Sales Operations Director, Revenue Intelligence

About the role

The is responsible for owning and refining the end to end revenue engine that powers predictable growth. This leader defines the sales operations strategy for revenue intelligence and ensures that every process, metric, and tool aligns with the commercial objectives of the business. They work in close partnership with product and marketing teams to design, test, and iterate on the operational frameworks that turn data into actionable insight. The role requires a hands on operator who builds scalable playbooks that enable sellers to act with speed and confidence. Success is measured by the quality of decisions driven by analytics and the consistency with which the revenue system executes. This position is a critical bridge between strategic revenue goals and the tactical workflows that make them real. The director will own the narrative of performance across the business, translating complex data into clear stories for every stakeholder.

Key facts

Location: USA

Engagement involves partnership with sales and finance teams.

What you'll do

Define and evolve the revenue intelligence and sales operations strategy in collaboration with product and marketing teams to shape regional approaches and market specific playbooks.

Architect and manage the sales process and methodology, ensuring that stages, rules, and workflows support accurate forecasting and efficient deal progression.

Own the configuration, governance, and continuous improvement of the CRM ecosystem to guarantee data integrity, visibility, and trust in reporting.

Design, build, and distribute analytics dashboards and insights that equip leaders with real time visibility into pipeline health, conversion trends, and coverage gaps.

Partner closely with finance to reconcile bookings, validate quota attainment, and align compensation plans with commercial outcomes.

Lead cross functional initiatives that break down silos between sales, marketing, and customer success to drive a unified revenue agenda.

Establish and manage a framework for sales readiness, enabling sellers with playbooks, battle cards, and training that reflect current best practices.

Champion data driven decision making by embedding analytics into daily rituals, pipeline reviews, and strategic planning sessions.

Own the governance of key metrics and KPIs, ensuring definitions are standardized, communicated, and adhered to across the organization.

Drive adoption of sales tools and platforms through change management, enabling teams to extract maximum value from their technology stack.

Champion the use of qualification frameworks and objection handling playbooks to improve win rates and deal quality.

Develop scenario models and what if analyses that help leaders understand the financial impact of strategic choices.

Establish feedback loops with customers and sellers to identify friction points and iterate on the revenue motion.

Serve as the subject matter expert on sales operations for executive leadership, providing counsel, context, and recommendations.

Requirements

Mastery of analytics tools and sales platforms ensures accurate reporting and monitoring for decision support.

Demonstrated experience designing and managing complex sales operations in a B2B SaaS environment.

Proven track record of working with finance and sales leadership to close the loop between strategy and execution.

Exceptional command of CRM systems, data hygiene, and reporting automation is non negotiable.

Strong ability to translate business problems into analytical questions and then into actionable operational solutions.

Experience leading change management initiatives that drive adoption of new processes and tools.

Exceptional written and verbal communication skills with the ability to influence at all levels of the organization.

Comfortable operating in a fast paced, ambiguous environment where priorities shift and problems are complex.

Practical notes

Hybrid arrangements reflect regional policies and team needs across Addison, Bellevue, Durham, Emeryville, and Reston locations.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Data driven decision making defines success in this role through analytics platforms that drive clarity. Professionals use structured thinking and cross team communication to navigate complex sales environments. Mastery of CRM and reporting tools supports revenue intelligence and operational initiatives. Global collaboration requires adaptability to regional policies and stakeholder expectations. Consistent engagement with sales and finance teams ensures alignment with business priorities.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

About the company

Tanium is hiring for Sales Operations Director, Revenue Intelligence. Addison, TX (Hybrid); Bellevue, WA (Hybrid); Durham, NC (Hybrid); Emeryville, CA (Hybrid); Reston, VA (Hybrid).