TPx · 2 days ago
Director, Revenue Process Strategy & Systems
United States
Full-time
Remote
Director/Executive
7+ years expTPx is a company focused on transforming how revenue teams operate through strategic architecture. The Director, Revenue Process Strategy & Systems is responsible for designing and optimizing sales processes and systems to drive predictable revenue growth, while leveraging AI-driven insights for continuous improvement.
Telecom & CommunicationsCloud ComputingInternetISPTelecommunicationsWeb Hosting
Responsibilities
Designs, documents, and continuously improves end-to-end sales processes, from lead intake through close and handoff to service delivery
Leverages AI-driven insights (e.g., pipeline analysis, deal velocity trends, win/loss signals) to inform process design and prioritization
Ensures sales processes align with MSP offerings, including managed services, renewals, and lifecycle expansions
Utilizes AI-assisted analysis to identify inefficiencies, bottlenecks, and leakage points in the sales funnel
Defines standardized sales stages, exit criteria, and forecasting practices supported by data and predictive indicators
Partners with Sales leadership to test, validate, and refine processes using data-backed experimentation and continuous improvement
Leads the design and governance of core commercial workflows
Establishes and maintains process standards, documentation, and audit protocols to ensure consistency and accountability across teams and regions
Collaborates with Sales, IT Solutions Architecture, Sales Enablement and Account Management to embed best practices that improve pipeline quality, win rates, and customer retention
Develops and manages a Commercial Process Playbook that aligns daily execution with enterprise-level GTM strategy
Serves as the primary business owner and strategic administrator of the CRM and sales platforms (e.g., HubSpot, Salesforce, or similar)
Ensures seamless integration between CRM, quoting, proposals, contract management, and downstream service systems
Leads onboarding and ongoing training of the Sales organization related to sales systems, processes, and AI capabilities
Acts as an escalation point for sales system issues and drives continuous improvement in usability and adoption
Plays a key role in enabling new products and services into the CRM systems, including defining the business requirements for how these products need to manifest themselves across these systems, performing user acceptance testing (UAT) and writing Standard Operating Procedures (SOP's) for the how the Sales organization needs to quote and order these services
Evaluates and works with IT to implement emerging AI and automation technologies to enhance productivity, accuracy, and decision-making
Partners with IT, Data, BI, and Enablement teams to pilot AI-driven solutions such as forecasting, opportunity scoring, and workflow optimization
Fosters a culture of innovation through experimentation with new tools and technologies that anticipate market shifts and drive continuous improvement
Defines and tracks key process KPIs (e.g., funnel health, sales velocity, conversion, renewal rates) in partnership with BI to measure GTM effectiveness
Leverages data-driven insights to inform process improvements and strategic decisions
Collaborates with Finance and BI to enhance visibility into commercial performance and identify leading indicators of growth
Works with Sales Enablement to design and deliver training and communication plans that support adoption of new processes and tools
Facilitates workshops and design sessions to align stakeholders and co-create process improvements
Acts as a strategic liaison across Sales, Product, Marketing, IT, Finance, and Operations to ensure GTM alignment and operational scalability
Promotes a culture of operational excellence, transparency, and accountability, ensuring all process enhancements are tied to business strategy and customer value
Qualification
Required
Bachelor's degree in Business, Operations, or a related field
Minimum 7 years of experience in sales operations, revenue operations, or sales process leadership
Minimum 3 years of experience in an MSP, IT services, or recurring revenue technology environment
Hands-on experience owning and optimizing CRM and sales technology platforms
Demonstrated experience using data and analytics to drive process and performance improvements
Proven success in designing and scaling new commercial operating models, beyond simply refining existing processes
Strategic thinker with a systems-design mindset; capable of building future-state processes from the ground up
Demonstrated ability to lead cross-functional transformation initiatives that integrate people, processes, and technology to drive measurable outcomes
Proficient in CRM and go-to-market (GTM) platforms--Salesforce expertise preferred--with a strong grasp of how technology enables scalable revenue growth
Familiarity with, or a strong interest in, AI and automation tools that enhance commercial process efficiency
Exceptional communication and influencing skills; able to distill complex concepts into clear, actionable strategies
Highly analytical and data-driven, with the ability to extract insights that support executive-level decision-making
Self-starter with strong initiative, intellectual curiosity, and comfort navigating ambiguity
Passionate about fostering alignment and clarity in dynamic, high-growth environments
Customer-focused mindset with a commitment to delivering speed, value, and a superior experience
Strong understanding of MSP sales cycles, recurring revenue models, and service-based contracts
Preferred
MBA or other relevant advanced degree is a plus
Lean Six Sigma, CBPP, or BPM Certification
AI in Business or Automation Strategy coursework/certification (a plus)
Experience implementing or managing AI-enabled sales tools or analytics platforms
Familiarity with platforms such as ConnectWise, Autotask, HubSpot, Salesforce, Gong, Clari, or similar
Experience supporting PE-backed growth, multi-location organizations, or M&A environments
Background in revenue operations, sales enablement, or business intelligence
Company
TPx
TPx is the reliable sidekick every growing business deserves, powering your tech while you take the lead.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$292MKey Investors
InvestcorpGE Capital
2019-08-19Acquired
2011-07-26Private Equity· $125M
2009-06-23Series Unknown· $20M
Leadership Team
Rick Mace
Chief Executive Officer
Tony Veltri
Working toward CEO
Recent News
2026-02-05
2025-08-07
Company data provided by crunchbase