Director Revenue Process Strategy & Systems

General Purpose:

The Director, Revenue Process Strategy & Systems is the strategic architect of TPx's commercial operating model--powering a high‑performance go‑to‑market (GTM) engine. This role transforms how revenue teams operate by unifying strategy, process, data, and technology to drive scalable growth and deliver exceptional customer experiences. Responsible for designing, optimizing, and supporting data-driven, scalable sales processes and systems that fuel predictable revenue growth for our MSP business. Owns sales workflows, CRM governance, and sales technology platforms, and is equally adept at building operational rigor and applying AI‑driven insights to guide decision-making, process improvements, and performance measurement.

Direct Reports:

Yes

Essential Duties and Responsibilities:

Process Excellence & GTM Strategy Alignment

• 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.

Commercial Process Architecture

• 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.

Sales Systems Stewardship and Support

• 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.

Innovation & AI Enablement

• 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.

Performance Insights & Enablement

• 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.

Change Leadership & Cross-Functional Collaboration

• 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.

Required Qualifications:

Education & Experience

• 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.

Knowledge, Skills & Abilities

• 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.

Other Qualifications:

• 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.

TPx is an Equal Opportunity / Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex (including pregnancy, childbirth, breast-feeding and related medical conditions), sexual orientation, gender identity, gender expression, national origin or ancestry, age, mental or physical disability (including medical condition), military or veteran status, political preference, marital status, citizenship, genetic information or other status protected by law or regulation.

We are committed to providing reasonable accommodations for qualified individuals with disabilities. If you need assistance or an accommodation, please let us know during the application process.

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Req: #26-0062