their work but also knows how to have fun. While you'll face exciting challenges and work hard, our positions come with great benefits and fulfillment for those who excel. If you bring your best self to the table, we promise to do the same.

Position Summary

The Senior Director of Revenue Management and Operations will play a proactive role in accelerating the growth of TradePending’s revenue. The position will act as a trusted advisor and business partner to Sales Leadership. This strategic role reports into our CFO and holds responsibility for enhancing and maintaining the infrastructure, processes, and analytics within our sales tech stack. By doing so, you will empower our Sales and Customer Support Teams to achieve predictable and rapid revenue growth.

You will build and continuously optimize scalable processes and structures that align key stakeholders across the revenue cycle to drive operational efficiency. Your primary focus will be supporting our sales process end-to-end while also collaborating closely with customer support  to optimize full-funnel lifecycle management. In essence, you will bring a data-driven strategy to maximize the productivity and impact of TradePending’s go to market motions. 

This role could potentially serve in a remote environment. 

Duties and responsibilities:

Sales Process Optimization

• Analyze and streamline end-to-end sales processes to enhance efficiency, scalability, and rep productivity.
• Identify gaps and implement improvements across the lead-to-close cycle.
• Establish and direct sales training processes and policies.

Territory Design & Management

• Assist VP of Sales in annual and ad hoc territory design and segmentation strategies to ensure equitable and strategic coverage across geographies, segments, and verticals.
• Partner with Sales and Strategy teams to evaluate account potential, rep capacity, and whitespace opportunities.

Operational Support

• Track and report on key SaaS performance metrics, such as monthly recurring revenue (MRR), customer lifetime value (LTV), customer acquisition cost (CAC), and churn rate, to inform strategy.
• Proactively identify and resolve operational pain points for the sales team, enabling higher performance through process enhancement and automation.

Revenue Enablement

• Develop and implement strategic pricing frameworks, including subscription tiers, product bundling, and dynamic pricing models and promotional strategies, performance etc. Will ultimately own the pricing lever for the company.
• Uncover revenue growth opportunities through analysis of pipeline, win/loss trends, and rep productivity.
• Implement data-driven initiatives that improve conversion rates and drive profitability.

Sales Forecasting & Reporting

• Support the forecasting process by validating inputs, monitoring pipeline hygiene, and producing accurate, timely dashboards and reporting.
• Provide insights and scenario modeling to inform strategic decisions by Sales Leadership.

Policy & Governance

• Ensure consistent adherence to pricing and discounting policies.
• Establish the company's deal desk framework and guidelines.
• Implement controls that balance governance with flexibility for complex deals.

Cross-Functional Collaboration

• Serve as a strategic liaison between Sales, Finance, Marketing, Product, and Customer Success to ensure alignment on goals, metrics, and execution plans.

Education and experience:

• B.S. in business administration or a related field or equivalent work experience
• 10 year minimum of experience working in revenue and/or sales operation
• Minimum of 5 years in a senior managerial position

Required skills and qualifications:

• Strong leadership and program management capabilities to drive organizational change, prioritize initiatives effectively, and deliver both strategic and tactical outcomes. A driver of action, not just analysis
• Must be a self-starter, capable of driving results without a direct reporting structure
• Demonstrated ability to translate complex data into clear, compelling strategies and communicate insights effectively at the executive/senior leader level
• Proven track record of influencing senior leadership and driving alignment across Sales and Customer Success for end-to-end revenue optimization
• Demonstrated success leading a team
• Working knowledge of Salesforce, Tableau and database management
• Advanced troubleshooting and multi-tasking skills
• Excellent verbal and written communication skills

Preferred qualifications

• Proficient with Microsoft Office Suite
• B.S. degree in business administration or related field
• Excellent supervisory and leadership skills
• Prior management skills are highly preferred