Head of Global Revenue Operations, Products Division

Summary:

The Head of Global Revenue Operations is a senior leader responsible for driving sales productivity, operational efficiency, and revenue growth across Black Box’s Products division.  Reporting to the Global Head of Sales, this role partners closely with Sales, Marketing, Product Management, Finance, and HR to optimize sales processes, systems, and performance.

This leader oversees all aspects of Revenue Operations, including our CRM and sales tools administration (Salesforce, SAP, etc.), sales enablement, analytics and reporting, order management, sales contract/proposal support, and commission program administration.  By aligning people, processes, and technology, the Head of Global Revenue Operations ensures the sales organization is equipped, informed, and empowered to deliver results.

Key Responsibilities:

• Strategic Leadership
• Sales Enablement & Productivity
• Revenue Operations Excellence
• Cross-Functional Collaboration
• Team Leadership
• Serve as a trusted advisor to sales leadership, providing data-driven insights and strategies that support growth initiatives and organizational priorities.
• Lead the end-to-end sales planning process, including vertical-market segmentation, coverage models, and quota-setting.
• Partner with key stakeholders on forecasting, pipeline management, and the design/administration of incentive compensation plans.
• Develop and scale a comprehensive sales enablement program, ensuring alignment to industry best practices and company methodologies.
• Own sales talent onboarding and continuous training programs to accelerate time-to-productivity and improve sales effectiveness.
• Drive consistent use of sales processes, playbooks, and collateral across the global salesforce.
• Oversee Black Box’s Salesforce.com CRM and sales technology ecosystem (including related interfaces with our SAP ERP system) to ensure adoption, data integrity, and business impact.
• Build and deliver dashboards and reports that provide visibility into performance and enable accurate, timely decision-making.
• Provide strategic leadership of the end-to-end order-to-cash process, driving scalability, accuracy, and efficiency through strong cross-functional collaboration with sales, operations, and finance teams.
• Partner with Marketing and Product Management to deliver cohesive messaging, tools, and competitive intelligence to the field.
• Collaborate with HR to design and manage the onboarding, training, compensation strategies, and development journey for sales professionals.
• Support executive leadership with insights, relevant materials for board-level review, and quarterly business reviews (both internally and for external key accounts).
• Lead and mentor a high-performing global Revenue Operations team across analytics, enablement, proposals, contracts, order management, and related sales tools.
• Foster a culture of accountability, innovation, and continuous improvement within the broader sales team.
• Build organizational capabilities to scale with the growth of the Products division.

Competencies:

• Strategic Thinker:  Sees the big picture and translates strategy into actionable execution plans.
• Data-Driven Leader:  Leverages analytics to guide decision-making and measure success.
• Operational Excellence:  Passion for process optimization and scalable systems.
• Collaborative Influencer:  Builds trust and alignment across departments and geographies.
• People Leader:  Inspires, coaches, and develops teams to achieve their highest potential.

Qualification Requirements:

• 10+ years of progressive experience in Revenue/Sales Operations or related leadership roles within a technology products or solutions-driven environment (or relevant sector).
• Demonstrated success leading cross-functional initiatives that improve sales productivity and revenue performance.
• Expertise in sales enablement, quota/territory management, forecasting, and incentive compensation design.
• Strong knowledge of Salesforce.com or related sales technology platforms.  Experience with SAP a plus.
• Proven ability to influence at all levels, from executives to frontline sales, with strong executive presence and communication skills.
• Deep analytical skills with the ability to turn complex data into actionable insights.
• Track record of building and scaling high-performing teams in dynamic, fast-paced environments.
• Bachelor’s degree required.  MBA or advanced degree strongly preferred.
• Ability to travel up to 30%.