Job Details
Sr Director of GTM Revenue Operations (Remote)
**We believe in the power and joy of learning**
At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose - driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.
**Our culture values inclusion, engagement, and discovery**
Our business is driven by our strong culture, and we know that creating an inclusive workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/ .
Cengage Group is seeking a **Senior Director of GTM Revenue Operations** to lead and scale the operational backbone of our go-to-market organization. This role is responsible for designing, executing, and optimizing revenue operations across sales compensation, territory planning, forecasting, insights, deal pursuit, and GTM planning.
As a strategic partner to Sales, Marketing, Finance, and Product leadership, the Senior Director will ensure operational rigor, predictable revenue performance, and alignment between GTM strategy and execution. This leader will manage high-impact teams and drive data-driven decision-making to support Cengage's growth objectives.
**What you'll do here:**
**Revenue Operations Leadership**
+ Own end-to-end GTM revenue operations strategy, aligning execution with company growth priorities and annual operating plans.
+ Act as a trusted advisor to VP of Revenue Operations and executive leadership on revenue performance, risks, and opportunities.
+ Build scalable processes and governance to support a growing and evolving GTM organization.
**Sales Compensation & Commission Operations**
+ Lead the commissions team responsible for sales compensation design along with Spiff design.
+ Partner with Finance, HR, and Sales leadership to design incentive plans that drive desired behaviors and outcomes.
+ Ensure transparency, compliance, and continuous improvement in commission processes and tools.
**Territory & Capacity Planning**
+ Own territory design, quota allocation, and capacity planning across all GTM segments.
+ Develop data-driven territory models that balance growth potential, coverage, and seller productivity.
+ Partner with Sales leadership to support annual and in-year territory adjustments.
+ Develop and document processes for territory coverage.
**Forecasting & Revenue Performance**
+ Lead GTM forecasting processes, ensuring accuracy, consistency, and accountability across the organization.
+ Develop forecasting frameworks, dashboards, and operating rhythms that enable proactive decision-making.
+ Partner closely with Finance on revenue outlooks and predictive modeling.
**Deal Pursuit & Strategic Deals**
+ Oversee the deal pursuit team responsible for supporting complex, high-value, or strategic opportunities.
+ Establish standardized deal review, pricing, and approval processes to accelerate deal velocity while managing risk.
+ Partner with Legal, Finance, and Sales to optimize execution.
**GTM Planning**
+ Lead GTM planning efforts including annual planning, segmentation, coverage models, and execution roadmaps.
+ Ensure tight alignment between Sales, Marketing, Customer Success, and Product on GTM priorities.
+ Drive adoption and optimization of GTM tools, systems, and analytics (e.g., CRM, forecasting).
**Skills you will need here:**
+ 15+ years of experience in Revenue Operations, Sales Operations, or GTM Operations, with 10+ years in a senior leadership role.
+ Proven experience owning sales compensation, territory planning, forecasting, and complex deal support at scale.
+ Strong analytical and strategic thinking skills with a track record of driving predictable revenue outcomes.
+ Experience partnering with executive leadership and influencing cross-functional collaborators.
+ Deep understanding of GTM motions in B2B, SaaS, or subscription-based businesses.
**Preferred**
+ Experience in education technology, SaaS, or passionate organizations.
+ Hands-on experience with CRM and revenue operations platforms (e.g., Salesforce, planning tools).
**Leadership Competencies**
+ Strategic and systems thinker with strong operational rigor
+ Data-driven decision-maker with executive presence
+ Collaborative leader who builds high-performing teams
+ Change agent who thrives in complex, evolving environments
Cengage Group is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws.
Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at accommodations.ta@cengage.com .
**About Cengage Group**
Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.
**Compensation**
At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here (https://www.cengagegroup.com/news/perspectives/2024/cengage-group-total-rewards-philosophy/) to learn more about our _Total Rewards Philosophy_ .
The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.
In this position, you will be eligible to participate in the company's discretionary incentive bonus program. This position's bonus target amount, which is not guaranteed and is dependent on individual performance and overall company results among other factors, is provided below.
30% Annual: Individual Target
$163,000.00 - $212,000.00 USD
**Cengage Group** , a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms.
We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.
**_Warning: Be aware, there has been an increase of targeted recruitment_** **_scams perpetrated by bad actors falsely providing job offers on behalf Cengage Group to candidates as a means of obtaining personal information. Note that Cengage will always interview candidates via live in-person meetings, phone calls and video calls before an offer would be extended. Also, be sure to check that communication is coming from an @cengage.com email address._**
At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose - driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.
**Our culture values inclusion, engagement, and discovery**
Our business is driven by our strong culture, and we know that creating an inclusive workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/ .
Cengage Group is seeking a **Senior Director of GTM Revenue Operations** to lead and scale the operational backbone of our go-to-market organization. This role is responsible for designing, executing, and optimizing revenue operations across sales compensation, territory planning, forecasting, insights, deal pursuit, and GTM planning.
As a strategic partner to Sales, Marketing, Finance, and Product leadership, the Senior Director will ensure operational rigor, predictable revenue performance, and alignment between GTM strategy and execution. This leader will manage high-impact teams and drive data-driven decision-making to support Cengage's growth objectives.
**What you'll do here:**
**Revenue Operations Leadership**
+ Own end-to-end GTM revenue operations strategy, aligning execution with company growth priorities and annual operating plans.
+ Act as a trusted advisor to VP of Revenue Operations and executive leadership on revenue performance, risks, and opportunities.
+ Build scalable processes and governance to support a growing and evolving GTM organization.
**Sales Compensation & Commission Operations**
+ Lead the commissions team responsible for sales compensation design along with Spiff design.
+ Partner with Finance, HR, and Sales leadership to design incentive plans that drive desired behaviors and outcomes.
+ Ensure transparency, compliance, and continuous improvement in commission processes and tools.
**Territory & Capacity Planning**
+ Own territory design, quota allocation, and capacity planning across all GTM segments.
+ Develop data-driven territory models that balance growth potential, coverage, and seller productivity.
+ Partner with Sales leadership to support annual and in-year territory adjustments.
+ Develop and document processes for territory coverage.
**Forecasting & Revenue Performance**
+ Lead GTM forecasting processes, ensuring accuracy, consistency, and accountability across the organization.
+ Develop forecasting frameworks, dashboards, and operating rhythms that enable proactive decision-making.
+ Partner closely with Finance on revenue outlooks and predictive modeling.
**Deal Pursuit & Strategic Deals**
+ Oversee the deal pursuit team responsible for supporting complex, high-value, or strategic opportunities.
+ Establish standardized deal review, pricing, and approval processes to accelerate deal velocity while managing risk.
+ Partner with Legal, Finance, and Sales to optimize execution.
**GTM Planning**
+ Lead GTM planning efforts including annual planning, segmentation, coverage models, and execution roadmaps.
+ Ensure tight alignment between Sales, Marketing, Customer Success, and Product on GTM priorities.
+ Drive adoption and optimization of GTM tools, systems, and analytics (e.g., CRM, forecasting).
**Skills you will need here:**
+ 15+ years of experience in Revenue Operations, Sales Operations, or GTM Operations, with 10+ years in a senior leadership role.
+ Proven experience owning sales compensation, territory planning, forecasting, and complex deal support at scale.
+ Strong analytical and strategic thinking skills with a track record of driving predictable revenue outcomes.
+ Experience partnering with executive leadership and influencing cross-functional collaborators.
+ Deep understanding of GTM motions in B2B, SaaS, or subscription-based businesses.
**Preferred**
+ Experience in education technology, SaaS, or passionate organizations.
+ Hands-on experience with CRM and revenue operations platforms (e.g., Salesforce, planning tools).
**Leadership Competencies**
+ Strategic and systems thinker with strong operational rigor
+ Data-driven decision-maker with executive presence
+ Collaborative leader who builds high-performing teams
+ Change agent who thrives in complex, evolving environments
Cengage Group is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws.
Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at accommodations.ta@cengage.com .
**About Cengage Group**
Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.
**Compensation**
At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here (https://www.cengagegroup.com/news/perspectives/2024/cengage-group-total-rewards-philosophy/) to learn more about our _Total Rewards Philosophy_ .
The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.
In this position, you will be eligible to participate in the company's discretionary incentive bonus program. This position's bonus target amount, which is not guaranteed and is dependent on individual performance and overall company results among other factors, is provided below.
30% Annual: Individual Target
$163,000.00 - $212,000.00 USD
**Cengage Group** , a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms.
We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.
**_Warning: Be aware, there has been an increase of targeted recruitment_** **_scams perpetrated by bad actors falsely providing job offers on behalf Cengage Group to candidates as a means of obtaining personal information. Note that Cengage will always interview candidates via live in-person meetings, phone calls and video calls before an offer would be extended. Also, be sure to check that communication is coming from an @cengage.com email address._**
Job #NLX287344917