Senior Director of Revenue Operations, Exactera
$170-200k
More information about location
Intelligent tax compliance solutions
Be an early applicant
Intelligent tax compliance solutions
101-200 employees
Be an early applicant
$170-200k
More information about location
101-200 employees
Company mission
To empower tax professionals through reimagined technology-driven solutions.
Role
Who you are
- 10+ years of experience in Revenue Operations, Sales Operations, or GTM-centric operational roles; at least 4 years in a leadership capacity in high-growth B2B SaaS organizations
- Proficiency in CRM and GTM systems (e.g., Salesforce, Salesloft, Lavender.ai, Chatgpt, Tableau, etc.), and fluency with BI/reporting platforms
- Strong business acumen combined with sharp analytical and modeling skills—capable of translating data into strategic operational improvements
- Collaborative leadership style with a track record of partnering across Finance, Sales, HR, Enablement, and Product teams
- Excellent communication skills, executive presence, and a bias toward action and continuous process improvement
What the job involves
- Exactera is seeking a seasoned, strategic, and operationally savvy Sr. Director of Revenue Operations to own the end-to-end financial and GTM operational infrastructure that underpins our rapid growth
- This pivotal leadership role will report directly to the Chief Revenue Officer and will be instrumental in scaling the compensation planning, forecasting, GTM infrastructure, and enablement that drive our commercial engine forward
- Lead the design and execution of annual and quarterly compensation plans for sales and revenue-generating teams
- Collaborate with Finance, HR, and GTM leadership to ensure comp structures align with overall revenue strategy, affordability, and incentive effectiveness
- Model compensation scenario analyses to optimize performance incentives and retention while balancing budget constraints and sales productivity
- Own end-to-end commission payout processes—ensuring accuracy, timeliness, and alignment with the comp structure
- Act as the primary liaison between Finance and GTM teams to validate payouts, resolve discrepancies, and maintain transparent communication
- Standardize payout workflows, develop clear documentation, and build audit capabilities to ensure financial integrity and compliance
- Define and maintain rigorous quota-setting methodologies, incorporating territory design, market potential, and rep productivity
- Partner with Sales Leadership to set fair and achievable quotas calibrated to compensation plans and revenue targets
- Utilize quantitative modeling and scenario planning to forecast quota adjustments and optimize coverage
- Develop and maintain forecasting models, cadence, and process governance to ensure accurate revenue predictions
- Enable visibility into pipeline health, conversion metrics, and forecast accuracy—providing actionable diagnostics and improvement recommendations
- Produce executive-level dashboards and analyses to inform leadership decisions and strategic planning
- Partner with Data org on the architecture and evolution of our GTM tech stack (e.g., CRM, forecasting tools, BI platforms), ensuring scalability and data integrity
- Build workflows, automations, data pipelines, and integrations that optimize GTM effectiveness and operational agility
- Drive continual improvement in system adoption, reliability, and alignment with evolving commercial processes
- Develop onboarding, training playbooks, and performance tools that accelerate ramp time and quota attainment
- Provide operational insights and data-driven recommendations to enhance enablement programming and content targeting
- Measure enablement efficacy via usage analytics, adoption rates, and performance outcomes; iterate continuously to improve GTM productivity
Our take
The increasingly complicated regulations behind taxation result in considerable human error and, due to the nature of this sector, these simple mistakes can have detrimental financial consequences. Exactera, formerly known as CrossBorder Solutions, provides cloud-based solutions that aim to help tax professionals navigate this landscape, with tools such as automated transfer pricing compliance.
Through its cloud-based platform, an advanced AI advisor supplies efficient and inexpensive approaches that keep up with the ever-changing tax landscape, allowing users to avoid the costly consequences of human error. Exactera has received considerable funding towards accelerating its next phase of growth, as it moves forward with its new brand identity and executive leadership.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-44% employee growth in 12 months
Company
Company benefits
- Medical, Dental, Vision
- 401K
- Flexible Spending Account
- Paid Maternity Leave
- Generous Vacation Policy
Company HQ
Greenburgh, Tarrytown, NY
Leadership
Michael Hickman
(CEO)Initially joined Exactera in 2022 as CFO before becoming CEO in 2024.Prior to this, they were the CFO at Perform[cb], Assistant Controller at Roper Technologies, and Director of Finances at Switch & Data Facilities and MetLife.
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