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Director, Revenue Operations

Req id:  20118

Waterloo, ON, CA Virtual, CA Richmond Hill, ON, CA



As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.


Director, Revenue Operations, Sales

The Opportunity:

The Director, Revenue Operations is a member of a global and dynamic team that provides support to OpenText Sales Leadership and their teams to enable revenue growth.  The role leads the operations team and the key operational processes related to the assigned OpenText Sales Teams.


This position plays a proactive role in the growth of the Sales Teams and is a trusted advisor and business partner to the Sales Leaders, while reporting to SVP Sales Operations.


It contributes to the achievement of the Sales group revenue growth by driving the key processes and systems around:

  •  Support for all sales processes
  • Sales Leadership & Account Executive support
  • Interlock and representative of the sales team with other OpenText functional groups: Financial Planning & Analysis, Revenue Recognition, Variable Compensation, Deal Desk, Billing Operations, IT, HR,
  • Sales Unit Planning (org, comp, budget, quota, headcount, capacity, territory planning
  • Compensation Review Support
  • Hiring and Capacity Support
  • Pipeline Management & Deal Reviews
  • Forecast Management & Projections
  • Deal Progressing, Approvals (A&A) & Contracting Support
  • Business Unit Level Reporting and Scorecards
  • Executive level quarterly business reviews
  • Acquisition Due Diligence & Integration Planning


It enables the Sales management team with the tools, information, analysis, insights and recommendations to improve operational effectiveness metrics and business ratios.


You are great at: 

  • Showcasing excellent business acumen and superior leadership skills
  • Driving and successfully executing change on a large-scale basis
  • Leading both via both authority and influence
  • Leading teams across multiple geographies and aligning their activities around a common set of best practices
  • Designing and implementing operating procedures, business policies, data quality standard and best practices to support the mission and activities of the Sales Teams
  • Delivering in a complex environment with disparate, complex systems and data
  • Building and sustaining an organization accountable for the day-to-day management of the key operational aspects of a modern sales organization
  • Aligning data collection and reporting processes and practice across the sales organization to ensure data is available, reliable, consistent, accessible, and timely
  • Providing insight on how SFDC and other system implementation decisions will affect information available for decision-making, the workload required to maintain that information, how those decisions scale and how they may be affected by the company’s acquisition strategy
  • Driving large scale, cross-functional growth programs involving effective collaboration with multiple stakeholders and multiple departments to ensure company goals are achieved.
  • Building tools and providing analysis to develop a deep understanding of the assigned sales units
  • Recommending and providing relevant information and analysis on customer segmentation, account assignments and territory coverage
  • Partnering with the Sales Leaders to assist with all elements of business planning, progress reporting and outcome measurement.
  • Surfacing valuable business insights to identify opportunities and pain points to challenge the status quo and make changes



  • Bachelor’s degree ideally in Business/Finance and/or equivalent experience; Accounting designation and/or MBA an asset
  • 10+ years of relevant business experience, ideally within a fast-paced technology environment
  • 5+ years proven leadership responsibility across geographies
  • 5+ years of prior sales operations/support and/or sales experience, ideally with broad experience in a variety of operational and support roles.
  • Demonstrated skill building and developing teams of highly skilled individuals with strong points of view
  • Strong leadership and program management skills to lead organizational change to effectively prioritize projects and meet strategic and tactical goals
  • Demonstrated success partnering with senior executives; C-Suite/Board communication and engagement skills and experienced change management leader
  • Comfort responding to, and sometimes anticipating, ad hoc requests from the executive team
  • Proven track record of driving business results improvements
  • Superior analytical, planning, and organizational skills
  • High level of responsibility and ownership
  • Proven track record of developing and implementing and driving operations process efficiencies, effective policies and enabling better practice
  • Advanced expertise in report creation/generation, an aptitude for systems, and a customer experience mindset
  • Proficiency in MS Excel, Power Point, Outlook, and Word is a must
  • Anaplan, Xactly, Safeforce.com, SAP and OLAP knowledge is an asset
  • Strong analytical skills with the ability to work with large data sets
  • Excellent problem-solving skills with the ability to make sound decisions and influence results
  • Adaptable and flexible
  • Experience with subscription / license-based solutions highly preferred
  • Must have strong financial, technical, and business acumen


Worktime Flexibility / Travel Requirements:

The role can be in any of our major North America offices. Some regional travel will be required


At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. If you require accommodation at any time during the recruitment process please email accommodationrequests@opentext.com. Applicants have rights under Federal Employment Laws including but not limited to: Family and Medical Leave Act (FLMA)Equal Employment Opportunity  and Employee Polygraph Protection Act


Our growing team is mapping the future of Information Management, and we continue to make new discoveries that expand its boundaries. Join us and be part of a winning team, where the opportunities for your career are limitless. 

From its innovative start as a research project by University of Waterloo professors in 1991, OpenText has grown into a global company with offices in more than 35 countries. Our high- performance culture has forged our growth and is an excellent fit for people looking to push themselves to learn and do more.

It’s our time to lead, and as part of our team, it will be your time too. Our continued growth will provide you the opportunity to explore, learn and chart an exciting career path while enjoying a good work-life balance. 

If you thrive in a dynamic work environment, there is always a new horizon to explore. We are proud to offer excellent benefits, challenging work and competitive financial rewards. 

Our employee programs prioritize employees’ well-being and that of their families. We offer a comprehensive benefit plan, education assistance, a wellness/fitness reimbursement and time off to volunteer. 

Social events 
With offices around the world and flexible work arrangements, OpenText strives to make sure all our employees feel connected. Teamwork extends to our social lives too from local social events to company-wide activities, we want our employees to take time to relax and have fun.  

Corporate Citizenship  
Corporate Citizenship is more than a program for us, it is engrained in our purpose, impact, and approach to doing business. Through numerous volunteer initiatives, we support education and innovation for global change.

Join OpenText today.

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