Cengage Group · 19 hours ago
Sr Director of GTM Revenue Operations (Remote)
United States
Full-time
Remote
Director/Executive
$163K/yr - $212K/yr
15+ years expCengage Group is a global education technology company dedicated to enhancing learning experiences for millions of students. They are seeking a Senior Director of GTM Revenue Operations to lead the operational strategies that drive revenue growth, optimize sales compensation, and ensure alignment across various departments.
E-LearningEdTechHigher EducationTraining
Responsibilities
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
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
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
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
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
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)
Qualification
Required
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
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
Preferred
Experience in education technology, SaaS, or passionate organizations
Hands-on experience with CRM and revenue operations platforms (e.g., Salesforce, planning tools)
Benefits
Discretionary incentive bonus program
Company
Cengage Group
Cengage Group is an EdTech company that provides secondary and higher education to learners at an affordable price.
5001-10000 employees
H1B Sponsorship
Cengage Group has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (17)
2024 (6)
2023 (21)
2022 (19)
2021 (16)
2020 (56)
Funding
Current Stage
Late StageTotal Funding
$500M2023-06-02Private Equity· $500M
Leadership Team
Darren Person
EVP, Chief Digital Officer (CDO)
Recent News
2025-10-31
Company data provided by crunchbase