Senior Director, Revenue Operations

Ensono · IT Services & Consulting

Bengaluru, India; Chennai, India; Hyderabad, India; Pune, India
Hybrid
Posted today
Sales & Business Development

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About Us:

Ensono is a hybrid IT services provider that sees a world in transformation. We understand the world of business has become more complex, layered, and interdependent because we’re enabling the IT infrastructure for that transformation. Our clients are some of the most innovative and forward-thinking companies in the world and we help keep their businesses thriving. With nearly 50 years of experience, we optimize and modernize IT infrastructure by amplifying the power of mainframes and mid-range servers with the agility of cloud. Check us out at www.ensono.com.

We are an equal opportunity employer. All qualified applicants will be considered for employment without regard to caste, colour, creed, religion, gender, gender identity, sexual orientation, age, disability, HIV status, or any other status protected by law. Candidates with disabilities who require accommodations during the recruitment process are encouraged to contact our Talent Acquisition team to place a request.

Key Responsibilities:

India Operations Development & Leadership:

Design and build a managed, scalable India-based Revenue Operations capability across sales operations, analytics, revenue insights, and GTM support

Establish the operating model between India and US teams, including coverage areas, handoff protocols, quality standards, and SLAs

Recruit, onboard, and develop India-based talent and emerging leaders; create career pathways and build high-performing remote teams

Scale India operations from embedded individual contributor seats to a structured, managed function with clear accountability and growth trajectory

Serve as regional operational leader, managing India team budget, resource allocation, and capability investments

Operating Cadence & Executive Reporting:

Own and run the recurring sales operating cadence — pipeline reviews, QBRs, and forecast calls — as the operational throughline for the business

Own forecasting and pipeline reporting accuracy that anchors Board/ELT reporting and executive decision-making

Revenue Operations Architecture & Scale Readiness:

Audit current revenue operations processes, systems, and organizational structure to identify gaps and constraints at $2B+ scale

Design and implement scalable revenue operations infrastructure (processes, systems, tools, governance frameworks) to support accelerated growth

Establish comprehensive revenue metrics, dashboards, and analytics platforms that provide real-time visibility and actionable insights

Own key revenue lifecycle components including territory and quota design, pipeline management, forecasting accuracy, and deal operations

Reassess segmentation, coverage model, and quota-to-comp linkage as part of a broader sales motion redesign for scale; partner with Finance on deal-desk process evolution

Build standardized, documented operational playbooks and best practices across the revenue organization

Systems & Technology Optimization:

Partner with technology and finance leadership to optimize the CRM and revenue technology stack (Salesforce, CPQ, BI tools, revenue intelligence platforms)

Ensure data integrity, governance, and automation across revenue systems to enable advanced analytics and predictive modeling

Identify and implement technology solutions that enhance revenue team productivity and decision-making velocity

Cross-Functional Collaboration & Strategic Alignment:

Partner with Sales, Marketing, Finance, Product, and Delivery leadership on go-to-market planning, resource allocation, compensation design, and commercial strategy

Communicate revenue operations roadmap and progress to executive leadership; translate operational insights into strategic recommendations

Champion a culture of operational excellence, data-driven decision-making, and continuous improvement across the revenue organization

Transformational Initiatives:

Lead strategic initiatives and large-scale transformation projects to enhance sales effectiveness, accelerate pipeline velocity, and support Ensono's growth objectives

Identify organizational design constraints and recommend structural improvements to enable scale

Drive adoption of best practices and standardization across the global revenue organization

Stay ahead of industry trends and evolving competitive dynamics; evolve revenue operations capabilities to support innovation and market competitiveness

We want all new Associates to succeed in their roles at Ensono. That's why we've outlined the job requirements below. To be considered for this role, it's important that you meet all Required Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply.

What You Will Need:

Required Qualifications:

Bachelor's degree in business, finance, economics, or a related field

12–15+ years of progressive experience in Revenue Operations, Sales Operations, or commercial operations in a technology, SaaS, or managed services environment

Direct experience operating inside a business that scaled through a significant revenue inflection (ideally toward or past $1B–$2B in ARR/revenue)

Proven track record of building and leading high-performing revenue operations teams, including recruiting, developing, and scaling talent in distributed environments

Hands-on experience designing and implementing revenue operations processes and infrastructure at scale, including territory design, quota modeling, forecasting methodologies, and compensation structures

Deep expertise with Salesforce, advanced Excel, revenue analytics platforms, and business intelligence tools (Power BI, Tableau, Looker, or equivalent)

Demonstrated ability to operate with ambiguity, define strategy in unstructured environments, and drive operational rigor in high-growth contexts

Strong communication and executive presence; proven ability to influence C-level executives and cross-functional stakeholders

Agile, adaptable, and customer-centric mindset with the ability to thrive in a fast-paced, dynamic, global environment

Preferred Qualifications:

15+ years of Revenue Operations or Sales Operations experience

Direct experience building or managing offshore/India operations capability from the ground up, including talent recruitment, team structure, and operational governance

Track record in PE-backed or high-growth SaaS environments with board-level reporting and governance cadence

Experience with revenue intelligence platforms, sales analytics automation, and advanced forecasting methodologies

Master's degree, MBA, or advanced business certification

Knowledge of the managed services, cloud, and hybrid IT industry landscape

Experience with CPQ systems, deal desk operations, and revenue recognition processes

Bonus Qualifications

Experience leading revenue operations transformations or large-scale organizational restructuring

Familiarity with global distributed team operations and cross-timezone collaboration models

Background in financial operations, FP&A, or business operations that required deep revenue system expertise

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